REVERSING:

  1. Precede all Reverses with Softening Statements: "makes sense; good question; I understand."
  2. "Good question, George. Why did you ask me that one just now?"
    "Suppose I said____. What would you say?"
    "I get the feeling____. Is that a fair statement?"
  3. Don't be creative. Work off the prospect's responses!

S Sandler Training Finding Power in Reinforcement (with design) is a registered service mark of Sandler Systems, Inc © 2009 Sandler Systems, Inc. All rights reserved.

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