Jane was having problems uncovering accurate information during her discussions with prospects. Her conversations during sales calls tended to be unfocused, and she spent a lot of time pursuing options that her prospects ended up rejecting. Her manager suggested she try something called Negative Reversing.
Negative Reversing is a “reverse psychology” selling technique. It helps you steer a conversation in a particular direction to explore another avenue or test a prospect’s reaction to a particular aspect of your product or service.
If the prospect responds favorably, you continue to explore the topic. If the prospect is cool to the topic or reacts unfavorably, you move to another topic.