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Turning Negativity Into Positive Sales Results

In our recent blog, we talked about Sell ​​negative reversals and using strip-lining techniques to talk to neutral prospects about their business problems and any associated pain caused by those problems. Negative reverse selling is saying and doing the opposite of what the seller expects. Strip-lining gives the prospect more lines to swim, and lets the prospect do the talking, making it one of the more effective tools in the NRS toolbox. Gathering information is much easier once you set the prospect in motion, and negative reverse selling is a great way to move the pendulum.

Let’s look at a scenario where strip-lining can be very useful for turning a negative prospect in the right direction. The prospect tells the seller: “We had a bad experience with your company. Let me tell you, I have no interest in doing business with you in the future”. That’s a pretty negative possibility, right? So, a good strip-lining response is in order. Salesperson: “Wow, I’m really sorry to hear that. I’ve never heard of this situation. If I were in your shoes, I would never do business with us again. Can you share with me what happened?”

Note what the seller does here. The salesperson validated the prospect’s feelings by letting them out. We like to call it a “mental enema”. When a person has had a bad experience and is clearly upset and angry, let them get it out of their system. They can be emotional and a bit unreasonable, but letting it all out will go a long way towards allowing you to compensate and rectify the situation.

Let me share another story, this time a real life situation. I had a client in the printing industry named Omar. Omar’s printing company was selling printing services to a large company in the name of a family based in New Jersey. Omar’s company made a huge mess, delaying three shipments in a row. This really ticked off the people at the larger company, prompting the purchasing company to go over the seller’s head and call Omar, the sales manager. The agent said to Omar very hotly, “This is the third time in a row that your company has fouled us with an order. We have worked with you.” At this time, Omar gave the agent a mental enema. Omar said: “If I were you, I’d be done too.” Once validated, the prospect “dumps” (as the sales manager says) all of his pent-up tension, finally releasing enough negativity to talk rationally. Believe it or not, that conversation turned into an appointment (or, as Omar called it when he scheduled it, an “exit interview”). Since they had been in business for several years, Omar was able to convince the company that it would be a good idea to meet and develop a plan to hand over the business to a competitor.

Omar flew to New Jersey to meet with the purchasing agent in person, allowing the agent to reiterate how he felt about Omar’s company and how they had messed up three orders in a row. Umar listened and shook his head and said, “I probably would have stopped doing business with us after the second order foul. I totally understand why you’re upset. I’d be upset if I were you.” At this point, the purchasing agent dumps and dumps, and dumps some more, dumping all his negativity on Omar. But after the two-hour meeting, Omar left with the purchase order. How did he do it?

Omar was quite adept Sell ​​negative reversals and using the strip-lining technique to give his angry client a chance to vent all his anger before moving on and working to fix things. The big company’s purchasing agent was grateful to Omar for letting him out and then rectifying the situation. Sell ​​negative reversals Allowing Omar to make amends for a bad experience and move forward with some new business. that power Sell ​​negative reversals.

In our next blog, we’ll go a little deeper, and break down the different ways to use the strip-lining technique with all sorts of possibilities.

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