Have you heard of negative reverse selling? When it comes to sales methodologies, this one doesn’t seem to get as much attention. But it can be an impactful strategy.

What is negative reverse selling?

This methodology involves using reverse psychology to speed up the decision-​making process. Instead of pushing hard for a sale, sellers acknowledge objections and non-​committal responses.

According to Michael Rogewitz, sellers may suggest that now might not be the right time for the prospect. This can drive the prospect to reconsider and often convince themselves to move forward. It’s all about letting them "sell" themselves on the decision.

And as Agnee Ghosh explains, “Negative reverse selling can be particularly useful in situations where direct methods stall.

Why? It helps sellers strategically address objections by appearing to agree with them. This encourages the prospect to rethink their position and possibly choose to move forward with the sale.

Industry professionals caution that while effective, this methodology must be used thoughtfully. Sellers should put this into practice only when the chance is high of it having a positive impact.

Ghosh points out that this method is most successful when sellers have shown a clear, strong interest in a solution. It leverages their interest, and your guidance, to overcome any reluctance.

This “reverse psychology” works because typically, salespeople counter objections or concerns. And prospects are prepared to push back.

“The only way you can get them to do what you want is to tug them in the opposite way,” Ghosh writes.

“Their natural inclination to ‘draw away’ from sales representatives will lead them in the direction you desire.”

Other times sellers should consider this strategy, according to Ghosh, include when prospects:

• Frequently reschedule or cancel demo or phone appointments
• Respond slowly
• Say they need more time or want to consult with others
• Question your pricing, value, approach, or delivery
• Give a “maybe” response
• Appear uninterested in engaging with you

Use cases for this method

To help sellers understand how to implement negative reverse selling, Rogewitz shares a few use cases as example.

The first scenario he outlines is when a prospect throws out a deal-​breaker. Whether it’s price or timeline, this strategy can guide buyers away from deal-​breaking objections.

Instead of rebutting, the salesperson agrees with the prospect and suggests they may not be ready for the product. This unexpected response causes the prospect to reconsider their position. 

Why does that strategy work in this scenario?

“[The prospect is] usually trying to see what they can get away with in terms of negotiation,” Rogewitz writes.

“However, this flips the script and is the opposite of what the prospect expects to hear."

This reverse psychology usually leads them to justify why they’re ready to purchase the product after all.

Best practices

When using negative reverse selling, there are no strict rules, as each situation is different. But there are certain best practices that can support success.

It’s helpful to soften your message with phrases like “You’re right” or “I get it” before delivering your “negative” response. Always remain courteous to avoid coming across as arrogant, even when projecting confidence.

Additionally, Ghosh emphasizes the importance for sellers to practice active listening and patience.

“By listening more and speaking less, you can better gauge the true objections and motivations,” he adds.

You can then uncover the genuine objections and motivations, allowing you to apply this technique more effectively.

Be thoughtful with this approach

Negative reverse selling can be a powerful tool when used correctly. It helps prospects rethink their objections and move forward on their own, with only subtle guidance from the seller. For B2B sellers, mastering this approach can speed up decisions and strengthen relationships. Use it wisely and with care.

And remember, different scenarios will require different approaches. For a look at other methodologies, check out these suggestions.

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