Negative Reverse Question
Sandler's advanced move: take the opposite side of the buyer to surface the truth behind a soft signal.
How it sounds
- Buyer This looks interesting.
- You It's probably not a fit for you, though, is it?
- Result The push-back pulls out their real position instead of polite noise.
The rest of this entry is in the full archive
- 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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