Practical Sales Training™ > 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?”
Hypothetical Example:
A business consultant is on a call with a potential client who’s interested in a 6-month growth program. Instead of spending the entire call trying to convince them of the benefits, the consultant asks:
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“Why do you think this program might be the right solution for your business?”
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“What would need to happen for you to consider this a success?”
The prospect begins listing their challenges (lack of strategy, inconsistent sales, need for clarity) and then explains how the consultant’s program could help. By verbalising the connection themselves, the buyer becomes more convinced – because it’s their reasoning, not a sales pitch.
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