The STORY: “I really can’t say that what you’ve shown me, Bob, does anything for me,” stated the prospect. “In fact,” he went on, “your choice of colors is nowhere as extensive as your competitor’s, who was just in here this morning by the way.”
Diane, a recent sales hire, got an email from her manager, Luis, suggesting that he accompany her on an initial sales call with a prospect – and then debrief with her on what he’d observed. Diane replied that she thought that was a great idea.
When prospects ask you a question (or use wishy-washy words, or try to mislead you, or use smokescreen tactics), wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing.
A common death trap salespeople fall into is having "happy ears," meaning, they tend to hear what they want to hear. In actuality, what they (salespeople) heard does not reflect the real intent of what the prospect said.
Sales Tip
