Negative Sell
Why Does it Work?
q Prospects are taught to instinctively argue or go opposite
of salespeople
q Prospects are used to salespeople trying to pull them to YES
q When you go to NO, it throws them off and they’ll find
themselves taking the positive position
q It’s really “Child Psychology”
What are some Negative Sell Examples (Negative can also mean
opposite)
q Client says “We’re happy with what we’re doing...” You:Hmmm...sounds
like you’d never change...” Client:
“I don’t know about never...(hating
to agree)”
q Client: “We are sort of
interested...” You: “Sounds liKE a NO to me...” Client:
“No...it’s not a NO...” You: “But you aren’t positive about it...” Client:
“Not totally...”
Some Other Random Rules and Thoughts About
Negative Sell
q It’s meant to be used now and again...mix-it in with an
occasional pull to the positive side
q Rule -- when a client is negative -- go more negative
q Rule -- when a client is stuck in neutral -- go negative