Events Sandler for Advisors - REVERSING
Reversing is the Sandler technique of answering a question with a question, redirecting the conversation back to the prospect rather than jumping to a presentation. For wealth advisors, this is critical: when a prospect asks 'What's your investment philosophy?' or 'How do you charge?' too early, the advisor who reverses learns more and positions better than the one who answers immediately. |
LEARNING OBJECTIVES
- Understand when and why to reverse rather than answer
- Build a repertoire of reversing questions for common advisor prospect conversations
- Practice reversing without sounding evasive or playing games
- Use reversing to maintain control of the conversation and extend discovery
Reversing is the Sandler technique of answering a question with a question, redirecting the conversation back to the prospect rather than jumping to a presentation. For wealth advisors, this is critical: when a prospect asks 'What's your investment philosophy?' or 'How do you charge?' too early, the advisor who reverses learns more and positions better than the one who answers immediately. |
LEARNING OBJECTIVES
- Understand when and why to reverse rather than answer
- Build a repertoire of reversing questions for common advisor prospect conversations
- Practice reversing without sounding evasive or playing games
- Use reversing to maintain control of the conversation and extend discovery