Sales Script Reversal

A modern approach to sales that flips traditional tactics by leading with downsides instead of benefits. This creates authenticity and makes the prospect sell themselves.

Traditional Sales Approach (What Not To Do)

• Be pushy and direct
• Speak technical language to prove expertise
• Focus on benefits and positives
• Hand over clipboard for signature
• Talk about all great things about product/service

Modern "Flip Script" Sales Method

• Briefly establish professional credibility without bragging
• Immediately dive into discussing downsides and concerns
• Present potential problems and risks upfront
• Ask prospect why they still want to proceed given the downsides
• Stay quiet and let them convince themselves

Real Example: Investment Sales Pitch

• Start by acknowledging risks:
  • "What if interest rates spike?"
  • "What if economy tanks?"
  • "What if returns drop from 8% to 2%?"
• Then ask: "Given these risks, why do you want to invest?"
• Let prospect respond and sell themselves
• Result: Prospect often says "You've clearly thought through the risks, I trust you"

Why This Works

• Creates authenticity by addressing concerns upfront
• Builds trust through transparency
• Makes prospect actively participate
• Flips dynamic - they become the salesperson
• Removes pressure tactics
• More effective in world of many options

The key is to present real downsides and risks, then let the prospect convince themselves by explaining why they still want to proceed despite those concerns.