6.1 Learning to Ask Questions 

Reversing is the strategy of asking a question in response to a prospect's question. This technique is a powerful tool to uncover the prospect's intent and help you solve the pain.

Your value as a salesperson, and ultimately the amount of your commission, is determined more by the amount of information you gather than by the amount of information you give.

The key fundamentals to successful selling are your ability to ask the right questions and to uncover the necessary information. No mind reading!

If you are:

Not sure why the prospect asked a question. ASK

Unsure of the underlying intent of the question...ASK.

Unsure of the importance of the question. ASK

Losing control of the conversation... ASK

6.2 Rules for Reversing

A. It often takes three or more reverses to get to the real issue.

B. The first two answers given by the prospect are usually intellectual in nature.

C. The third answer is usually an emotional response that reflects the prospect's true intent.

Exception: When asked an identical question twice, answer. Do not antagonize the prospect.

6.3 Softening statements

You have to be careful to keep your reverses from sounding too harsh. A softening statement preceding the reverse decreases the pressure on the prospect, keeps the prospect from becoming defensive, and encourages a "straight" response.

Examples of softening statements:

"Good point."

"That makes sense."

"Good question."

"I am glad you asked."

"I appreciate that question."

"I understand."

"A lot of people ask that."

"That sounds important to you."

Softening statements combined with reverses:

"Good question

"Why is that important to you?"

"That is an interesting question. And the reason you asked is...?"

"That makes sense. And that is important because...?" 

"A lot of people ask that. Can you tell me why you asked that just now?"

"I am glad you asked. Suppose I could deliver this to you in fi ve weeks?"

"I understand. If you were me, what would you do?"

"That sounds important to you. If we could provide that feature, what would be the next step?"

"Wow, that's a good question. How did you think of that? I really want to make sure I understand what is important to you; can you give me an example of what that looks like around here?"

6.4 Reversing Exercise 

Other common objections include: 

"Can we have this delivered by next week?"

 "Your organization is too rigid when it comes to the terms and conditions."

"We have already standardized with the competition. How could your organization help?"

"We have done our homework. Can you get me a quote this week?"

"We outsource. I am not sure if you can help."

"Do you have any promotions in place?"