Marcus Cauchi 
Unconsciously, the prospects "defend" whatever it is they
already own or use. Under those circumstances, prospects
won't make a "new" decision.
The use of SSI's Reversing techniques can lead prospects to
"discover" that while a previous decision was a wise one, a
"new" decision can also be beneficial. Be patient. Let your
prospects "discover" a better way - and that your product or
service is it.
A professional salesperson knows when to close the deal. The
pro knows better than to pressure the prospect. People love
to buy, but they hate to be sold. Consequently, the
professional salesperson leads prospects to close to
themselves. They do so by using a Sandler technique called
Negative Reverse Selling.
How does it work? It's simple, really. When the prospect
nibbles, the salesperson lets out a little more line. Instead
of moving toward the prospect's interests, the salesperson
moves away from it.
Consider this example of Negative Reverse Selling:
PROSPECT: I think I like what you're saying.
SALESPERSON: Interesting. Based on what you have been saying
up until now, I would not have guessed you had any interest
in my product. What did I miss?
See the subtle reverse? The loosening of the line? Instead of
moving in for what looked like the obvious close, the
salesperson gently moves away, all while setting the hook a
little tighter. Now, watch the line tighten up as the
prospect responds:
PROSPECT: Maybe you missed how I see your product solving my
problem.
SALESPERSON: Great, but I'm still a little confused. Could
you tell me more specifically just how you see the fit?
PROSPECT: Sure. I'll use it by...
Do you see what's happening? The prospect is closing himself!
What could be easier?
To sell like a pro, learn to set the hook only when you hear
the prospect buy. Even then, one more gentle reverse won't
hurt: "Mr. Smith, just what would you like me to do now?"
When Mr. Smith speaks, the sale is closed. Now that's
exciting!
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Excerpted from You Can't Teach a Kid to Ride a Bike at a Seminar, by David H. Sandler. Marcus Cauchi is London's first licensed Sandler sales trainer. 19 years in direct sales, he's sold physical products, services and intangibles with varied success. Over 16 years he left behind over £56 million in deals he could have won, but did because he didn't know any better. He thought you had to qualify for needs, present the benefits of your solution, trial close, follow up with a proposal or further information and the close. He learned the hard way that when you "pitch" a prospect lies to protect himself. When you present and answer his questions, he'll steal your ideas. When you close, he'll mislead you or defer to a higher authority (boss, wife, CFO) and then when he's got you to document in writing (proposals) and give away your confidential pricing, he'll shop that around your competitors to get the best deal. When you follow up for a decision, he'll give you unlimited access to his voicemail and hide. Marcus teaches counter intuitive selling. Average clients increase revenues by 100-1100% in a year. He's probably not for you though as it's difficult and expensive. http://london1.sandler.com/
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