Selling with Jeff

Use differences vs. similarities so buyers stop commoditizing you

Differences vs. similarities is the mental switch that keeps buyers from seeing you as just another interchangeable vendor. Instead of selling on features or price, you deliberately highlight how working with you feels different and how your approach solves problems in a way competitors can’t easily copy.

Answering “What’s your markup?” with confidence and control

When a client bluntly asks, “What’s your markup?”, the best response is not a fast number—it’s a calm question. Top Sandler-trained sellers use reverses: they answer objections with questions to understand intent, protect margin, and keep control of the conversation.

What negative reverse selling is (and why it works)

Negative reverse selling is a Sandler technique that uses softening statements and counterintuitive questions to lower resistance and get prospects explaining their situation in their own words, instead of you pushing a pitch or defending your offer.

Unlock the Potential of Negative Reversing to Enhance Your Sales Techniques and Build Stronger Client Relationships

Understanding Negative Reversing: A Powerful Sales Technique

Negative reversing is a compelling yet often misunderstood technique in sales training. At its core, negative reversing involves taking a step back in the sales process to ultimately move forward. This technique is akin to pulling a pendulum back to generate momentum. By intentionally presenting a scenario where the client might say "no," sales professionals can elicit honest responses and uncover the truth about a prospect's needs and concerns.