Sell me this pen. Well, it's a nice pen. You can use the pen to write down thoughts from your life, so you can remem-
Unfortunately, this is how most untrained salespeople actually sell. They believe that selling means telling. They try explaining their products, features and benefits, hoping that this will convince the prospect to buy, but it doesn't work. Heck this probably has even happened to you. You've probably been in a sales situation where you thought the meeting went great, you thought your presentation was phenomenal. You thought that you did a great job presenting how your product or your service would benefit the prospect, just to have the prospect turn around and tell you, "Hey, thanks for coming today, everything looks great, we've got to take some time to think about it and we'll get back to you", Which they never do.
So in this video, I'm going to share with you, and I'm going to teach you how to sell anything to anyone without being pushy. This strategy works every time, and in fact, when done right, you'll have prospects selling you on why your product or service is right for them and you won't have to sell them anything. Quick little warning here, this strategy is extremely powerful, and so if you're going to use the strategies you're going to learn in today's video, make sure you're being responsible. This strategy is called reverse selling. Here's how it works. First things first. If you're going to become a great sales person, you have to accept the fact that selling is not telling. No one likes to be told what to do, so we must help the prospect come up with their own decision and their own conclusion that doing business with us is a great idea without trying to sell them, without trying to convince them of anything. We need to get them to sell themselves on this idea. But the question is how?
Selling is a process of asking questions, but not any type of questions, Socratic-style questions. So the first step in reverse selling is called self-discovery. This is where you're going to ask the prospect a series of Socratic-style questions to clearly identify their current situation and their current pain points. Because remember, no pain, no sale. The key here in this step is to ask questions in a way that trigger the prospect's emotions to the point where the prospect realizes maybe for the first time, how much pain they're in, how much their problem is actually a problem, and really how badly they're looking to solve that problem, more importantly.
So here's some examples of some Socratic-style questions you need to ask your prospect during the discovery phase. Discovery breaks down into three parts. Part one are questions that we ask the prospect around timing. Here are some examples. How long have you been ... and you can insert a multitude of different things here. How long have you been in business? How long have you been using this provider? How long have you been dealing with this issue? The next section in discovery is what we call problem questions. These are questions designed to help the prospect to get clear that they actually have a problem, or they may discover that they don't have a problem. And remember, no pain, no problem, there's no sale to be made. You have to uncover the clear pain points of a prospect if you're going to get that prospect to take action and buy your product or use your service.
So these are questions that sound like this, that typically start with what? So, Mr. Prospect, what has you thinking about ... What has you thinking about changing? What has you thinking about making a change? What has you thinking about making more? What has you thinking about changing providers? What has you thinking about making more of this product? What has you thinking about (insert your product or service), because you want the prospect to respond in a way that explains exactly what has them thinking about a potential change.
The third section during the discovery phase is what we call implication questions. These are questions that if posed correctly to the prospect, gets them to think about how important these problems are to really solve. So we ask questions like this: So, Mr. Prospect, what would happen if you didn't make this change? What would happen if you didn't make more of this product? What would happen if you stayed with your current provider? What would happen if you didn't solve this problem? And these are examples of the types of questions you want to ask during the implication process in self discovery.
Now, once you've clearly identified the prospect's pain points, the problems that they're having, that your product or service has the potential to solve, then you'll move on to step two, which is self admission. In phase one, we got them to clearly articulate where they're currently at, what their current problems are, in phase two during self admission, is where we get the prospect to clearly articulate their desired outcome. We want them to explain in great detail how things in their life or in their business would be better by working with our product or service without us telling or selling them anything. We do this by asking an additional series of Socratic-style questions. Here are some examples. First we asked the prospect about their desired outcome, and you want to ask the question to the prospect like this: Mr. Prospect, ideally, what would be different if you could (insert your product or service here). And so this is where you get the prospect to start thinking about how things would be different in their life, how things would be different in their business if their problem was solved. And this is exactly what you want.
Then we get the prospect to tell us how urgent it is to solve this problem right now, by asking questions like this: Mr. Prospect, in a perfect world, when would you ideally want to ... and then you (insert their desired outcome). Then we ask a prospect what we call an implication question, to get the prospect to start selling us. This is when the magic starts to happen. Mr. Prospect, if, at the end of our meeting, you and I both thought it made sense to do business, what would stop us from moving forward? This is where you're trying to bring out objections. This is where you're inviting the prospect to say, "Well, you know, I'm going to have to think things through, I don't know if I've got the budget", whatever the concern may be, because when do we want to handle objections in a sales conversation? Up front, not at the end. So during phase two in the reverse selling process, which is self admission, we asked the prospect, "Hey, if at the end of our meeting, you and I both thought it made sense to move forward, what would get in our way from being able to do so?" And this is where they're going to tell you if there's any concerns, or they may say nothing. I mean, if it all makes sense and your product or service can help us with these desired outcomes and these desired goals, nothing would be stopping us. And that is exactly what you're looking for. And by doing this, you're going to avoid getting the, I need to think it over, we need to think it over objections at the end of your sales presentations, which is the most frustrating way to end a sales conversation.
This then leads us to step three, which is the reverse close. This is where it all comes together. This is where we get the prospect to take action, to move forward with our product or service right here on the spot. And if you do this right, this will work for you every time. Now, at this point, you got the prospect to tell you what their big problems are, how long they've been dealing with these problems, what's at stake if they don't solve these problems. Why right now is the best time to solve the problem and nothing is stopping them from moving forward, assuming your product or service can help them. And you've done all of this without selling, without telling, without trying to convince, without pushing, without being aggressive. The prospect up until this point has been doing all of the selling, you've simply just been asking questions. This is when you can use the reverse close to get the prospect to move forward and take action now, which is exactly what you want. After the prospect understands how your product or service works and how it can help them solve their problems, here's what you're going to ask the prospect next: Mr. Prospect, how do you feel this product or service can help you solve, and then you put the desired outcome at the end of that question. This is where you want the prospect to sell you on how your product or your service would benefit them. This is how you get the prospect to start selling themselves on moving forward with you as a potential solution to their problems.
Next, you're going to ask one of my favorite questions, which is a hypothetical question. You say, Mr. Prospect, Mrs. Prospect, if this all made sense and we did decide to move forward, how quickly do you think you or your team could start implementing this product or service? Because now you're starting to get the prospect to think about the execution of your product or service, actually using it after the fact that they've bought, after the fact that they've engaged you with your product or service. We start to think about, okay, them taking action with the thing that you're actually selling. Then you ask the magic question: Now, Mr. Prospect, based on everything you've told me so far, it looks like my product or service is exactly the thing that's going to help you accomplish X, Y, and Z goals. Would you agree? And this is where we get the prospect at this point in time, they should absolutely agree if you've done this correctly up until this point. And then when the prospect agrees, this is what you do next. You're going to say: Okay, great, well, let's go ahead and move forward, here's how the process is going to work from here. And you take control of the process because to this point, you've dealt with objections, you know exactly what they're looking for, we've explained how our process or our product or our service works, the prospect is totally engaged, they've explained that now is the right time, how they're going to take action with the product, nothing standing in our way. This is where you've earned the right to ask for the sale, to ask for the business with absolute confidence, with absolute courage, with absolute conviction. And you just say, Mr. Prospect, got it. Well, here's how the process works, let's go ahead and get started, with a big smile on your face.
And if you do this right, the prospects will not object, they will move forward. So for those of you that don't sell face-to-face, maybe you sell over the phone, there's actually seven strategies that we've outlined in our reverse selling system that's going to help you. So I made this video right here, where you can watch on how to sell over the phone using these seven steps. I'll see you there.