What's all this talk about negative reverse selling???   What is negative reverse selling?  

It stems from the belief that clients use sales people to provide information, run all over town for them and waste time serving clients who have not intention of buying etc. etc..    The aim of negative reverse selling is to put the power back in the hands of the agent and remove it from the client.   In effect it's peaking the client's interest by not being too eager to sell to him.

It's a little like telling your spouse "I don't love you any more" to gain a sense of urgency and in the end greater affection.....or perhaps taking something away (of little value) to increase the perceived value of the purloined item in the mind of the offended party.

It's reverse psychology.....and it's something that I personally don't care for.    To me it smacks of dishonesty and playing head games with clients.

There's a fellow named David Sandler who wrote a book about it a few years ago.

Perhaps I'm old fashioned, but I believe in listening carefully to the customer's desires, laying out the facts and letting the client decide. 

I just seems wrong to me to add pressure to a sincere client by threatening to walk away, rather than working through problems and concerns.   I don't believe for a moment that gamesmanship has any place in legitimate selling.

Playing hard to get is for teenagers hoping to make an impression at the high school dance....and has no place in professional selling.

There's a great deal to be admired about being open, transparent and available.  You may sometimes say things the client doesn't want to hear...but at least you're honest about it in dealing with unrealistic expectations.

In my world the customer may not always be right......but he's still the customer.   Honest, patient education will win you more points than psychological gamesmanship any day.

Thanks.  Sincerely, David

www.TailGateTags.com

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