Negative Reverse Selling is a technique that involves: 1) Discovering the customer's motivations for buying rather than pushing the salesperson's reasons. 2) Getting the customer to voluntarily place the order instead of asking for it. 3) Helping the customer realize they want the product instead of trying to sell it to them. 4) Using questions to understand customer concerns when they are positive, neutral, or negative instead of making assertions.

1. Negative Reverse Selling®
D A S H B O A R D F O R
SAMPLE
NEGATIVE REVERSE
QUESTIONS
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PENDULUM THEORY
STRIP LINE
e People buy for their reasons, not the
salesperson’s reasons.
e Never ask for the order –
make the prospect give it up.
e You can’t sell anybody anything –
they must discover they want it.
e When a prospect is positive, “strip line”.
e When a prospect is neutral, “strip line”.
e When a prospect is neutral, get him moving.
e You don’t learn how to win by getting a “yes” –
you learn how to win by getting a “no”.
e When under attack – fall back.
e When a prospect is negative, “strip line” hard!
e Don’t paint “seagulls” in your prospect’s picture.
7 Positive – “I’m a little
surprised you like it so
much. How do you see
it helping you again?”
7 Neutral – “It may not
be the right fit for you;
how do you think it
might help you?”
7 Negative – “If it is not
the right time, then it
might be best not to go
forward. There probably
wouldn’t be
a right time,
would there?”
Remember:
7 Stay behind the pendulum.
7 Never get between the prospects and
where you’d like them to go!
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