The Sales Archive which techniques are real, and which are legend
Discovery PRO

Negative Reverse Question

Sandler's advanced move: take the opposite side of the buyer to surface the truth behind a soft signal.

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  • Why gently arguing against yourself gets a more honest answer
  • The exact tone that keeps it curious instead of sarcastic
  • When a negative reverse rescues a stalled deal and when it reads as a trick
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Free Open vs Closed Questions Use open questions to make buyers talk and closed ones to confirm; knowing when to switch drives discovery. PRO Implication Questions (SPIN) The hardest SPIN stage: questions that make the true cost of a buyer's problem grow large and concrete. Free Need-Payoff Questions (SPIN) Questions that get the buyer to describe the value of a solution in their own words, so you don't have to. Free SPIN Selling A four-stage question sequence that leads a buyer to state the value of solving their problem themselves. Free The "Why Now" Question Ask what changed to make this a priority today, exposing the real urgency or the lack of it.

Part of The Sales Archive — 63 named, sourced plays, 45 free to copy.