Are your sales representatives failing to connect with customers and convert them?
The truth is the worst part of interacting and knowing customers’ views is not their denial but their ambiguous nature.
Have you encountered a customer that shows interest but then quickly disconnects with the brand and stops replying to constant emails?
Although perseverance is critical to success, what is important is the ability to figure out the leads that are worth your time and efforts.
How can you do so?
For separating quality leads from the chart, adopt the negative reverse selling marketing technique. The negative reverse selling technique helps you close sales quickly, make clients chase you, and help you clear the clutter by saving you time by concentrating on the potential leads only.
Yes, it exists for real!
Through this technique, you can make a person take Self-employed loans and invest in your products!
The article discusses negative reverse selling and how you can use the technique to make your prospects turn from “may-be” to a clear “YES” or “No”.
Table of Contents
What is Negative Reverse Selling?
Negative reverse selling is a technique of asking questions from your target audience and prospects and making statements against the desired outcome. It refers to the technique which stresses what you say and does while interacting with a prospect and how you say it.
Instead of going through the customer profile and asking questions based on insights and results, the salesperson asks the prospects to explain better, rather than directly convincing them of the problem they are facing or the solution they seek. In this way, they convince customers to buy without really “CONVINCING” them to do so.
How to implement Negative Reverse Selling Technique?
Despite being a great marketing technique, negative reverse selling does not apply to every audience segment. And it should only be implemented when extremely necessary.
Here are some of the best practices to implement negative reverse selling techniques::
Identify the situation that requires negative reverse selling
The technique is not for everyone, and for every situation, it is ideal for identifying the best scenarios where it will be unavoidable to implement it.
Here are some situations where you can implement the strategy:
- When prospects take too long to respond,
- When prospects keep rescheduling the calls,
- When they question the brand’s values or pricing,
- When they give a “may-be” response,
- When prospects completely ignore you,
This situation reflects the customer is evading the decision. Pushing them in the opposite direction may help track them towards the desired action.
Target them with a reverse advertising strategy or “Reactance.”
Reactance is something that someone tries to tell you and grants you a direction to think towards. It is the automatic urge that you feel to do a particular thing.
- Advertisers and brands can use this approach to their benefit and capture an audience by:
- Dramatizing points with a story
- Demonstrating points rather than claiming them
- Flattering the audience, then begging them to buy
- Using humour to disarm the audience
- Leaving the interaction open-ended and letting the audience connect the dots
Try reverse psychology advertising technique
Do you get naturally attracted towards something that mentions, “NEVER BUY THIS!”
It automatically sparks curiosity, and you want to learn more about it. It is instinctual.
Most messaging strategy works better when stacked with story-telling and character-driven campaigns.
It is all about walking into the minds of your customers, knowing them inside out, creating an ad campaign that is completely surprising to them, that they can’t help but read it!
And if you are good at it, do it in a way that elicits a positive response, despite the negative factor in the ad line.
For example:
By advising you NOT to purchase the jacket, Patagonia is making customers’ resistance help them out.
The customers react towards the ad and create a kind of need for the coat, only because of the reactance thing.
Besides, the unforeseen headline truly commands notice and guarantees the advertisement gets through the messiness.
Far better, Patagonia gets the special benefit of demonstrating its commitment to sustainability and environmentally friendly, strategic approaches.
Use powerful negative reverse selling phrases
To meet the audience in their psychology, stop them in their tracks, and make them read further, you need to use specific phrases in your blogs, articles, emails, or marketing copy.
Here are some phrases that you can use to make the reverse selling technique help you:
- “Are you sure this product falls within your budget?”
- “Our services aren’t for everyone.”
- “Is this truly a segment that you wish to focus on?”
- “Is it fair to assume that this iPod isn’t a solution for you?
- “Our product is too expensive for you.”
- “This is the last email I’m sending you.”
You must have read some of these phrases online. It is a negative reverse selling approach brands use to attract otherwise slightly interested or warm customers.
And each person undergoes a unique situation, so there is no hard and fast rule to use a particular statement. You can insert positive statements as well to grant your customers the lead. For example:
“You are right! We may not be the best fit for your expectations!”
No matter what you write, just always be respectful towards your audience.
Unless you want to make an arrogant impression on your audience.
Bottom line
Thus, every salesperson is frustrated owing to the customer’s or the prospect’s confused approach towards deciding. In this situation, a traditional approach may not work as expected. Instead, negative reverse selling may do wonders for you. The technique can make customers realise that they need what you are selling. All in all, it is worth a try! start up business loans with bad credit to expand your products.
Are you ready to try it? Comment.
