Reversing

You may have heard of the popular Sandler selling rule known as “reversing” and wondered what it was all about. No, it has nothing to do with backing your car up. Reversing simply means you answer every question from a prospective buyer with a question of your own.

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