The Reversal Close lets the homeowner discover that the reason they gave for waiting is, examined honestly, a reason to move forward — through questions, never argument..
The definition
The Reversal Close lets the homeowner discover that the reason they gave for waiting is, examined honestly, a reason to move forward — through questions, never argument.
The reversal only exists when there is a real contradiction, found through diagnosis and never invented by the rep: they are selling the house, so why replace the roof? They will wait until it gets worse. Money is tight. Other projects come first. Each one deserves to be understood before it is reversed — a rep who flips a concern he has not listened to is just arguing with better manners.
Where it lives: The twelve closes
Knowing what reversal close means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.