Never give free information. Answer a question with a question. Make the prospect invest in the conversation.
Reversing
Core Principle
Sandler's Reversing technique flips the dynamic by answering questions with questions. Instead of giving away information for free, you use each prospect question as an opportunity to gather intelligence and maintain equal footing in the conversation.
Step-by-Step Execution
Example in Action
Prospect: How much does your service cost? You: That's a great question, and it really depends on what you need. Before I throw out a number, can I ask -- what kind of budget are you working with for this? Prospect: We were thinking around $2,000-3,000 a month. You: Got it. And what's the most important outcome you're looking for? Prospect: Honestly, just getting more qualified meetings on the calendar. You: Perfect. For that budget and that goal, here's what I'd recommend... [Now you can tailor your pitch to their exact budget and priority instead of quoting blind.]
Practice this technique with an AI-powered roleplay scenario.