Reverse

Marina was having some problems with the opening phases of her sales process. Her early discussions with prospects were rarely productive. She sat down with Fred, her manager, and did some role-playing in the hope of improving her interviewing technique.

Kevin Hallenbeck joins us to talk about the advanced Sandler technique of Negative Reverse Selling. Negative Reverse Selling combines reverse psychology with Sandler's questioning techniques. This is a very powerful, advanced strategy for getting to the truth in any conversation.

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.