Most salespeople love to sell. They like to talk about their products and services, especially to someone who’s willing to listen. But they jump in too fast, explain too much, and try to convince someone who hasn’t even decided if they care yet. And while the seller is busy "selling, maybe the buyer is just too polite to say “no”.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, welcomes Matt Rocco. Partner and Trainer at Sandler by the Ruby Group to talk about negative reverse selling. Instead of pushing a prospect toward a decision, negative reverse selling goes the other way. It can create space for honesty, clarity, and truth to surface.

Professional salespeople seek first to understand. They ask better questions, listen longer, and aren’t afraid to hear “no” early if it means getting to the truth faster. Negative Reverse selling is an advanced concept and a skilled technique, but it’s worth it for professional sellers to learn, as it can help get to the real truth in every situation.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

– When you push buyers, it’s human nature that they resist

– Negative reverse selling creates space instead of pressure

– The goal is to uncover the truth, even if that truth is that the customer is not interested

– Pattern interrupts grab attention and lead to more honest responses

– If a prospect feels you need the deal, you’ve already lost leverage

– Disqualifying early can be just as valuable as closing

– Authenticity matters. Used poorly, this technique feels fake instantly

– You have to be willing to lose the deal for negative reverse selling to work

– Great sales conversations are built on curiosity

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Helpful Links:

Matt Rocco, Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/