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 be do not share the Channel with anybody who you compete with you don't want them Learning what

I will show you in this in Channel unless you like to have more competitors now you got a friend somebody else you know that's in a different industry or you don't compete with for sure by mean share it with them so