Sales Rule#3 (Grade Prospects Interest Level): Reverse Psychology Questions (0-5)

Question 1

We are looking to increase the number of new clients per month by 20%.

Answer 1

It can’t be that urgent?

Question 2

We are looking to redirect some of our advertising budget towards other projects.

Answer 2

You probably don’t want to do this right away… it can’t be that important?

Question 3

We are looking to replace our current ads guy as we are not happy with the results.

Answer 3

You probably don’t want to fix this right away.

Question 4

We are looking to have a good digital marketing strategy to bring more clients.

Answer 4

You don’t want to get started now… maybe in 6-12 months?

Question 5

When do you use reverse psychology?

Answer 5

When you feel the client doesn’t have an interest/ sense of urgency about this (interest level below 5).

Question 6

What do you do when you feel that the client is interested (interest level above 5)?

Answer 6

You ask some “needs” questions.