Understand Your Buyer > How To Convert > Reverse Selling

 

What is it?

Rather than YOU trying to “convince” your buyer why they should buy from you, here we flip the scenario and simply ask the buyer why they think our offering is right for them and get them to qualify themselves to us.

 

Why does it work?

It works because primarily it shows confidence in your offer and a lack of neediness which is always a good thing.

But, more importantly, the buyer is challenged to articulate the precise link between their challenges and your offer which allows them to visualise your solution and connect with it far more than if they were simply told why buying is a good idea.

 

How can you use it?

To make this work, you need to challenge the buyer at the earliest possible moment.

We can use independent perspective phrases like the below to get them to sell the offering to themselves, being careful not to be seen as denigrating our own offer and potentially driving them away…

 

• “So how do you see this working for you?”
• “Why do you think a Clear Sales Message™  is the solution here?”
• “What does Clear Sales Message™  need to have for you for it to be the right choice?”

 

See also

• The Qualify Effect
• The Push Back

 

 

Like this kind of stuff? Want more?

Then Practical Sales Training™ is for you…

Action focussed, affordable sales training

for entrepreneurs and small business owners.

Brought to you by James Newell