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Greg Nanigian and Associates, Inc. | Braintree, MA

Sales Process

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. In many sectors, the dynamic between buyer and seller has changed in fundamental ways. Some of these changes, according to a new Sandler Research Center report, What Buyers Want and How Buyers Work, tend to favor the buyer.

While people can change and grow in skills, they tend to be uncomfortable with both. So, what do you do about helping people to work through the discomfort that comes with change for personal growth and skills development? Here are four steps that can help you, whether you are introducing a new training program, application software, company policy or compensation plan.

We talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It’s much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.

Let’s take a look at a scenario where strip-lining can be very effective in getting a negative prospect moving in the right direction. The prospect says to the salesperson...

In our most recent blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep "throwing more line and let them swim". However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are...

Our most recent blogs have been covering the Dummy Curve. Using the Dummy Curve you would be acting like you are a little "less okay" than the prospect (inside you feel great though). It's disarming and it helps with bonding and rapport to the point where your prospect feels empowered talking to you. When using Dummy Curve techniques the prospect lets down their defense wall. Then it gets very easy to find out if they have pain - a deep seated emotional need that compels them to buy your product or service.

The Dummy Curve works great, however, it’s not just the words you say, but your.,.. 

 

In the past few blogs, we’ve been talking about a very effective sales technique called Reversing. When using reversing the salesperson answer a prospect's question with a question. When done properly it is very disarming and will result in the salesperson gathering more information. When done properly the prospect will feel like the salesperson really cares. The ultimate goal of reversing is to have the prospect quickly feel at ease and reveal their personal pain or reveal they the prospect doesn't have any pain. Remember, no pain equals...

Fishing is very popular down in the Florida Keys, and one of the favorite catches for fishermen and tourists, is called the bonefish. Most people fish it for sport rather than food, and there is an art to catching one. If somebody from New England goes down to the Florida Keys to fish for bonefish, that person would probably do what I was at first tempted to do: bait the hook with shrimp, cast out, and wait for a nibble on the line. As soon as that nibble comes, we New Englanders start to reel the fish in, like we do with Cod and Haddock in our cold waters. However, more often than not, the hook...

In our last blog, we put the “Dummy Curve” in to action, showing how being a “dummy” can help you in the sales process. We showed an example, using a young, inexperienced salesperson named Carlos, who had great results when he didn’t know much about what he was selling, terrible results after getting trained on the products, and then good results when he went back to his beginner, or “dummy” stage.

Take a look at what happened to Carlos...

In our most recent blog, we introduced strip-lining as one of our favorite sales techniques under the Negative Reverse Selling umbrella. Remember, Negative Reverse Selling is doing the exact opposite of what your prospect is expecting from a sales person, thus throwing them off guard. Continuing down that negative selling path, let’s take another look at setting a neutral prospect into motion by strip-lining or throwing him or her some more line to swim about before you reel them in.

In our most recent series of blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. We’ve also spent the past couple blogs reviewing the very effective NRS sales tool called Strip-lining, where, using a fishing metaphor. you cast your line to the prospect but instead of reeling them right in, you let...