Mastering Sales Conversations: The Power of Reversing and the Rule of Three Plus

In the fast-paced world of sales, effective communication is paramount. At Mattson Enterprise Inc., we emphasize Sandler techniques that not only engage prospects but also uncover their true needs and motivations. Two powerful methods we teach are reversing and the rule of three plus. Let’s delve into these techniques and see how they can transform your sales conversations.

Reversing: The Art of Strategic Questioning

Reversing is a technique designed to keep the conversation flowing and maintain control. Instead of answering a prospect's question directly, you respond with a question of your own. This approach helps uncover underlying issues, needs, or motivations of the prospect, allowing you to tailor your solutions more effectively.

How does it work?

1. Engagement: By asking a question in response, you engage the prospect more deeply in the conversation.
2. Control: It allows you to maintain control of the conversation and guide it in a direction that uncovers valuable information.
3. Understanding: It helps you better understand the prospect's true concerns and needs.

Example:

• Prospect: "Is your product expensive?"
• You: "What makes you ask that?"

By reversing, you prompt the prospect to elaborate on their concern, providing you with more insight into their perspective.

The Rule of Three Plus: Digging Deeper for True Insights

The "rule of three plus" is a principle that emphasizes the importance of asking multiple questions to get to the core of a prospect's concern or objection. The idea is that the first answer a prospect gives is often superficial or incomplete. By asking at least three questions, you can dig deeper to uncover the true issue.

Why three questions?

1. First Answer: Often surface-level or guarded.
2. Second Answer: More detailed, but still not fully revealing.
3. Third Answer: Often where the true concern or motivation lies.

Example:

1. You: "Why is that feature important to you?"
2. Prospect: "It helps us save time."
3. You: "How does saving time impact your overall business?"
4. Prospect: "It allows us to focus on more critical tasks and improves our efficiency."
5. You: "Can you give me an example of a critical task that you’d be able to focus on?"

By following this approach, you gain a deeper understanding of your prospect and can tailor your solutions more effectively.

Implementing These Techniques

Incorporating reversing and the rule of three plus into your sales strategy can dramatically enhance your ability to connect with prospects and close deals. Here are a few tips to get started:

1. Practice Active Listening: Pay close attention to what your prospect is saying and respond thoughtfully.
2. Be Patient: Allow the conversation to unfold naturally without rushing to provide solutions.
3. Stay Curious: Always seek to understand the "why" behind your prospect's statements.

Mastering these techniques will not only improve your sales performance but also build stronger relationships with your prospects. At Mattson Enterprise Inc., we’re committed to equipping sales professionals with the Sandler Training tools they need to succeed. Start practicing reversing and the rule of three plus today, and watch your sales conversations transform!