This blog shows you how to open doors you assumed were already closed.
Salespeople sometimes make the mistake of assuming they understand the motive behind a prospect’s question and jump right into answering the question, only to find they’ve been set up. Savvy prospects may use tricks like the trap and test question, designed to box a salesperson into a corner. Here’s an example:
Prospect: “Do your sensors have fast response times?”
Most salespeople who sell sensors with fast response times will respond proudly and quickly without thinking.
Salesperson: “Yes, our sensors respond in milliseconds”.
Prospect: “Well, we don’t need a response and don’t want to pay more for something we don’t need”.
Smiling slyly, the prospect knows they have just boxed the salesperson into a corner.
A smartly trained expert would have asked a reversing question instead, something like:
Salesperson: “Well, actually, that’s a great question. I don’t get that question too often. Our sensors… please, tell me, do you need fast response times?”
This reverse response is called the “start-stop reverse”. Did you notice the start-stop? Let’s break down the reverse so you can see.
“Well actually, that’s a great question (stroke). I don’t get questions too often. (another stroke) Our sensors (stops – the salesperson looked like they were going to answer but stop and ask another question) Please tell me (softening statement) do you need fast response times?” (reverse question)
This technique comes across as spontaneous to the prospect and throws them off, but in reality, it is “prepared spontaneity”. It’s another very effective way of getting prospects to loosen up and reveal some pain. This technique also helps you stay out of the traps that prospects may try to lure you into, throwing you into a box, and keeps you in the game. You still have a chance to make a deal.
An expert salesperson should analyze the prospect’s question to understand their true intent, before offering a response. When you begin to master the reversing techniques, you will do this without much thought, and reverse your prospect into trusting you and sharing the pain. If there’s enough pain, and you have the solution, your sales numbers will increase dramatically.
These reversing techniques are awesome, but be smart, and don’t overdo it. If some ask what time it is, you don’t have to say, “great question… why did you ask me that at this time?” It is okay to just look at your watch and give them the correct time!
By the same token, if prospects ask the same question twice in a row, you must answer it. Don’t try to reverse it again. If you do, you’re going to break your bonding and rapport and maybe even make them angry. But (and it’s a big but), if prospects do ask the same question twice, you can and should reverse after you answer the question:
Salesperson: “Our response times vary. We have sensors that respond in milliseconds and others that have response times up to 15 to 20 seconds. Can you tell me why you asked?”
Reversing is a powerful selling technique that will help you uncover your prospect’s pain. Make sure to use it only when the prospect feels safe and you’ve established bonding and rapport. Add Reversing to your sales toolbox and you’ll have an effective technique that’ll help your prospects relieve their pain. And as you know, Pain leads directly to the Money.
Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below. We look forward to talking to you soon!
