Understanding  Reversal

Reversal is a sales technique used to turn around an objection raised by a potential customer into an opportunity to close the sale. It is a persuasive strategy that focuses on the buyer's concerns and provides an appropriate solution to overcome those concerns. At its core, reversal helps salespeople transform negative situations into positive outcomes, making it one of the most effective closing techniques.

How Does Reversal Work?

Reversal works by addressing the customer's objection, acknowledging their concerns, and then flipping the situation around to demonstrate how their objection can be turned into a benefit. Salespeople can use reversal by focusing on potential roadblocks and finding ways to turn them into selling points.

What Are Some Examples of Reversal?

  • Objection: "Your product is too expensive." - Reversal: "Yes, it may seem expensive upfront, but it's actually a cost-saving investment in the long run."
  • Objection: "I'm not sure if this is right for me." - Reversal: "That's understandable; many people feel unsure at first. Let me share some examples of people who were in similar situations and how they benefited from our product."

Why Is Reversal Important?

Reversal is important because it helps build trust with customers by showing that you understand their concerns and are committed to helping them find solutions. It demonstrates that you are not just trying to make a sale but genuinely care about your customer's satisfaction.

When Should You Use Reversal?

You should use reversal when you encounter objections or roadblocks during the sales process. It is particularly effective when dealing with customers who are hesitant or unsure about making a purchase.

What Are Some Best Practices for Using Reversal?

  • Listen carefully to the customer's objections before attempting to use reversal.
  • Be genuine in your approach and don't try to manipulate or deceive the customer.
  • Use specific examples to demonstrate how your product or service can overcome the objection.
  • Always focus on the customer's needs and how you can help solve their problems.

Is Reversal Only for Sales?

No, reversal can be used in various situations that involve persuasion or negotiation. It is an effective method for convincing others to see your point of view and can be applied in personal or professional settings.

What Are Some Other Sales Tactics Similar to Reversal?

Other sales tactics similar to reversal include the "feel, felt, found" technique, which acknowledges the customer's feelings and provides examples of how others have had similar experiences and overcame them. Additionally, the "assumptive close" assumes the sale has been made and sets up a plan for next steps.


  1. SPIN Selling by Neil Rackham
  2. The Art of Woo: Using Strategic Persuasion to Sell Your Ideas by G. Richard Shell and Mario Moussa
  3. The Psychology of Persuasion by Robert Cialdini
  4. Influence: The Psychology of Persuasion by Robert Cialdini
  5. The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less! by Kevin Hogan
Copyright © 2023 Affstuff.com . All rights reserved.