46 Years of Sales Knowledge in 76 Minutes

hey are you a salesperson that wants to

learn how to sell far more than you are

now you could be one of these five

people you could be a salesperson that's

like way below average and you know

you're about to get fired if you don't

learn how to sell more you could be a

salesperson that's average but you're

like hey I need to get really good at

this so I can control my own destiny

make more sales make more money you

might be a good salesperson but you're

like man I want to become the best in my

office number one person get all the

company Awards or maybe you're the best

in your company but you're like I need

to acquire more skills to be become the

best in the entire industry where

everybody knows I am the very best

there's no doubt about it so if you're

one of those five people entrepreneurs

business owners salespeople sales

managers coaches Consultants anybody

that's selling anything that wants to

persuade anybody to do anything you want

to sell more of your thing I'm going to

show you what is being called the new

model of selling inq by tens of

thousands of salespeople pretty much in

every country and every industry

including yours watching me come over

this Vibe board I'm going to break down

the new model of selling versus maybe

how you've been forced to sell by the

company you work for or for some sales

Guru never really was that successful at

sales thems or maybe they haven't sold

for decades comeing over the buyboard

I'm going to break down the new model of

selling for you and give you different

industry specific examples if you want

to sell more of your product your

service your thing come on over here I'm

going to show you all right so I'm going

to show you the differences between what

we call the old model of selling

compared to neq the new model of selling

and then I'm going to show you some

industry specific examples and kind of

break down the psychology behind each

stage of neq now remember that stands

for neuro emotional persuasion question

neq okay so here's kind of the here's

kind of like the old way of selling this

would be called like the Ia model of

selling uh it can be repackaged as

consultative selling you might have

heard of that this is known as more of

the old model IA model it's repackaged

as consultative selling as well stands

for attention interest desire action

okay let let me put this down here a

little bit compared to inq which we call

the new model of selling neuro emotional

persuasion questions new model old model

now if you look at here this might be

familiar to some of you the old model

I'm just going to break this down for

you the old model was the first 10% was

really uh you know kind of trying to

build report you were taught to ask them

like hey how's how's your day going how

you doing today how's the weather you

know if you're if you're on Zoom where

do you live um if you're on the phone uh

did you see the game last night you're

trying to identify with common beliefs

that is kind of the old way that you

were taught to build rapport okay we

call that actually fake Rapport because

do your prospects have they heard that

before what are some predictable

questions they are used to every

salesperson that's ever tried to sell

them anything ask how you doing today

how's your day going how's the weather

over there and they know what you're

trying to do so a lot of prospects

interpret those type of questions as I'm

just trying to get you to like me so I

can sell you my product my service my

thing and you'll notice they kind of

shut down they kind of emotionally start

to stay surface love with you you want

to stay away from predictable questions

that every salese salesperson uses

because the prospect they have that

script in their brain so if you sound

like other salespeople they treat you

like other salesp people lower status

right you don't want to act like that

okay and a lot of it kind of getss them

into I hate to say this price or cost

based thinking early on okay we want to

get them in results based thinking I'm

going to show you that in a second now

the next 10% was kind of asking just

going to be r with you kind of surface

level questions uh hey what keeps you

awake at night what are some two

challenges that you're having what are

you looking for a solution now those are

what we would say logical based

questions but the problem is to human

beings by on logic or emotion emotion

okay 100% there's no there's no uh

debate in Behavioral Science on this the

brain studies prove this okay I feel

like a drink of water CU I'm thirsty I

feel like see every decision you make

starts with your emotional side of brain

I feel like checking my phone because

maybe my dad just sent me a text or

maybe my girlfriend or something okay

see now the next so so like the first

20% fake Rapport questions every

salesperson asks how you doing today

surface level questions what are two

problems that keep you awake at night

what are you looking for in solution

what's your budget for this type of

thing and then we go into to what we

call features and benefits okay so they

give you a problem oh I'm having this

problem and you start selling to that

problem you start selling to that need

the problem is is you don't really help

them relive their pain you don't really

open them up emotionally they you just

go off their surface level answer to one

of your surface level questions okay and

then you start going into your

presentation and that's like half of the

conversation talking about all the

features and benefits and how you have

the best this and the best that which

how many salese say they

have the best product or service or

they're the number one in the market

everyone right even if you are most

prospects don't believe you are because

they used to once again every

salesperson saying and sounding the same

way and then it's at last 30 seconds we

try to close it's buy or die High sales

pressure okay objection handling and

that's a deal so like 50% presentation

30% closing and objection handling and

really only 10% questions with another

10% fake report okay now this model

right here the old model this is where

we get the numbers game mentality hey

sales is a numbers game just call more

leads work harder knock more doors get

more nose to get that yes now that game

you could you can do decent at but

there's going to be a level at caps you

at and a lot of people burn out because

they can't take the emotional rejection

of being rejected by most Prospect human

beings were not developed to just have

thick skin and just go through the

numbers and motions that's why selling

has the highest attrition of any

profession in the world because of this

selling model and other forms of it that

causes the very sales resistance and

objections that you don't like okay so

what I did in my Behavioral Science

Background is I looked at this model cuz

I'm a weirdo and I questioned everything

I'm like well why why are we doing it

this way even as a 22-year-old kid I'm

like I don't understand why is it buy or

die now you can't get to the end and be

like well let me know if uh if you're

interested like you can't be all timid

you have to be seen as the expert The

Trusted Authority right so you have to

close all right or at least move the

sale forward if you're more of a complex

selling environment in B2B okay so what

I wanted to do is I'm like how do I flip

the model how do I flip this okay so if

you don't if you know my background I

went to school for Behavioral Science

human psychology and I released studied

social dynamics in uh concepts of what

we call rank framing how people would

rank themselves in society throughout

all history of society okay how are you

how are you how are how is your status

or your rank viewed in our society today

the two biggest things are your social

media following right and your wealth

that is typically how most people are

ranked and have status in our society

now let's say you lived on the

Polynesian Islands a thousand years ago

how would your status be ranked by the

tribal tattoos you had on your arms

would show your rank in society or in

medieval times if you're a duke or a

knight or Prince see that's how you were

ranked that's rank framing or status

framing okay so as a salesperson how how

how does society typically view

salespeople in general lower status

right even if you make $600,000 a year

you might make more than a doctor the

doctor's going to be viewed far higher

higher status than you are right they've

got a degree on the wall they've got the

white coat they have respect you could

be making twice as much as that doctor

but you're still going to be viewed at a

lower status so I'm like how do I how do

we flip this because if if nothing is

sold there is no economy right

everything has to be sold to have an

economy everything that you have right

now and your possession was sold

somebody sold that okay Society does not

function without an economy so if

there's no selling there's no economy

that means there's no Society I mean

there's we've been selling stuff since

the dawn ages of man whenever that was

that's all debatable when God put the

first humans here so I wanted to flip

this how do I raise my status in the

prospect's mind where they view me at at

a higher status than them in what I'm

talking about we call that situational

status or rank status and social

dynamics okay I'm getting kind of nerdy

here with the science stuff now so what

I wanted to do cuz I found that really I

found really the sale is not made with a

closing question like do you want the

red one or the blue one that's not when

the prospect as you know decides to buy

if they're like I want the blue one that

means they had already decided that

before you asked them that question and

where did they decideed that they

decided that in the engagement part of

the conversation does that make sense to

you when you built a gap from where they

are to where they want to be they felt

so much internal tension or need that

they felt like I have to change okay

what are the two biggest emotional

drivers that causes human being to want

to change pain and the fear of future

pain if we can't help them relive their

pain or have a fear of future pain they

feel no need to change and if they feel

no need to change that's why you get

tons of objections and that's why they

don't buy from you so I wanted to flip

that so how do I first of all how do I

spend 85% of that conversation building

trust and getting so the first thing I

have to do is I have to get them to let

their guard down I'm going to show you

to do that with neq connection questions

if I can get them to let their guard

down they emotionally start to open up

but most sales people because we're

using these old techniques trigger sales

resistance early on and the guard comes

up and do you ever notice when you ask

questions that you thought were good a

lot of your prospects give you vague

generalized surface level answers that's

because they have resistance right

something you said or how you use your

tone triggered them to stay surface

level they don't want to open up so how

do I change that by getting them to the

guard down I'm show you some examples

then immediately how do I get them into

results based thinking okay if I can get

this over results based thinking over

price or cost based I'm going to show

you a few examples how do I then help

them find problems they didn't know they

have that's called problem finding how

do then I build a gap from where they

are to where they want to be not by

telling them that goes in one ear out

the other but by my questioning my tone

allows them to feel that tension

themselves and then how do I also

prevent objections from happening so if

you're in an so everybody knows what

objections you get for your industry

right so how about I ask questions in

that process that prevent those

objections from even happening in their

mind now that doesn't mean you're going

to prevent 100% objections but if we

could show you how to prevent even half

of the objections you get Now by default

you're going to do what sell more than

you are now okay and then how do we

future Pace how do we get them to see

what the future looks like once the new

found problems are solved and all of

this builds trust I always say this

people buy from people from salespeople

or companies they trust can get them the

best result they do not buy just because

they like you right you like a lot of

your friends would you ever do business

with them ah no because you don't trust

that they have the business skills to be

successful you're still like them but

you don't trust them that they can get

you the best result you love Grandma but

you might meet a complete stranger

selling the same thing as grandma and if

you feel that complete stranger is going

to get you a better result and Grandma

who are you going to buy from you're

going to buy from the stranger you love

grandma though okay doesn't mean you

want them to hate you though okay but

liking you is just secondary to trusting

you that you can get them the best

result those are two very different

things okay and then I only need to

spend about 10% of that conversation or

conversations presenting my solution to

solve their problem s okay cuz I already

know how to present it and position it

in away because they've already told me

everything they want to need okay and

then closing is really just getting them

to commit to take to the next step

that's like 2 to 5% of the sales process

closing is not like a 30% thing okay so

I wanted to go over that just kind of so

you could see the differences so I want

to show you one last thing so right here

this is the key 85% of you making that

sale is in right here the engagement

stage right here like what's going on 8

5% 85% is building trust and building

Gap and I'm going to show you questions

to use not how are you doing today

questions that build trust by getting

the prospect to think deeper about their

current situation and the consequences

if it doesn't change and where they want

to be all right now let's go into the

first part of npq now this is called let

me find it here wrote this all up for

you consequence questions okay now

consequence questions are very important

here's the kind of the psychology behind

it first of all consequence questions

immediately take the focus off of you

and puts it on your prospect right why

would you want to do that because if

you're just focused on you what do they

feel salesperson trying to sell me

something so I take that Focus off me

put on them immediately because people

want to talk about themselves right then

I have to get them quickly into what we

call let's see results based thinking

over price or cost based thinking see if

you're just selling on price and cost

what happens well you get commoditized

so they always want cheaper deals and

they keep looking around Price shopping

I'm getting them into results based

thinking when I was in the trenches for

almost 18 years as a salesperson like

you okay making multiple seven figures a

year in Commissions in the four

Industries I sold it 2 B2B 2 b2c I

rarely had a prospect that ever said hey

can you give me a cheaper price or hey

I'm talking with competitor and they're

five or 10% cheaper than you you know

why because I knew how to keep and get

them into results based syncing where

even if my product or service was 10 15%

more they were still buying from me

because they trust that I could get them

the best result and people will pay more

if they trust you can do that okay now

we're also going to use connection

questions to disarm the prospect to get

them to let their guard down and I'm

going to show you specifically in this

video you're watching how to use your

tonality to actually cause your prospect

to open up engage with you let's go and

take a look at neq connection question

so they do three main things first of

all they're going to take the focus off

of you immediately put it on the

prospect okay very very quickly Split

Second doesn't matter if it's inbound

leads it booked on your calendar if it's

an outbound lead who put in their name

email and phone number from some type of

AD you're calling them back they just

don't know who's calling them when or it

could even be a cold call or it could be

door to door it really does not matter

B2 B B to C I'm going to show you a few

different examples the second it does is

it immediately gets the prospect into

what we call results based thinking over

price or cost based thinking so if you

get a lot of objections like your price

is too high can you do it cheaper I'm

just shopping around I want to compare

vendors that's because you haven't

learned yet how to take them from Price

or cost based thinking into results

based thinking results based thinking

doesn't matter if your prices are 10 20%

more than others if they feel like you

can get them the best result they will

always pay more than the company or

product or service that they don't

really know can get them that same

result I'll show you a few examples of

that and then really the most important

thing is it helps to disarm the prospect

quickly in that conversation where they

let their guard down how many times have

you noticed uh when you ask a lot of

your prospects questions a lot of them

give you vague generalized surus level

answers they don't emotionally open up

and human beings byy on logic or emotion

brain study show it's 100% emotion okay

I feel like a drink of water right now

right every decision you make starts

with your emotional side of your brain

and you justify with logic okay I'll

show you a few examples of that now

there's a couple different ways to play

the ball game of

sales and if you're one of our clients

you know we train a lot about this there

is what most sales people have been

taught the numbers game approach okay

call more leads knock more doors talk to

more prospects this is all going to

depend on your industry and okay uh talk

to more people you're going to get a lot

of NOS but you're looking for that yes

you got to get thick skin tons of

rejection work harder now that way of

selling has gotten you where to where

you're at nothing more nothing more

because there's a cap because this

you're just going through the numbers

you run out a time I would rather focus

on the skills game strategy where I'm

focused on the quality of each

conversation meaning the questions I'm

asking I'm always trying to tweak those

to make them the best to get the

prospect to internalize more pain more

problems okay I want to get much better

at learning how to use my tone my

tonality to cause the prospect to let

their guard down so they're not surface

level I want to get much better at

problem finding helping them find

problems they didn't realize they had CU

if you're able to help them not just

find one problem but if you learn the

skills to help them find two or three or

four or five of problems they didn't

realize they had how do they start to

view you more like an expert okay

somebody they can trust because they've

never they've never

internalized uh the questions they've

never had sales people ask them the same

type of questions we're going to train

you especially if you're a client we'll

show a few examples here and how do we

help them find problems they didn't know

they had okay so Skills game or the

numbers game I want to play the skills

game so as an example rather than

getting one sale out of every 10 Pro

Prospects I talk to why not learn how to

develop a higher skill level and sell 6

out of 10 or 7 out of 10 or higher

that's the skills game approach you work

less you make way more sales you make

more commissions and you help way more

people solve their problems and get what

they want okay now one thing that we all

have to understand this kind on

Behavioral Science 101 within the first

5 to 12 seconds of any sales

conversation you're ever going to be in

it doesn't matter if it's in person on

the phone uh you know in an office

setting in a house setting it doesn't

really matter your prospects are picking

up on social cues from you

subconsciously they can't even help it

because we're human and they're picking

up on your non-verbal and verbal cues

based on your

tonality and what you are saying and

asking in your body language they can

see you that triggers their brain to

react in one of two ways okay if you

come across too excited okay now I don't

mean be boring or timid okay but if you

come across way enthusiastic like a

salesperson does okay if you come across

needy if you if you come across like

you're attached and you're pushy and you

don't understand the right questions to

ask with the tone that triggers what we

call fight ORF flight mode you ever

heard of fight ORF flight mode you've

heard of it but do you know what

triggers that in your prospect's brain

it's actually your tonality that

triggers that I'm going to show you a

few examples okay now when we play the

skills game approach okay if you're you

get our Advanced Training we show you a

little bit here on YouTube we're going

to train you how to be how to come

across more neutral more unbiased like

you're not quite sure you can even help

yet you don't know enough details now as

you build the Gap you become more

assumptive but in the beginning I have

to get them to let their guard down okay

and I'll show you what I mean by that

you're going to learn how to come across

more calm Collective and detached more

like an expert does who doesn't need the

business because they've got lots of

business they're the expert they're

trust authority of course everybody's

coming to them okay that triggers the

brain to get them to let their guard

down where they become curious enough to

want to engage with you and have an open

conversation okay there's way more trust

there okay now I'm going to show you a

few different ways to actually do this

now this right here is very generic okay

I'm going to show you generic couple

ways and then I'm going to show you a

couple industry specific ways now if you

want far more details far more advanced

training uh just message us directly

somebody can reach out to you and go

through the details all right yes is

let's say this is an outbound lead

somebody's put in their name email phone

number okay and they know somebody's

calling them back they just don't know

who went you're going to get some paper

not kidding you it's a pattern erupt if

they hear the paper on the phone

triggers curiosity what are they

shuffling okay these are panars you

don't want to sound like every

salesperson's ever called them because

they put you in that bucket and they're

not interested we don't need it can't

afford it so this is outbound lead not

cold calling yeah is this John yeah hey

John it's it's Jeremy Jeremy Jeremy

Miner uh with XYZ company it looks like

you recently responded to an ad and you

asked us to call you back about looking

at getting possible help with your blank

so that you guys could blank right now

we're going to plug in the problem and

repeat back the end result of what we do

okay that's going to depend on the

industry and I'll show you a few

different examples now that's just one

example of how to start an outbound call

with connection questions the next

question this is very generic hey so

when you went through through the ad and

you saw XYZ what was it that they were I

guess going over that caused you to you

know want to want to look into this

further okay that is just another

connection question to get them to tell

you why they're looking but more

importantly who are they telling they're

telling themselves why they're looking

now there's a lot more to that I'm just

giving you kind of an overview in this

uh video here on YouTube okay now

inbound leads a little bit different

let's say they book on your calendar and

you're meeting them on Zoom okay get on

Zoom hey hey all right hey John welcome

over here can you can you hear me okay

oh okay yeah you go back okay and can

you can you see me you only say that if

they have their video turned off and

I'll show you what I'm why I'm doing

that in other trainings okay so it looks

like you booked on the calendar about

possibly getting help with your blank so

that you guys are able to blank right

now repeating back the end result of

what you do I start to get them into

results based thinking okay over price

or cost based thinking now let me show

you a few different industry specific

examples okay in this example let's say

you sell for an auto dealership that's a

big industry retraining as well okay

let's you're say you're an internet

manager somebody sees a red AUD okay or

whatever online fills out the form they

know somebody's calling them back from

the dealership they don't know who and

when yes this John hey John it's it's

Jeremy Jeremy Miner from from XYZ Audi

you asked us to call you back back it

looks like you just responded to an ad

on Facebook this morning about possibly

looking at that uh 2022 red A6 Audi

right in result okay if I'm selling cars

okay then I'm tweaking this a little bit

yeah we just got that car in a trade in

that you were looking at what I guess

what aspects of the car cause you to

maybe maybe want to test drive it okay

I'm slowing down my tone that's called

verbal pacing I won't get into the

details of what that means in this video

okay now here's another one connection

question ah okay and you know what type

of vehicle you might be looking for

besides just the red Audi just in case

it's already gone by the time you get

down here to look at it I'm also finding

out what other cars they interested in

and I'm also building urgency not by

saying oh there's lots of people looking

at you better get down here before it's

gone most people don't believe you even

if that's the case that's like fake

urgency just because I'm saying just in

case it's already gone by the time you

get down here to look at it so I'm

applying that but a less in a way that

sounds more believable just in case cuz

it could be gone okay now there's a lot

more to that in other trainings we'll

show you that now let's say if you sold

SAS I just I'm going to show you

different parts of connection questions

let's say this is an inbound lead an SDR

code called book this onto your calendar

okay in this example let's say you sell

SAS for associations okay to help them

get rid of the manual process with their

data and this is all done now uh

streamlined and automated by your

product your service okay so it looks

like you uh booked in with us to look at

possible outside help with your Awards

program and maybe being able to automate

that process right see if I'm selling

SAS for associations who are doing it

manually the end result is you're not

selling SAS you're selling the results

of what your service does which is to

automate the process reduce their time

they have to spend on it manually lots

more stuff okay there's more to that now

same thing let's go to another industry

I'll show you a few here you're going to

show this very similar now let's say you

sell HVAC it's a big industry R training

as well and let's say you have an inhome

appointment that set was set up by the

technician who was there a week ago to

look at their heating and cooling system

that had broken down okay so it looks

like uh okay yeah so one of our

technicians Ryan I guess he was just out

here and scheduled and you guys

scheduled about possibly looking at

maybe upgrading your heating and cooling

system to he had mentioned get kind of

the air circulating in the upstairs so

your kids are able to sleep better at

night right if that was the case I'm

just plugging in the end result of what

you do you're not selling heating and

cooling systems you're selling the

results of what the heating and cooling

system does for them in this case let's

say they want to cool the upstairs

better because they're younger kids it's

hot up there they're having a hard time

sleeping in the Summers I just plug that

in okay so hey when you were talking to

Ryan besides just obviously wanting to

get air conditioning upstairs what was

is it that he kind of mentioned that

caused you to you know want to want to

look into this further that's another

connection question okay I'm going to

show you one or two more here let's say

if you sell Financial Services now

you're going to notice that the formula

is very similar on every industry we

train 161 different Industries including

yours watching me in fact if we don't

train your industry you would never see

this video CU we target people that are

in the industries R train right so if

you're watching this we already train

your industry okay so in this example

let's say you sell Financial Services to

a consumer it's already been booked in

by an SDR or maybe you co- call booked

in an appointment now you're meeting

them on Zoom okay hey John hey welcome

welcome to the car I'm a little bit

behind schedule can you hear me okay

yeah I can hear you okay and can you can

you see me if their videoos off yeah I

can't I can't see is your is your video

broken I'm kind of confused oh yeah

sorry most of the time they'll just

click on oh yeah I just had it off and

they click it on because they feel

almost embarrassed okay now there's more

to that okay but I'm showing you a

little bit here okay so looks like you

booked on the calendar about looking at

maybe some outside you know some some

possible help with your retirement

planning and 401K options to get maybe a

higher rate of return right okay if I'm

selling Financial Services I'm selling

the result of what that does help them

retire on time maybe protect their

principle and or get them a higher rate

of return depending on what you're doing

okay that's a way to start that okay let

me show you maybe one more here okay

because there's a lot of different

connection questions we're going to ask

let's say if you sold well yeah let's

just go back I'm going to show you a

couple more options there okay keep it

simple with here okay then I'm going to

go into my second connection question

okay so it looks like you spoke with my

associate Tiffany lus what was it that

you guys kind of discuss that cause you

to you know want to want to look into

this further well we were talking about

this and we were talking about that now

that gives you kind of an idea of what's

going on an overview and then I'm going

to go into what we call an npq status

frame where they know there could be

next steps after this conversation is

over if it fits into what they're

looking for nice casual non pressure but

in a way where they view you as more of

the expert the person they trust okay ah

okay yeah and I would say yeah I'm the

first part of this call it's pretty

basic it's really more for us to

understand kind of what you're doing now

to save for retirement and kind of the

results you've been getting from that

compared to maybe where you're wanting

that to be to kind of see what that Gap

looks like and then towards the end of

the call if you feel like hey this might

be what you're looking for we can kind

of go over some options and and talk

about possible neeps would that help you

if we did that for you yeah sure now

here's what I did why am I downplaying

it because my first job is what to get

them to let their guard down nice and

relaxed if I uplate I'm so excited to be

on here I'm going to show you something

great and at the end if you feel it's

what you're looking for and I feel

you're good fit for me I'll show you to

get started that's what a lot of

salespeople do triggers resistance

because they know what that means so I'm

downplaying now I'm not doing it in a

negative way yeah this Call's going to

suck it's horrible that's not what I

mean I'm more neutral first part of this

call it's pretty basic so I wanted I

want them to let their guard down

because if I can get them to let their

guard down they become more open to

answering the questions I'm asking

truthfully and going below the surface

it's really more for us to understand

watch my hands kind of what you're doing

now for retirement and kind of the

results you're getting from that look I

don't want to say results you're getting

from that here results you're getting

from that compared to maybe where you're

wanting them to be see I just visually

created a gap to see what that Gap looks

like visually I just created a gap even

if I'm on the phone am I still doing

that yes because my body language

affects my tonality if I don't move I

sound like a robot it's very hard to

talk okay then towards the end of the

call if you feel like hey this might be

why would these might be and possible

next steps because those are neutral

terms that's neutral languaging because

how much trust and credibility do I have

in the first one or two minutes of a

conversation not that much unless they

already trust to know me more than

likely they don't so I'm going to be far

more neutral in the beginning it's hard

for them to say no we canot talk about

possible next steps they they're not but

if I said hey towards the end of the

call if you're like hey this is what I'm

looking for I'll show you to get started

fair enough well that sounds good but

let's see what you got because I'm still

shopping around and you might trigger an

A type to give you a little resistance

now the Wall's up now you got to compete

against the wall I want to keep the wall

down if I say you feel like hey this

might be what you're looking for we can

talk about you know possible next steps

no one will ever say no we cannot talk

about possible next steps because it's

neutral okay see where I'm at okay now

those are a few examples of connection

questions now there's a lot more there

we have connection questions for every

industry including yours and our virtual

training programs for our clients if you

want no more details about that you can

always message us okay all right let's

go over to now that we've kind of got

them to let their guard down we're

getting them into results based thinking

over price or cost based thinking we now

want to understand what their real

situation is now let's go to npq

situation questions these are asked

right after your connection questions

and what this does it does two things

first of all it helps

you understand what the prospect's real

situation is okay why would you want to

know what the real situation is because

if you don't really understand what

their real situation is how are you

going to build a gap to where they want

to go if you don't really know where

they're at if you're guessing or if you

think that every Prospect situation is

the same you talk to that's a huge

mistake you'll lose tons of deals

because you don't really understand the

real situation so when you go into your

presentation you're presenting to

something that you don't even know

you're guessing you're throwing mud

against the wall hoping and praying

something you're going to say is going

to magically cause them to want to buy I

call that hoping it's a drug a lot of

salese take very hard and unpredictable

way to make a really big living as a

salesperson or scale your company or

grow it even if you're a Fortune 500

company now how are you going to

increase sales next year by 30% or 50%

growth because we've seen that happen

once you start to learn these type of

things in every industry okay now the

second thing it also does is it helps

your prospects this is most important

helps your prospect understand their

real situation cuz most of your

prospects you know this when you talk to

them first talk to them don't really

understand their real situation who was

it that said Steve Jobs said that most

consumers don't really know what they

need that's valid they might have an

idea of their problems but they don't

understand the depth of those problems

they don't understand how bad those

problems really are they don't

especially understand what the

consequences are if they don't do

anything about solving those problems

okay so this is helping us understand

the real situation helping them

understand cuz if we can't help them

understand the real situation how are

you going to build a gap to where they

want to go if the prospect doesn't even

really understand where they're at very

hard to do okay you don't want to do

that you just lose sales you could be

making all right now these are some

generic situation questions it depends

on your industry we're finding out more

about what they're doing now for XYZ

like I said this is all going to be

tweaked based on the industry what are

they using now how long what got them

involved with it what does their process

look like depending on what you sell how

many do they have what are you doing now

too like I said not going to ask all of

these these are just different generic

starts to situation questions based on

your industry B to C B2B okay um it

could be what type of blank do you have

now so I understand how many okay you're

blank can you tell me a little bit more

about that there's many different

versions here okay um you mention your

application you're having some issues

with blank can you go over that with me

can you help me understand what are you

doing now to blank so I have have more

background like I said depending on your

industry would be depend on how we tweak

these generic versions now let me show

you a few different industry specific

examples let's say if you sell health

insurance huge industry we train uh we

train several large divisions of United

healthc care now uh second largest

health insurance provider TR several

divisions they're crushing it so I so

this is after the connection questions

okay so what kind of coverage do you

have now just so I understand oh we have

this we have that ah what are they

making you pay every month for that type

of

coverage okay and what are what are they

making you pay every month even if I'm

on the phone now why would I say what

are they making you pay so if they

already have a health plan do I want to

position myself against what they

already have with a different compy oh

okay what are they what are they making

you pay every month with that coverage

making you pay and look at my did you

hear my tonality my tone just sounded

what like I'm a little bit skeptical by

I I might know something about that

company or plan they don't no I'm not

saying anything negative cuz that's

going to get them defensive but my tone

implies I know something bad about that

I'm just not saying okay it's a whole

different ball game what I'm doing is

I'm seating doubt in the prospect's mind

that they might be overpaying that but

they might not be on the right plan all

by using my tonality I can show you a

billion examples of that okay how long

have you had the plan

for okay yeah and I asked because that's

a I mean that's a fairly decent policy I

mean we don't typically see a family of

your size in that policy though what

caused you to go with that one over

something else though now what did I

just do what did I just seed yeah I mean

that's a that's a fairly decent policy

now why would I say fairly decent I

don't want to say that's a great policy

and I want to say that's a horrible

policy great policy reinforces they

should stay with it if I say that's a

horrible policy and here's why unless

they're laid down most of them will not

they'll get defensive because then

you're trying to sell them something I

mean that's a fairly decent policy see

what did my tone just communicate more

doubt I'm seeding doubt that I might

know something about the policy that's

not that good and then I'm saying yeah

we just we typically don't see a family

of your size we typically don't see

someone your age in that policy what

caused you to go with that one over

something else though causing in doubt

seeding doubt that they might not be on

the policy then we're going to verify

health information here okay we're going

to show you how to do it that in a

playful tone now I'm just I'm not going

to show you all of this here because

we're going to be here for 10 years if I

showed you 161 different Industries

train you know how many Industries there

are in the world only 163 according to

Forbes Magazine there's subcategories of

each one we train 161 of those including

yours and all the subcategories let's

see if you sold employee benefits Big

Industry Force okay ah okay and about

how many employees do you have on your

your health benefits plan okay how many

total members okay okay and what what

carry do you currently use for health

and employee benefits just so I have

kind of a background there okay and are

they fully insured or

self-insured oh okay how long have you

been with them for M and what type of

plan did they put you on now I'm letting

them answer all these things oh yeah I'm

surprised they'd put you on that plan I

mean companies of your size we rarely

see them on that plan what caused you to

go with that plan over something else

just so I have more understanding see

once again I'm seeding out okay now why

what am I seating doubt about now the I

didn't go over this situation questions

are more factual questions you're

getting the facts about their situation

not as much of the pain yet but I can

start seeding pain using my tone see how

I did it here yeah I'm I'm really

surprised they put you on that plan I

mean companies of your size we rarely

see them on that plan what caused you to

go with that plan over over something

else just so I know I'm seeding out they

might be on the wrong plan now let's say

that you find out from your situation

questions that one of their problems are

is they're losing a lot of their top

Executives to their competitors who are

offering better benefit packages okay so

this industry kind of solves that okay

and other things uh let's go to a couple

more here I'm just showing you a few

examples let's say I'm literally going

to show you any industry in the world

let's say if you sell certifications to

become a builder in some countries you

have to get certified to become a

general contractor and you have to go

through courses you have to buy like

it's like schooling okay so let's say

you sell in the education industry okay

so what what do you do for work what do

you do for a living now oh I'm in uh you

know I'm a carpenter ah okay are you

working for yourself or having to work

for someone else see if I'm selling

certifications so they become a builder

that means when they become a builder

they start their own business as a

builder so what am I going to see doubt

about working for someone else compared

to working for themselves see what I

just did there oh you're stting to work

for someone else then how long have you

been having to do that

okay and how many hours are they making

you work every week see making you so

I'm positioning myself that I can help

them by them getting certified to learn

how to do this so in your mind what are

you hoping would happen by getting

certified as a builder though I'm hoping

it would do this it would do that see

what we're doing there I'll give you one

more example here let's say if you sold

Home Improvement and you did cabinets

this is a huge industry for us I think I

want to say the fifth sixth maybe seven

largest industry could be cabinets doors

windows awnings sidings carpeting

countertops you know gutters leaf

filters I mean anything that's Home

Improvement Home Services huge industry

ret Trin one of the like I said top five

to seven biggest industries so if I

can't see I'm seeing selling cabinets

and if I can't see the cabinets from

where I'm sitting with them I might say

okay what what type of cabinets do you

have now so I have more understanding or

countertops whatever you're selling okay

can you show me those just just so I so

I can see that okay then I'm walking

into the kitchen oh so you have the the

oh so you have the blank ones oh so you

have kind of the older mahogany looking

ones oh so you have the kind of older

like kind of the thick oak on from like

the the late 80s 90s okay so I'm seeding

doubt with my tone okay I'm not being

negative but I'm see how long have you

had those in there okay were they there

when you moved in or did you have them

installed now if they have them

installed yeah we

typically gosh I mean those are fairly

decent we just typically don't see this

type of C CET and a house as as nice as

big as yours what caused you to have

that type installed just so I have more

understanding so I'm showing empathy I'm

not making fun of them yeah I asked

because we typically don't see that type

of cabinet in a house as big as yours

what caus you to have those put in 10

years ago just so I have more

understanding okay I want that

understanding I want to understand their

situation and I want them to understand

it let's say if I'm in the kitchen when

you start now looking at your cabinets

are those the stick built cabinets or

they more manufactured okay were they

here when you moved in or you have them

installed okay and how long have you

have those in those are situation

questions then I'm going to move in okay

into my problem awareness which I'm

going to show you next I mean Amy I mean

these are fairly decent I mean what's

causing you to feel like you might want

to replace them though now why did I ask

that I mean these are fairly decent

cabinets what's caus you to feel like

you might want to replace them now what

does this do right here this causes them

to defend themselves on what why they

want to change is that what you want

them to do rather than you telling them

why they should change which is more

persuasive if they tell you and get

defensive on why they want to change

compared to you telling them why they

should change see I want to trigger that

emotional driver in their brain that

causes them to tell me and themselves

why they have to change your situation

whole lot more to that that's just kind

of an overview okay let's go into

problem awareness questions here I just

showed you one right they're mainly

situation questions all right now I'm

going to show you problem awareness

questions now they do a couple things

problem awareness questions help you

build the Gap from where the prospect is

we call that their current state to

where they want to be now we call that

their objective State current state

here's where they are current situation

objective State here's where they want

to be here's what the future looks like

when the new found problems are solved

they also do this they help you and them

find out what their real problems are

not the surface problems what are the

root causes of the problem okay have you

ever found out what's the root cause of

those problems because most sales people

don't even know how to ask that to get

them to open up and get them to realize

there is a root cause of each of their

problems and most importantly we're

finding out how those problems are

affecting them even personally even if

you're talking to a Fortune 100 company

and they're a department head how are

the problems affecting them personally

not just as a department or a business

or if they're a consumer how it's

affecting them personally okay now I'm

going to give you a few examples uh well

let's go back here we were just on

health insurance I'll just show you an

example so I mean you've been on XYZ

plan the last two years it's it's not a

a bad plan I mean what's caused you to

feel like you might want something

different same thing now I'm getting

them to defend themselves on why they

want something different okay ah okay

what else would you change though if you

could that's a probing question

depending on their answer okay so is

this your ideal coverage or would you

rather have something possibly better if

you could depending on how they answer

these questions might change okay or

let's say so when you've gone to the

doctor and use that policy did you like

how they covered you now it depends on

how they answer their situation

questions of I'm going to ask this

question or this question or even that

first question up here I'm basing that

based off their answers for my

connection and situation questions now

train a lot more of that in our virtual

training portals than obviously a free

YouTube video so when you get ready to

go to the doctor do you pick whoever you

want to go to or are you like forced to

only use the doctors on the company's

list oh so they're making you go just to

the doctors on their list though see

like if I'm selling a policy that covers

out of network coverage this is going to

be a question that I'm going to seed in

their mind or are they just forcing you

forcing you see that's nobody in America

or anywhere in the world likes to be

forced or made to do anything okay so

that's just an example there's a lot

more to this we don't really have time

to go through right now okay we're

obviously going to clarify we're going

to probe off different questions and

answers they give us okay so let's go to

a different industry here I'm going to

show you just a couple of examples here

on each one and like I said if you want

to know more industry specific uh

questions and tonality for your industry

just reach out to us okay let's say

you're a marketing agency okay uh and

you're selling leads to companies so I

mean what's making you feel like the

leads you're getting from XYZ vendor

aren't enough to really scale your

business so I mean the vendor you're

using I mean they're fairly decent I

mean what's caused you to feel like

those leads aren't going to be good

enough to really scale the business to

$10 million a month if they said they

want to scale to 10 million a month and

they're only at 7 million a month I'm

just plugging in what they said okay or

the first problem or this question I

could asked so do you

like results you've been getting now

even if they say yes oh what do you like

what do you enjoy oh I like this I like

that then I can say I mean it sounds

like it sounds like things are going

100% perfect for you what would you

change if you could well I mean I

wouldn't say they're 100% perfect not

100% well yeah we don't like now why

would I say sounds like things are 100%

why not say sounds like things are

perfect why would I put in 100% do you

know why because psychologically humans

do not like 100% of anything they have

think about the thing your your favorite

car that you bought a year ago you love

that car you were so excited and then 6

months later was there something you

didn't like think about the person

you're dating now when you first dating

them a couple months perfect as an angel

they didn't know wrong six months later

there's something you didn't like yeah

of course right and probably something

they don't like about you see we're

human beings we don't like a 100% of

anything so it's hard for them to say

yep I like 100% so I mean it sounds like

things are 100% perfect for you guys

over there would you what would you

change if you could well I mean don't

get me wrong I would say it's 100% not

100% see the hand the concern not 100%

well yeah we like but we also okay and

they start to expand on their pain and

tell me what they don't like okay those

are just a couple of different examples

I'll give you one more industry specific

now there's more questions after that

just want you to know but I'm just

giving you a few examples

okay this just kind let's say you sold

sass to trucking companies to help them

weed out bad recruits flaky recruits

that sometimes get hired from indeed or

LinkedIn they get uh their license they

show up to work they go on the road for

two weeks and then they quit and where

does all that merchandise set in the

trucking parking lot collecting dust and

they're losing tens of thousands of

dollars a day because it's not being

delivered this solves that for them and

automates it and weeds out the bad ones

so I mean you've been advertising on

indeed for the past three years do you

do you

like The Hires you've been getting I'm

saying that in a skeptical tone I'm

verbal pausing here do you

like the candidates it's been getting

you see I'm concerned my tone sounds

concerned and it sounds skeptical write

this down your tone is how the prospect

interprets every question you ask him

that's how they interpret your intention

behind the questions you're asking them

so they feel like I'm concerned and I'm

concerned about these results because I

know something about it that they might

not know they it causes them to trust me

more because I'm I'm using a concern

tone in this context you're not use a

concern tone in every question but in

this context it makes sense okay or I

might say so you've been using indeed

the last few years I mean what what

makes you feel like that's not going to

be enough to really get the right people

for you well don't give me wrong wrong

we like it but and then they start

telling you what they don't like but

more importantly they tell themselves

okay now there's a lot more problem wor

questions to ask I'm just giving you

kind of an overview here in this YouTube

video and one thing I would suggest if

you want to learn a lot more about NQ

and you subscribe to this channel I

would suggest don't share it with your

competition because if you share it with

your competitors even if they're a

friend and they start learning what I

show you on this YouTube channel you

probably don't want them to get get much

better at selling so if you're going to

share this channel And subscribe to it

make sure you send it to friends or

people you know who are not competing

with you maybe a different industry or

something just a word of advice there

okay all right let's go into solution

awareness questions okay now solution

awareness questions first of all they do

two things the first half of solution is

they're finding out what have they done

in the past to change their situation

more importantly what have they done in

the past to solve the new found problems

that we just our questions allowed them

start to see they have that they may not

have they might not even know they had

those before you start so what what have

they pass about solving these new found

problems they didn't even realize they

had gets them to question their way of

thinking and why they've allowed the

problems to keep happening the second

thing it does is what does the future

look like once the new found problems

are solved so I'm going to give you a

few examples of the first half and then

the second half okay uh let's go

here uh okay those are some generic

examples here let's show you some few

industry let's say if you sell let's say

if you're an investor and you're calling

distress properties this is a huge

industry train real estate's the second

largest industry train in the world that

means residential agents uh commercial

agents and then investors who call

distress properties huge industry Force

so before we started talking were you

guys out there looking for options to

sell your home so it didn't go into

foreclosure or or what were you doing to

get rid of the property so it didn't

hurt your credit if that was the problem

maybe they went through divorce they

can't make the payment now now cuz one

spouse left and they're back okay now if

they say no we haven't done anything oh

what what held you back from doing that

in the last few months gets them to

question what's held them back if they

say yes oh okay so you listed it with

let's say they said they listed with the

realtor but it didn't sell so what do

you feel really held the realtor back

from being able to sell it for you

though now why would I want to find that

out because maybe maybe they you know

they start because I want to prevent

them from saying I'm going to relist it

with a different real estate agent maybe

they I want them to believe that that

agent's not going to be able to really

sell it sell it for them at the price

they want or even close obviously I'm an

investor I'm going to buy it a lot

cheaper than maybe what the market value

is okay or let's say they talk with

another investor oh what prevented you

from going with that investor now if

you're an investor why would you want to

know what prevented them from going to

other investors because it helps you

understand what they don't like it helps

you understand what they're willing to

accept and if you if if they're like

well we didn't go with them because they

gave us a lob offer oh what did they

offer you and then you find out you're

going to offer them the same thing now

you know you're going to have to handle

you're going to help actually have to

prevent that objection from happening

okay and I can show you how to do that

in some other trainings all right um now

there's other questions there but that's

kind of a an example of finding out what

they've done in the past okay and what

are you hoping to get out of the home if

if we were able to buy like what would

be your price range and and what do you

really want to get a home let's say

they're like oh I want to get 250,000

just making up a number now you know the

home's not worth 2 50 you know that

you're probably going to only offer 180

let's just say that cuz you got to

repair it flip it and you know you want

to sell it for 280 okay and you're going

to have to put 40 Grand in I'm just

making something up okay now if I this

is a pricing now if I go to my

partners and let's say they give me a

number lower than that I mean I don't

even know I I have to see let's say they

only going to give you like 210 or 200

or even like 190 or or or less did I

just go tell them to go kick rocks and

pound sand we can't do anything together

what do you feel like we should do now

this question is not going to work if

you ask him that in the first 2 minutes

because you haven't built any emotional

Gap from where they are to where they

want to be you get three4 of the

conversation you build an emotional Gap

and you got them to emotional up this

works wonders because what they'll do is

like well just see what they offer and

then we'll kind of decide what we're

going to do and now what did I just SE

in their brain that they're probably

going to get a much lower offer than

what they originally thought they had so

when I go back the next day or let's say

if I go to my car run some numbers come

back in 15 minutes when I offer them

that lower number it's way less sticker

shock than what you're getting now

that's kind of a tweak for that industry

okay other Industries you wouldn't use

that at all let's say if you sold ILS

index universal life okay I'll show you

so before today were you at looking for

like more stable options so you can

retire you know by 62 or what have you

been doing and I'm going to repeat back

what they said retire by 62 okay

okay let's say if they say no oh what

what held you back from doing that or

what prevented you from looking at other

strategies in the past if they said yes

okay and how how has that strategy

worked out for you so far or what type

of results did you get with that it

depends on their answer would depend on

the question I'm going to ask next okay

once again we're finding out what have

they done in the past about solving

those problems now let's go to let's say

you know I can show you every industry

here on the planet dental implants CRM

and I can show you everything here let's

go to another industry here and there's

more solution awareness questions you

have to ask after that I'm just going to

give you in a brief overview okay

medical device huge one so before today

were you out there looking for you know

other techniques that would reduce your

operating time so you can do more cases

or or what have you been doing okay if

they said no oh what held you back from

doing that in the past if they said yes

oh what were you actually looking at

what held you back with going with that

system okay I can find that out okay now

there's other things I'm going to do

after that okay medical device huge

industry ret Trin car dealerships let's

go to a different one here weight loss I

mean I could show you everything here

okay um now let's go to a few different

examples of the second half of solution

awareness questions okay now let's show

you what the future looks like once the

new found problems are solved let's say

that you are a recruiter you sell for a

staffing agency huge industry ret train

as well so let's say that we're able to

to find you the candidate with that

Talent unique talent of like managing a

Salesforce of 250 people I me that's a

lot of people we do this like we do

through other clients having that

manager in place right now how do you

see that benefiting you the most so oh

it benefit me because of this because of

that because of this see they're telling

themselves how that would benefit them

then I'm going to say okay but on your

end what would it do for you let's say

personally and you lower your tone into

that concern tone okay now this this is

three4 the way in the conversation after

you build an emotional Gap they have

emotionally opened up to you okay you're

not going to ask these questions in the

first 2 minutes when you have no trust

when there's no Gap yet okay but how

would it be different though you being

able to spend that time with your family

not having to work that extra four hours

a day trying to manage all these people

filling in how would your life

be how would it be different maybe than

it is now see and I'm concerned I have a

concerned tone a tone that shows empathy

now I'm on repeating back what that

Prospect said he said I have to work an

extra 2 to four hours a day to fill in

for that management spot cuz we haven't

found the right person I'm just going to

plug that in that causes the prospect to

feel like you understand their unique

situation the most prospects always go

with the company or salesperson they

feel understands their unique situation

the most okay let's say if you sell uh

your personal trainer you sell weight

loss or you Fitness or building more

muscle or losing more weight okay and

let's say this Prospect says they want

to lose 105 lb okay so let's say that we

come in and we're able to help you lose

the 105 lbs and more importantly keep it

off for it doesn't come back what would

you be able to do that you feel you

can't do right now or can't do at your

best right now oh gosh I'd be able to

play basketball my son I'd rather I'd be

able to go jogging like I used to I'd be

able to do this I'd be able to do that

okay now they're telling themselves what

what the future looks like for them what

once the problem is solved losing the

105 lbs okay but being able to do that

what would that do for you what would it

do for you personally oh would do this

now this is where the emotion comes out

okay this is logical I'd be able to hike

I'd be able to play basketball and Sun

I'd be able to work out that's logical

things they said it would do now I need

to open them up more emotionally okay

remember human beings make decisions

logically or emotionally 100% emotion

brain studies prove that there's no

doubt among Behavior scientists how' it

be different though I mean you've been

able to lose the 105 PBS and most

importantly keep it off or it doesn't

come back how do you see your life being

I don't know maybe maybe different than

it is now okay now a lot more examples I

can show you for every industry for

solution wearen us questions all right

let's now look at neq consequence

questions all right I'll give you a few

examples different Industries as well so

consequence questions really do two

things first of all they help your

process prect they actually get your

prospect to defend themselves on why

they need to make the change why they

need to buy from you okay I'll show you

what I mean by that because you're not

going to ask a consequence question the

first couple of minutes of a

conversation because you haven't built a

gap yet you haven't built a gap from

where they are to where they want to be

you haven't helped them find problems

yet they might not have known they had

after I've done that and emotionally

open them up I then can ask consequence

questions where they defend themselves

on why they need to change I show a few

different industry specific examples

okay they also get them to question

their way of thinking that's allowed the

problems to keep happening all right so

give a few generic versions okay these

are generic okay don't say these word

for word because you don't want to use

generic terms you don't ask generalized

questions because you're going to get

generalized generic vague answers back

from your prospects that's not what you

want okay what if you don't do anything

about this problem and it actually gets

worse now you're not going to say

problem you're going to say what the

problem is what if you don't do anything

about you know this lowquality lead flow

you're getting from vendor X and your

sales keep going down every month see

that would be specific if I was a

marketing agency talking to a company so

you're going to repeat the problem and

you're going to repeat what the real

situation is you're not going to use

those generic terms now notice I started

off in a challenging tone what if you

don't do anything about this and the

situation gets worse okay start with a

challenging tone I'm going to trigger

their emotion to defend themselves and

then I'm going to lower my tone at the

very end into that concern tone a tone

that shows empathy remember your tone is

how the prospect interprets your

intention behind every question you ask

here's another J have you thought about

what would happen if your company

doesn't do anything about this or what

are the ramifications if this doesn't

actually change now once again those are

all generic you'd want to plug in the

situation not the SA the word situation

okay so let me show you just a few

different industry specific examples so

you can get kind of an idea now let's

say you sell dental implants huge

industry we train we train one coming to

700 million plus this what happens if

you don't do anything about this and you

keep losing the bone Den in your jaw and

now you can't even get the implants so

I'm going to start off challenging okay

let me show you that again I'm starting

off the challenging tone I'm going to

end it with a concern tone a tone that

shows empathy okay what happens John and

on the flip side because you certainly

sound motivated but what happens if you

don't do anything about this and you

keep losing the bone density in your jaw

now you can't even get the implants see

I'm concerned for you the consequence I

start off challenging trigger their

emotion gets them to defend themselves

and then I lower my tone in the

concerned tone so they know I'm

concerned for the consequence of that

happening okay uh let's see give you

another example here uh well let's say

they said this well I don't know I I

just hope that won't happen right they

could say that okay depending on how

your tone right then I might say well I

mean do you want to have to keep living

with that pain in your mouth if you if

you didn't have to well no if I didn't

have to see that's a way to open up now

let me get another example let's say if

you sell employee benefits okay B2B and

you're the problem that this company has

is they're losing some of their top

people employees to competitor X that is

offering them a better benefit package

so you can solve that problem for them

that attrition okay but on the flip side

what happens if you guys just keep the

same plan and your top people keep going

over to XYZ competitor I mean what

happens to the business at that point

see challenging to then concerned okay

all right now there's different nuances

you're going to say because most of the

time you use the right tone and you've

built a gap before they're like oh no we

need to change definitely we need to

Well you certainly sound motivated but

why look at doing this now I mean why

not push it down the road like a lot of

companies do who end up going under okay

if that's the case if that's the context

all right uh okay here's one right here

marketing agency let's say you're

talking to a real estate agent that

needs a higher quality lead because they

not getting that many listings without

listings they don't make any sales okay

what if you don't I mean John you

certainly sound motivated so after I

asked my last solution awareness

question so consequence comes after your

last solution ress question that's when

I got them to see and fill with the

future looks like once the new found

problems are solved so they're on a high

emotional state I'm then going to

transition I mean you certainly sound

motivated but what if you don't do

anything about this and you keep getting

these lower quality leads like you said

that don't even pick up when you call I

mean what are the consequences for your

department at that point see now I'm

concerned challenging you concerned okay

me you want to have to go through all

that if you if you didn't have to you'd

only say that if they respond to well I

don't know I'd have to figure something

out that is a way to reloop and reframe

that way of thinking right there okay uh

how about a car dealership what happens

if you just keep this car and it keeps

breaking down on your way to work I mean

what would happen to your job at that

point and let's say their problem was

they have a used car it's broken down

three times in the last four months and

they're afraid that their boss is going

to fire them because they keep getting

late at work okay I could show you 50

gazillion other examples for every

indust let's say if sold solar okay same

want Big Industry trainers what happens

if you don't do anything about this and

Edison I mean they keep raising your

rates every year like they always have

but now you 25 years you're 75 80 years

old so having to pay the bill every

month where's the bill going to be then

yeah probably three or four times higher

but now you're retired so you're on a

yeah like a limited income I mean with

the bill that high and a limited

income how would you guys pay for it at

that point you're concerned they

challenging to concern now what I just

did here that's a long question anytime

you have a long question you really have

to verbal Pace it out with lots of

verbal pauses because if you say it too

fast what happens if you don't do

anything about this they keep raising

rates every year like they have and now

you're 75 still having to pay the bill

every month but the bill is more than

three times high as now and now you're

all income how would you pay for it oh I

don't know i' figure something out see

one of the biggest reasons why you get

so many of your prospects that give you

vague General surface level answers is

you haven't learned how to verbal Pace

them out and when you ask them too fast

you give the prospect no time to

internalize and think deeper about the

question you asked when I Pace it out

you keep them engaged because they're

hanging on to every word and it causes

their brain to literally think deeper

about what you just asked it makes it

more emotional to them okay now there's

other things you're going to say

depending on what they say and how they

ask let's say if you sold cyber security

Big Industry Force so if you continue to

use XYZ vendor what are the

consequences if this doesn't change with

your false positive rates and you

continue rejecting good customers for

the

bank okay depending on what they say I'm

going to plug that in okay let me see if

I can give you one more here uh let's go

oh okay let give a complete different

example let's say that you're a

therapist and you're trying to get more

clients and you're a marriage therapist

I go this so what if you don't do

anything about this and you keep having

these issues with your husband where

you're arguing and feeling all this

resentment and it keeps going on in

another three 6 12 months I mean what

would happen to the marriage at that

point okay gets them to internalize that

okay what or I could just lean in and

say what happens to your marriage if you

don't do anything about this what

happens to your marriage if you don't do

anything about this see soft tone

concern tone okay all right now those

are just a few examples you want

industry speciic specific examples for

your industry just message us maybe you

can get into our Advanced training

programs that's where we train you all

that all the nuances okay we're now

going to go into I'm not really going to

go into presentations you know we'll

save that for another training but after

we transition so right now at this point

we're going to transition into one or

two things okay if you sell B Toc

business to Consumer and you're in a one

call close Okay so there's lots of

industries that you just close the first

time you talk to them you're just going

to Simply trans transition into your

presentation and then you're going to

ask commitment questions to close in you

could be in a b2c industry where it's a

two call close let's say if you sold

pools for example and you have a first

call Discovery second call uh proposal

okay could be a second call so you would

transition into setting up the second

call you could be in SAS where maybe

your second appointment is the next step

demo you could be in some type of

Enterprise level uh sales environment

where your average sales cycle is 9 to

12 months so whatever you're doing

you're transitioning into the next step

of your process you're not just saying

okay well get back to me I'll call you

next week with a proposal that's not

going to work you have to have something

scheduled on the calendar with that

Prospect Andor company depending on what

you sell otherwise you have nothing so

if you're in one call close you're going

to transition into the presentation and

then close them if you're in two CLS or

more you're going to transition into

whatever the next step is of your sales

process could be next step department

head meeting next step meeting with

legal next step meeting with another

decision maker next step meeting with a

proposal it just depends on what you

sell so after the presentation whether

you did the presentation on the first

appointment or call or whatever you sell

if you're in a one call close situation

or if it's in a two call three call

close or I mean it like I said this

could be virtual at the home could be in

their office depending on if you sell

business to consumer or business to

business wherever you're at at the end

of the presentation proposal whatever

this is where you're going to commit

them to take the next step and purchase

what you're offering now there's two

forms of commitment I don't like to use

the word closing I feel like it demeans

people nobody likes to be closed you're

okay being committed to get your problem

solved and get where you're want right

it's a different way of thinking so the

first way of commitments are what we

call Micro commitments okay now micro

commitment let me show you this is where

you commit them to take smaller steps

that lead to the larger step to purchase

what you're offering and that's if

you're in a more than a one call close

when I say call I don't mean on the

phone could be on Zoom could be on the

phone could be at their home if it's a

consumer could be at their company if

it's a business could be at the door it

just depends okay so whatever the next

step is you're getting them to make a

micro commitment Next Step demo next

step meeting next step proposal whatever

it is that's one form of commitment the

other form of commitment questions use

is where we're going to commit them to

take the next step and purchase what

you're offering okay now this is generic

but you can pretty much use this in

pretty much every industry I can lean in

and say after I've brought up the

pricing all that stuff the different

options whatever they have depending on

what I sell so this is after I brought

up the pricing funding they need all

that stuff I can lean and say do you

feel like this could be the answer for

you now notice why did I say

feel why not say think feel is emotional

I'm keeping them on their emotional side

of their brain think is logical remember

human beings make buy decisions

emotionally or logically emotionally

100% brain studies prove this there's no

debate among science on this okay so I

use the word feel if I start to say do

you think this could be answer I just

took their brain from emotional side of

the brain to logical side of the brain

then I'm going to get more think it over

objections do more research objections

more cautiousness so I want to keep them

on the do you feel like this could be

the answer for you notice that verbal

pause there don't say it too fast okay

then you're going to get one or two

responses nobody's going to be like nope

this is not what I'm looking for they're

not going to go this far if that's the

case they're either going to say I

really do or they're going to say I do

but and they're going to tell you their

concern and that's what you want that's

why I put this question here to cause

them to either say yes I do or yes I do

but and they're going to tell but I

don't have the money but I'm not sure

it's going to work for this and at least

they start to tell me what the real

concern is you feel like this could be

the answer for you yeah we do well hold

on why do you feel like it is so well we

like this because of this because of

that because of this and they start

telling you why they feel it's what

they're looking for but more importantly

who are they telling they're telling

themselves see I'm always getting you're

always learning how to get the prospect

to sell themselves not you sell them

okay way easier if you learn how to sell

get them to sell themselves then you

trying to do it I will tell you your

prospects are far more persuasive when

they are selling themselves on why they

need to buy from you then you trying to

convince them yourself I can tell you

it's a 10 to one difference in

Persuasion ability and then I might ask

a second commitment question so what

specific aspects of what we've covered

do you feel like are really going to

help you the most and they start to tell

themselves and then basically you're

just telling them what the next step is

well I don't really have anything else

to go over with you it looks like we

covered the basis of what you're looking

for in XYZ really The Next Step would be

you tell them what the next step is you

know we can make some type of

arrangement for your XYZ you can use

debit card credit card dep on what you

sell you can send you an invoice it all

depends on your industry and then at the

very end I'm saying would that be

appropriate or would that be appropriate

or how do you want to proceed from here

I would stick to would that be

appropriate at the very beginning let me

give you one or two different industry

specific examples so you can see this

you're going to see this it's very

similar let's say if I'm selling B2B and

I'm selling business Consulting to help

build culture and large organizations

it's a big ins of training as well do

you feel like this could be the answer

for you guys yeah yeah I feel like we

well hold on why do you why do you feel

like it is though I'm kind of like

pushing them well hold on why do you

feel like it is well we like it because

of this because of that but what

specific aspects of what we've covered

do you guys feel are are really going to

help you retain your top Executives the

most so because if that is the problem

I'm solving the major problem that they

had is they're losing their top people

because it's a bad culture I'm solving

that

with better culture training okay all

right then I could say well well I like

this I like that then I can push away if

I want to and I say well for you guys

why look at doing this now I me you

certainly sound vated but why not just

push it down the road like a lot of

companies do who end up losing a lot of

their best people well the reason why we

have to do it now is and they start

telling you why they have to do it now

but more importantly they're telling

themselves and they are far more

persuasive than you telling them that

now can I ask this question in the first

5 minutes of a conversation no cuz I

haven't built trust credibility or a gap

but I can at the very end of that sales

process very easily let me show you one

more example here uh okay let's say you

sell final expense Insurance okay or

life insurance this is the biggest

industry we train in the world okay uh

now let's say you've given them three

different policy options let's say a 10K

funeral 20K funeral and a 30k funeral

okay different life insurance options

for final expense funeral Insurance okay

then I'm going to lean in it's a little

bit different and I'm going to say which

one of those would you lean more towards

which one of those would you possibly

lean more towards uh I would say option

two really option two I thought you'd

say option one you're going to say the

worst one why option two well the reason

why we want option two is and they start

telling themselves why they want the

better option okay and then I might lean

in say do you feel like this is what

you're looking for to I don't know like

really take the burden off your kids so

they're not responsible they have to pay

for all those expenses when you when you

pass away notice how I'm plugging in

what I'm preventing from happening by

them getting that policy I'm preventing

them for their kids being burdened with

that responsibility to have to pay for

all those expenses when the parent

passes away which is hard for the parent

like no I want my kids to be burdened

with that okay well that makes sense

really The Next Step would be is to make

sure that you're eligible I wouldn't say

I'd say that over qualified I get that

pulled up to you and you go right into

that process that's just a different

kind of way

you would do um commitment questions for

like the life insurance health insurance

final expense Insurance compared to

something else now let's say if I'm a

real estate agent look at it do you feel

like this marketing plan we put in to

sell the home do you feel like that's

going to be the answer for you guys oh

for sure hold on why do you feel like it

is up well we like it because of this

because of that then I can say well I

don't really have anything else to go

over with you it looks like we covered

the basis of what you're looking for to

sell the property quickly really The

Next Step would be is we'd have you fill

out the listing agreement arrange for

the photographer to come out and take

pictures of your home and then start

listing it to make sure we can get it

sold quickly would that be appropriate

just a nice closing commitment question

all right I just gave you some different

examples of npq the psychology behind it

just gave you an overview there's a lot

more to that this is a YouTube video

right so this might be an hour hour and

15 minutes long connection questions to

situation questions to problem awareness

to solution awareness consequence

questions okay and then transition into

whatever the next step is if you're in a

one call conversation or close you're

going to transition in the presentation

if you're two call Clos or more you're

just going to transition to whatever the

next step is in your sales process and

then finally a few examples of

commitment questions to get them to

commit to take the next step and

purchase what you're offering hope that

helped you now you want to learn more

things like this because what I showed

you is very basic if you subscribe to

the Channel my only advice for you would

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with for sure by mean share it with them

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