You would think that an experienced sales rep would be able to convert the toughest of leads, but when you receive that definite “no” from a potential customer, it might seem like all hope is lost. And usually it is ? However, this is not always the case, especially if you’ve read some of the best sales books out there and are familiar with the concept of negative reverse selling. If you don’t know what it is, don’t worry, we’re going to explain everything slowly and comprehensively today. Before that, let’s get something out of the way. If a potential customer said “no”, then there is little you can do. But if they are being ambiguous and have not yet expressed a definite position, then you can use negative reverse selling to its full potential. This can work for eCommerce cross-selling, B2B sales, and beyond. An ambiguous customer or client is someone who might have started off interested but after a while began ignoring your emails and calls. They also delay every decision for no apparent reason. This is the type of customer that is leaning towards opting out but can be brought back with negative reverse selling. Now that you understand the potential, here’s how all this fits into your sales strategy.