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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Negative Reverse

Melody was feeling unmotivated.

Carlos, her sales manager, was pressuring her once again to improve her closing ratio …but as usual, he wasn’t giving her much guidance on how she should go about accomplishing this goal. Yes–her numbers were bad. Melody knew that. But after three months on the job, she was tired of being lectured about the numbers and didn’t feel supported in her efforts to turn things around. In fact, she wasn’t even sure she wanted to continue in sales.

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.