Diane, a recent sales hire, is debriefing a sales call with her manager, Luis. Luis said, “In your meeting, you immediately answered her question about delivery-time windows.” Diane thought for a moment, and then said: “Was it a problem?” Diane remembered Luis teaching Diane about “reversing” – the technique of answering a prospect’s question with a question.
The technique of answering a question with a question, or reversing, is particularly
effective in the early phases of a discussion with a prospective buyer. Some of the benefits
associated with reversing are....