"Are You Losing Sales? Try Reversing and Watch Your Customers Beg to Buy!"

Send us Fan Mail[00:00:00] Corey Berrier: Welcome to the Successful Life Podcast. I'm your host, Corey Berrier. And today, folks, we are gonna, we're gonna dive into one thing that I absolutely love about sales. And so we're gonna get into several topics today, and this is gonna be pretty dope. I'm telling you right now. So go ahead. And, I don't know, get something to write with. [00:00:25] Corey Berrier: Cause I'm about to drop some knowledge on you that I've really never talked about in this manner on the podcast. The unexpected benefits of sales technique reversing, what do you, what does that mean? Basically it's taking somebody flattery to. Emotional involvement. [00:00:45] Corey Berrier: Reversing helps you close more deals. Why? You're gonna achieve more success by using this. You'll learn how to, you'll learn how to use reversing to uncover your prospect's pain, ? The pain. The pain. That's what we're after constantly. And so here's the other. Look, and I've been a victim of, not a victim. [00:01:07] Corey Berrier: I hate that word. I have done this in the past and it, I felt like an idiot. I've done it multiple times, which is. [00:01:16] Corey Berrier: Basically given a premature presentation. In other words, I think that I know what your problems are, but instead of me listening to your problems, I just start shelling out all these ways. I can help you, but what happens is maybe all those things that I'm thinking I'm gonna help you with, you don't need help with. [00:01:39] Corey Berrier: Sandler calls this spilling your candy in the lobby. So in other words you give everything away. And you probably feel like you should give everything away, but there's a fine line with that's for sure. [00:01:54] Corey Berrier: Alright, so look, one of the greatest concept, I say sales concepts. Well, one of the greatest sales concepts involves helping the cu the customer, discover pain. I just mentioned that. And look, you gotta help people discover their own pain. You can't tell them what the pain is. They need to tell you what the pain is. One of the greatest sales concepts, involves helping the prospect discover. , his own pain, the emotional reason for buying, ? And reversing is one of those strategies that you can use to make that happen? And you'll hear how to use reversing to uncover the prospect's pain,  [00:02:39] Corey Berrier: so can asking questions be the. Well, most people, most salespeople talk too much and I guarantee you close more sales if you talk less, [00:02:55] guarantee it, ? So you gotta ask four questions. But here's what happens. The amateur goes in and [00:03:05] Corey Berrier: he thinks he's gotta feel the that dead air time that we all hate, ? That awful silence. The amateur jumps in and keeps talking, ? The professional holds it . And listen, I've gotten so much better at this. I'm not gonna lie to you. In fact, I'm pretty impressed with myself about this and I don't really brag on myself very much. [00:03:27] Corey Berrier: But it's fascinating when I get on a call with someone and they're not an amateur, put the heck like an. . And so sometimes I feel like people, some salespeople think they're so good that they just forget about some of these things. Maybe they don't know. I don't know. Reversing allows the interview to keep moving in the right direction. [00:03:48] Corey Berrier: again, reversing is a strategy that allows you to maximize the benefits of a sales system, which says that your prospect should be talking 70% of the time. You should be talking. 30% of the time. And so, look, I know that may go against everything that you've been taught. And I mean, after all, it does feel safe to tell people everything you know, ? [00:04:23] Corey Berrier: And . You'll think, this can't hurt me. I'm helping this part. I'm yet, I'm telling them everything. Of course they're gonna hire me. I've given 'em so much value. I've given them so mhttps:newpathemployment.com  https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1 https://www.linkedin.com/in/coreysalescoach/