Events Sandler for Advisors - Reversing Turning Questions or Pressure into Control 

Most salespeople feel pressure when prospects hesitate, push back, or go silent. In Sandler, pressure is a signal, not a problem and Reversing is the fuel that turns that pressure into control.

In Reversing: Turning Pressure Into Control, participants learn how to respond to resistance, objections, and hesitation without defending, convincing, or chasing. This session teaches how to use reversing techniques to shift ownership of the problem back to the prospect, allowing them to think, reflect, and self-discover their true position.

Reversing is not about clever comebacks or verbal tricks. It is about staying neutral, curious, and emotionally detached while guiding the conversation forward. When used correctly, reversing lowers resistance, increases trust, and prevents the salesperson from slipping into unpaid consulting or pressure-based selling.

Participants will learn how to apply reversing in real-world scenarios such as stalls, vague answers, indecision, and objections that arise during the sales process.