have you ever noticed when you ask questions your prospects give you vague generalized surface level answers it's like they don't want to open up to you they don't want to tell you what their real problems are well if that's you come over the vibe board I'm actually going to show you how to tweak the questions you're asking to get them to actually open up and to defend themselves on why they're looking to change you might want to see this real quick now first of all I'm going to show you some questions that most salese ask
in most Industries now these are generic that I'm going to show you but I don't don't want you to use these I'm going to show you questions that are bad questions and then I'm going to show you how we tweak them and make sure you write these down these are very important for you if you pay attention right here could be a GameChanger for you all right so a lot of sales people depending on your industry they ask some type of question like this hey John what's your what's your biggest challenge now the problem with
that type of question is if that prospect's a laydown sale they'll tell you they'll like oh blah blah blah blah blah blah blah but most of your prospects you talk to not lay down sales maybe 5% so what about the other 95% well they give you more vague answers right they're like well I don't know if we really have any challenges but we're just looking to improve and they just kind of give you a surface level answer it's because the biggest reason why your prospects give you vague generalized surface level answers is because you ask
vague generalized surface level questions so when your questions are surface level and they're vague and generalized you're going to get answers that are surface level and vague and generalized as well okay all right don't ask this question here this is a horrible question what are two problems that keep you awake at night Sally a lot of times they'll come back well I mean we're doing pretty good I mean I'd say you know nothing's really keeping me awake at night we just kind of wanted to see what the options were and why because this question right
here every single salesperson asks some form of question like this pretty much in every industry especially if you sell two companies like business bus to business stay away run from this question because your prospects hear it all the time and if you ask questions that your prospects are used to from other salespeople in any industry guess how they start to view you at a lower status they start to view you as just another salesperson trying to sell me something that's probably not where you want to be viewed you want to be as viewed as the
expert The Trusted Authority or how about this question a lot of salespeople ask some type of question what's your biggest need right now what what are you guys need right now what's your biggest need now easy prospects lay down sales right will tell you but most won't because they know where this question leads they're not dumb they're smart so they might say well I wouldn't say we have any needs right now I just kind of wanted to see what the options were and then where do you go from there right so these type of surface
level questions are a big reason why your prospects are not emotionally open up up to and telling you what the real problems are they kind of like keeping it guarded because they know if they tell you that you're going to use it against them to try to manipulate them into buying something okay now let me show you a few ways to structure this okay here's a few tweaks now I'm going to show you some generic examples so you can write them down for your industry and I'm going to show you I think I picked three
or four different industry specific examples that have nothing to do with each other that way you can see how the formula works and it depends on if you call outbound leads like they put in their name email phone number they've responded to an ad they know somebody's calling them they just don't know when or where compared to if you call call that's a different type of question you have to ask a tweak compared to if you talk to somebody who's booked on your cter maybe you meet them at their home or at their office if
it's a company or maybe you meet them on Zoom or the phone it just depends I'm going to show you a few tweaks so let's say in this example the first example let's say you sell life insurance or final expense or anything like that mortgage protection this is the biggest industry be trained in the world out of 161 Industries and let's say from your situation questions they've told you that they have an $80,000 work policy already so what do I want to do I want to eliminate this from being an objection okay so I'm going
to deliberately push them away to get them to defend themselves on why they feel like that's not going to be enough to financially protect their family when they pass away I want to literally push them away to defend themselves on why that's not going to be enough so notice how I tweak this and watch my tonality okay my facial expressions right I mean I'm not understand I mean you guys have got this $80,000 work policy I mean what's caused you to feel like that might not be enough what type of tone I use kind of
a kind of a skeptical like I'm confused tone now what they're going to do is they're like well the reason why we feel like it's not going to be enough is and now they tell me why they feel like it's not going to be enough but more importantly who are they telling they're telling themselves why they feel like it's not going to be enough okay does that make sense to you all right I mean you've already got this $50,000 work policy I mean what's caused you to feel like that might not be enough now notice
right here this is what's called verbal pausing because if I ask the question too fast pay attention if I ask it like this way this way I mean you've already got this $80,000 work policy what's caused you to feel like it's not going to be enough for you guys well I'm not saying it's really not I mean we just kind of see what the options are see if you ask your questions too fast you give your prospects no time to internalize what you're asking so they don't think deep about it but if I slow down
I Pace it out verbal pacing verbal you know these periods are like little verbal pauses I mean you've already got this $80,000 policy I mean what's caused you to feel like that might not be enough okay that causes them to think deeper right now let me show you some other examples here now this is generic here purposely okay so let's say I'm cold calling the last one would probably more of an inbound lead or an outbound lead somebody who's responded they've requested information they've already raised their hand that there's some type of Interest right now
let's say if I'm cold calling I could even use this if I was an inbound salesperson or outbound it doesn't matter so I lean in after I find out what they're currently doing for whatever they sell it's all going to depend on your industry I lean in and say so are you a 100% satisfied with the results you've been getting so are you 100% satisfied with the results you've gotten now why would I say 100% why not say are you satisfied with the results you're getting here's why because no one is 100% happy or satisfied
with anything they've ever bought or anything think about the person you're dating now right when you started dating them a month or two in you thought they were perfect you thought they were 100% perfect nothing could be wrong they nothing you would ever change about them and then 6 months later what have you discovered some things you might not like right that's just human nature you might buy a $500,000 Ferrari and then eight months later you don't like that the tires cost you know $1,000 each there's always something you want to change or actually something
you don't like so putting that word 100% are you so are you 100% satisfied with the results you've been getting now see these little periods those are verbal pauses I'm pacing out the question now you know what most prospects do when you use this like well I wouldn't say 100% not 100% see what I'm doing there the pro says well I wouldn't say I'm 100% happy you're just simply going to P back not 100% what don't you like and now they start telling you what they don't like but more importantly who are they telling they're
telling themselves when a prospect tells them El what they don't like and why they want to change is that more persuasive than you telling them what they don't like and don't change exactly now if you want to see more videos like this go ahead and subscribe to this channel let me give you a warning though if you're a salesperson or a business owner do not share this channel I'm dead serious my Channel with your competitors because what I'm going to show you in this channel you don't want people who compete with you to know the
same skills I going to show you that so if you are going to share it that's really great but make sure you share it to friends and people you know that are in a different industry do not share it with your competitors I promise you that you don't want them to know what I'm training you on this channel okay let's keep going here all right so hit the Subscribe button if you want to learn more here all right here's another example here this is a generic example okay I mean you've been with XYZ company the
last two years I mean there they're fairly decent I mean what's caused you to feel like you might want to look at someone else now I did a couple things there see how I'm skeptical what's my tone sound like kind of a skeptical slash skeptical slash confused like I don't understand why would you're even talking with me I'm not saying those words but my tone implies what am I doing I'm getting them to defend themselves on why they want to look at someone else now notice what I do cuz I don't want to like if
they're already with company or a vendor depending on if you sell B Toc or B2B I don't want to say oh that's a great company you're with because I don't want to make them seem like they're awesome but on the flip side I can't say oh they're horrible they're so bad because of course the prospect is going be like well of course you're going to say that you're trying to sell me something so I want to be in the middle but my tonality implies that they might not be that good they're fairly decent okay now
I don't want to say I mean you've been with XYZ company the last two years they're fairly decent what's caused you to feel see that's a flat tone will not work I mean you've been with XYZ vendor the last three years I mean they're they're fairly decent I mean what's caused you to feel like you might want to look at someone else well I mean they are good Jeremy but the reason why we're out looking is because now they tell me why they're looking and more importantly they're telling themselves why they're looking right fairly decent
that tone I'm seeding doubt that I might know something about that company that's not so good I'm just not saying it it actually builds trust with the prospect here's another one let me just give you an industry specific example let's say you sell financial services this is a huge industry we trainers well I got to get a drink of water here you guys are making me thirsty so let's say you sell Financial Services let's find out let's find out that they they're with a maror prize okay that's actually the company that I use Mar prize
I don't think you're one of our clients so I'm going to have to include you in some of these videos here I mean you you you've been with your adviser with aeriz the Last 5 Years I mean air priz them they're fairly decent I mean what's cause you to feel like that plan's not going to be able to retire You by 62 and you're just repeating back what they said let's say if they what they told you that they want to retire by 61 now in this see I've got to I've got to tweak it
a little bit based on the industry I mean you've been with the same guy to Mar prize the last five years I mean they're fairly decent firm and what's caused you to feel like their plan might not be able to retire you on time well I mean I like it jery but the reason why I'm looking you know the reason why I feel like it's not it's not going to get me there in a time is last year I lost 5% and they they start telling me what the problems are more importantly they start telling
themselves that's self-persuasion rather than you trying to do it let's say if you sell for marketing agency and you're talking to a company about generating leads and let's say you find out they have their own internal marketing team right now okay let's say this is INB I mean what's caused you to feel like your internal marketing team might not be able to scale your business so John I'm not understanding I mean what's caused you to feel like your internal marketing team isn't going to be able to scale the company well I mean don't get me
wrong they're good but and then they start telling you what they don't like and they start telling you more of their problem see what we're doing right there okay let's go to another one here same thing this is a generic version here okay so I mean you've been with XYZ company for 6 years I mean it can't be all doom and gloom over there what do you like what what do you like about what they've done for you well they have done a good job with this with that with this then you're immedately going to
say what would you change if you could see this is a way to also get them to open up it's almost like you're making fun of them I mean it can't be all doom and gloom over there what do you like about what they've done well I mean I wouldn't say it's horrible Jeremy it's you know they do do a good job with this and that and this and then you're immediately going to say what would you change if you could though well I mean if we could change something it would be and that's your
in now they start to open up and then you have to clarify and probe if they say well you know last year you know we lost I don't know it was probably like $787,000 hold on you lost 785,000 what actually happened and now I'm clarifying I'm probing I'm getting them to go below the server Pur remember what are the two biggest emotional drivers that cause a human being to want to change pain and or the fear of future pain so if we can't help our prospects relive their pain of their current situation and have a
fear of future pain they don't feel any need to change and if your prospects don't feel any need to change that's why they don't buy from you that's why you get tons of objections all right hope that helped you today that little video now if you want to start learning more sales techniques if you want to start learning how to get your prospects to open up go below the surface you want to start learning how to prevent objections from happening so you don't have to handle so many because who'd want to do objection all day
when you can prevent them from happening if you want to acquire skills that work with human behavior where your prospects do all the work instead of you doing all the work where your prospects actually sell themselves rather than you have to do it because that sounds exhausting where your prospects pull you in rather than you pushing and pressuring you're welcome to subscribe to this channel like I warned you earlier if you subscribe do not share this with people who are in your industry who are competing with now if you don't compete with them okay with
sharing it with them share it with people who are in sales business who do not compete with you because they're in a completely different industry hope that helped you today see you soon
