Shadowing Practice: 4 Sales Questions So Good Prospects Will Close Themselves - Learn English Speaking with Video
בחר מצב תרגול
כל מצב פותח חדר תרגול במסך מלא.
244 משפטים
אם המשפטים קצרים או ארוכים מדי, לחץ על ערוך כדי להתאים אותם.
1
Most salespeople talk their way out of the sale.
2
So what I'm going to show you today are four questions you can start using like right now with what you sell that will reframe your prospects and get them to chase you and actually close themselves.
3
Now I want you to write this down.
4
This is called precision probing.
5
So write down NEPQ precision probing.
6
Now when are you going to use these questions I'm going to show you.
7
I'm going to show you why you're going to use them and then I'm actually going to role play the questions for you.
8
So you want to pay attention to what I'm going to go over.
9
Number one, when do you use these probing questions?
10
When you're building what's called the gap.
11
Now, what do I mean by building the gap?
12
Building the gap from where the prospect is, current situation to where they want to be.
13
What does the future look like once the newfound problems, that's the gap, are actually solved or emotional needs.
14
So when you're building the gap, I need to probe to open up.
15
These are called problem awareness questions.
16
Write that down.
17
Also, I can use probing questions when I'm future pacing.
18
How do I get them to see what the future looks and feels like once the newfound problems are solved?
19
Those are primarily in solution awareness questions.
20
I might give you a few examples of those.
21
I can also use them in consequence questions that get them to see what the consequences are if they don't change, means if they don't get their problem solved by your product or your service.
22
I can even use them in my presentation.
23
The important part here that you have to master is why do you have to use these?
24
Okay.
25
Now this is really important for you.
26
Okay.
27
Do you want to make more sales than you are now, which I know you do.
28
That's why you follow me.
29
You might even be one of our clients.
30
That's why you're here.
31
Why do I use these?
32
Because I have to help the prospect relive their pain of their current situation.
33
Now this drives them to change.
34
Pain drives change.
35
You probably heard it.
36
No pain, no gain, right?
37
Same thing in sales.
38
Help them relive the pain, causes them to feel urgency to want to change.
39
Number two, they tell themselves why they want to change.
40
How persuasive is it if you tell your prospect why they need to change and by what you're offering compared to you mastering how to reframe those statements into questions where the prospect tells you why they need to change.
41
More importantly, it tells themselves.
42
Think about that.
43
I'm going to show you some examples of that.
44
And number three causes them to go below the surface.
45
You always hear about, hey, I need to learn how to get them to open up.
46
Well, if we can't get them to open up, they don't feel any pain.
47
Okay.
48
They don't open up emotionally.
49
They don't typically buy.
50
You've always heard this.
51
I know you understand this.
52
Human beings buy on what?
53
Logic or emotion?
54
100% emotion.
55
Brain studies prove that.
56
There's no debate on that.
57
Okay.
58
So this is why you want to use these questions I'm about to show you.
59
Okay, let me show you a few examples and I want you to write this down.
60
Of course, you can keep watching this over and over on repeat.
61
Okay.
62
Let's say a prospect and you hear this all the time.
63
You know what I'm talking about.
64
Let's say a prospect gives you some type of an emotional word.
65
Okay.
66
So they're talking about one of their problems and they say, oh my gosh, it's just causing me so much anxiety or, you know, this is causing me a lot of tension at work.
67
Like if you sell to a company or this is causing, I'm just worried at night.
68
You know, let's say if you're selling an alarm system to a homeowner or, you know, oh my gosh, it's just causing so much pressure for me at my job.
69
I can't figure out how to market, you know, get more clients if you're selling to like a small business.
70
Okay.
71
You can take that one emotional word, let's say it's stressed and you can quite literally just repeat it back.
72
So when the prospect says, I'm just feeling a lot of stress, stress, that's all you have to do.
73
Okay.
74
Now I want you not to just go practice this on your prospect today.
75
I want you to practice on a family member or a spouse or one of your kids.
76
When they give you any type of an emotional word, you just repeat it back.
77
Stress or concerned or worried.
78
Okay.
79
Now notice how my facial expressions show that I'm what?
80
Concerned.
81
Like I have empathy for you.
82
Okay.
83
That is a concern tone.
84
So watch how the prospect opens up emotionally.
85
Now, this is an example of what's called an NEPQ probing question.
86
Now, if you're not one of our clients, you're not familiar with NEPQ.
87
NEPQ stands for Neural Emotional Persuasion Questioning.
88
It's my methodology I developed going to school.
89
I studied behavioral science to become a psychologist, randomly got into sales, and here you are.
90
Had an 18-year sales career, retired.
91
About a year later, started my own company as a sales trainer.
92
Okay.
93
All right.
94
So that's NEPQ probing question.
95
So I just got to repeat back the emotional word, put your hand on your chest, even if you're on the phone, okay, because your body language affects your what?
96
Your tonality.
97
Very important for you to understand.
98
Now, okay, let's say the prospect comes back and says something like this.
99
Oh, stressed?
100
Oh yeah.
101
I mean, just the other day, it happened again when, and they start going into explaining what they mean by stress.
102
Now, why does this work so well?
103
I want to make sure you understand that.
104
When you ask this type of probing question, just repeat back an emotion.
105
What instantly happens in your prospect's subconscious part of their brain is it basically says, oh, he didn't understand what I meant by stress.
106
I need to explain that better.
107
Are you getting what I'm throwing down to you?
108
Okay.
109
So they don't consciously do that subconsciously.
110
Oh, he didn't, he or she didn't understand what I meant by that.
111
I need to expand that.
112
And that's when they start to open up.
113
Now, do you see how I'm getting them to open up emotionally?
114
Because we're focused on a what?
115
An emotion.
116
You see what I'm talking about there?
117
Okay.
118
That's very important for you to understand.
119
Okay.
120
Yeah.
121
Just Saturday.
122
It happened when and they start expanding on that.
123
See how I'm starting to get them to what?
124
relive their pain of their past history right here okay now I immediately want to ask another probing question right here I want to find out how long that's been going on okay so they say yeah just said our date happened when blah blah blah how long has it been going on for now why would I ask them how long that's been going on for you ask them that type of question because when they say oh it's been going for a month or six months or a year, it suddenly starts to get them to think, oh my gosh, I've had the same problem for this long.
125
So when the prospect tells you how long it's been going on for, you immediately come back.
126
Let's say they said it's been going on for six months.
127
Okay.
128
So this has been going on for six months.
129
Has that had an impact on you?
130
Now it's important.
131
You're probably wondering like, why is he slowing down?
132
What's going on?
133
write this down.
134
This is called verbal pacing.
135
All right.
136
Most salespeople, if they ask this type of question, it doesn't land because they ask it too fast.
137
So if I asked it like this, so this has been going on for the past six months.
138
Has it had an impact on you?
139
First of all, you're asking it too fast.
140
So when you ask a question too fast, it gives your prospect no time to internalize and think deeper about what you're asking.
141
So they're going to give you a surface level knee jerk answer.
142
And most of the time they'll come back like, yeah, yeah, it's, yeah, it's, it's not been that good or yeah, it's not that bad because you're asking it too fast.
143
They don't internalize it.
144
Hey guys, Jeremy Miner here.
145
Look, a lot of you leave comments wanting me to help you somewhere.
146
So the easiest way to get ahold of me, the quickest way is to text me.
147
So text me right now.
148
It's 480-637-2944.
149
So 480-637-2944.
150
Listen, I started this company to help you learn how to close more deals, but do it the right way.
151
Text me right now.
152
Let's get back to the training video.
153
Okay.
154
So let's say the prospect comes back and they say, oh, I mean, you have no idea.
155
Okay.
156
And they're kind of vague.
157
What can I do?
158
I can ask another probing question.
159
I can lean in and say, in what way though?
160
Oh, you have no idea, Jeremy.
161
In what way?
162
Well, see, get it.
163
See how I'm getting them to open up and expand.
164
I'm probing deeper.
165
I'm bringing up more emotion.
166
Are you getting this?
167
Okay.
168
All right.
169
Let's keep going here.
170
So if I see, if you see them and they're emotionally opening up to you after you probe and they're like, oh my gosh, this is so bad and the stress, blah, blah, blah, blah.
171
I can immediately jump in and say, what's that doing to you?
172
Now, notice how my tone shifted.
173
Did you feel it?
174
What I just did there.
175
And now this is a role play.
176
So obviously, I'm showing you what to do here in a real life sales situation.
177
The prospect's not going to know that.
178
Okay.
179
but I'm using a concern tone there, a tone that shows empathy.
180
Now, why is that critical for you to master?
181
Because your tone is how the prospect interprets your intention behind everything you say and ask.
182
That's how they interpret why you're asking.
183
So if I ask this question, oh, what's it doing to you?
184
Oh, it's not doing that much unless they're laid down.
185
But if I immediately go like this, what's that doing to you?
186
See, notice my facial expression shows that I'm concerned for you.
187
I show empathy.
188
Now, does that lower trust that they have for you?
189
Or do you feel that might raise trust if they feel like you're concerned for them?
190
See the difference there, okay?
191
Now, let's say the prospect says something like this.
192
Here's another example of how to probe, all right?
193
yeah, you know, we're having some problems with XYZ and ABC.
194
Okay.
195
Now a lot of salespeople we see before they come into our training programs, they'll get that answer.
196
We've had some problems with this and that, and they think that that's the prospect opening up by just telling them the problems.
197
And then they go through like how they solve them.
198
This is surface level stuff.
199
Okay.
200
you got to find out what's behind those problems, what's causing the problems, the root cause, and how those problems are affecting them, even personally, even if you're selling to a fortune 100 CEO.
201
That's the difference, okay?
202
So I need to get them to relive the pain of this, not just tell me what the problem is.
203
Because if they tell you the problem, that's not really pain.
204
You're only going to get the lay downs this way.
205
And I know you want to master this, don't you?
206
Okay.
207
So I might say, can you give me a specific example of when that actually happened?
208
See, I'm getting them to relive their pain because now they're telling me, oh, just last week or a month ago, this happened and this happened.
209
See how I'm drawing them back into their pain of their past history.
210
You getting this?
211
Okay.
212
What am I going to do there after I find out?
213
Remember, here's the probe.
214
How long has that been going on for?
215
Okay.
216
Oh, it's been going on for about...
217
How is that affecting you personally?
218
Okay.
219
How long has it been going on for?
220
Don't ask it like that.
221
Okay.
222
And then how is that affecting you personally though?
223
Even if I'm selling to a corporation, let's say I'm selling to a department head.
224
Has that had an impact on you?
225
Okay.
226
See, I'm doing that now.
227
Am I going to probe and ask those feeling questions in the first two, three, four or five minutes of a conversation?
228
Unlikely because how much trust or credibility do you have by that point?
229
Not much.
230
You haven't built a big enough gap.
231
When I build a big enough gap, I am allowed to ask those type of feeling questions because there's more trust there because I've built a gap.
232
Okay.
233
Now, if you're committed to mastery or if you just got a question, text us.
234
Okay.
235
I'll give you actually a number you can text me at that.
236
I actually respond along with some sales trainers that we have.
237
So 480-637-2944.
238
Go ahead and text me any questions you have or if you're like, I'm not sure how to do this for my industry and we'll get back to you.
239
Sometimes it takes one to two business days.
240
I just wanna be realistic.
241
Oh, go ahead and hit the subscribe button if you haven't subscribed because you're probably gonna wanna learn what I'm gonna show you in these training videos.
242
Hope that helped today.
243
Hit subscribe.
244
I'll see you soon.
הורד אפליקציה
כל מה שאתה צריך כדי לדבר בשטף
הגיית AIציון לכל משפט
תרגול IPAשלוט בכל צליל
אוצר מיליםבנה את מאגר המילים שלך
משחק אוצר מיליםלמד תוך כדי משחק
אותו ערוץ
FOR YOU
המלץ על סרטון
B23
227 משפטים
Jordan Belfort Reveals How To Sell Anything To Anyone At Anytime - The Wolf Of Wall Street
Business EnglishInterview EnglishWorking Adults
B23
119 משפטים
How to Become a Sales Engineer | Without Any Experience
Business EnglishInterview EnglishWorking Adults
C14
200 משפטים
10 JavaScript Interview Questions You HAVE TO KNOW
Business EnglishInterview EnglishUniversity Students
C13
102 משפטים
Essential Questions to Ask during stakeholder Interviews and Workshops - Business Analyst Techniques
Business EnglishInterview EnglishWorking Adults
C13
45 משפטים
Cold Calling: Nail the First 20 Seconds
Business EnglishInterview EnglishWorking Adults
C114
122 משפטים
Learn Marketing Case Interviews in 8 Minutes
Business EnglishInterview EnglishUniversity Students
B22
161 משפטים
after listening to this realtors live cold call, we found the problem
Business EnglishInterview EnglishWorking Adults
B21
34 משפטים
Sales Tutorial - Customer problem-solving
Business EnglishWorking Adults
C12
797 משפטים
The Sales Playbook Changed. Has Your Business Model?
Business EnglishWorking Adults
B24
9 משפטים
Sometimes, You Don't Have to Prove Yourself
Business EnglishInterview EnglishUniversity Students
C163
14 משפטים
What leaders say about you behind closed doors
Business EnglishInterview EnglishWorking Adults
אוצר מילים והערות הגייה לשיעור הזה
שיעור הדיבור הזה ברמה C1 מבוסס על הסרטון “4 Sales Questions So Good Prospects Will Close Themselves”. המילים שחוזרות הכי הרבה: prospect, probing, pain. בסרטון הזה יש 244 משפטים ו-2348 מילים לתרגול Shadowing. הדיבור נמשך 12:08. הדובר מדבר מהר, כ-194 מילים בדקה, אז צפו לצלילים מחוברים ומקוצרים. 87% מהמילים נמצאות בין 3,000 המילים הנפוצות ביותר באנגלית; כדאי ללמוד את השאר לפני שמתחילים. 46 מתוך 244 המשפטים שלו הם שאלות, כך שזה תרגול טוב לאינטונציה של שאלות ולתשובות קצרות.
אוצר מילים מרכזי בסרטון הזה
14 המילים המתקדמות ביותר בסרטון, עם ההגייה והמשמעות שלהן:
| מילה | הגייה | משמעות |
|---|---|---|
| probe שם עצם | /pɹoʊb/ | זונדה |
| distress שם עצם | /dɪˈstɹɛs/ | מוּעָקָה |
| salesperson שם עצם | מוֹכֵר, מוֹכֶרֶת | |
| empathy שם עצם | /ˈɛmpəθi/ | אֶמְפַּתְיָה |
| subscribe פועל | /səbˈskɹaɪb/ | נִמְנָה |
| interpret פועל | /ɪnˈtɜː.pɹɪt/ | דּוֹבֵב |
| consequence שם עצם | /ˈkɑn.sɪ.kwəns/ | תּוֹצָאָה, הַשְׁלָכָה |
| trainer שם עצם | /ˈtɹeɪnɚ/ | מְאַמֵּן, מְאַלֵּף |
| homeowner שם עצם | בַּעַל בַּיִת | |
| psychologist שם עצם | /ˌsaɪˈkɑl.ə.d͡ʒɪst/ | פְּסִיכוֹלוֹג, פסיכולוגית |
| vague שם תואר | /veɪɡ/ | עמום, מעורפל |
| credibility שם עצם | /kɹɛd.əˈbɪ.ɫɪ.ti/ | אמינות, אמון |
| spouse שם עצם | /spaʊ̯s/ | בֶּן זוּג, בַּת זוּג |
| retire פועל | /ɹəˈtaɪɹ/ | פרש |
Phrasal verbs שתשמעו
| מילה | משמעות |
|---|---|
| come back פועל | שָׁב |
| figure out פועל | הֵבִין, מצא תשובה |
| write down פועל | רָשַׁם |
משפטים שכדאי לחזור עליהם
משפטים קצרים ושלמים מהסרטון שאפשר להשתמש בהם בשיחה יומיומית:
- Are you getting what I'm throwing down to you?
- Because we're focused on a what?
- You see what I'm talking about there?
- See how I'm starting to get them to what?
- You're probably wondering like, why is he slowing down?
דקדוק בסרטון הזה
המבנים שהדובר משתמש בהם הכי הרבה, עם המילים המדויקות מהסרטון:
| מבנה | בסרטון |
|---|---|
| הווה מושלם ממושך (Present perfect continuous) have/has been + -ing — פעולה שהתחילה בעבר ועדיין נמשכת עכשיו | that's been going · it's been going · has been going |
| הווה מושלם (Present perfect) have/has + past participle — פעולה שקרתה בעבר ועדיין יש לה חשיבות או השפעה עכשיו | You've always heard · I've had · Has it had |
| סביל (Passive voice) be + past participle — הדגש הוא על מה שקורה, לא על מי שעושה את הפעולה | is called · are actually solved · are called |
הגייה ששווה לשים לב אליה
הדובר משתמש ב-89 קיצורים וצורות מקוצרות, כמו I'm, you're, don't. אמרו אותם בצורה הקצרה, כפי שאתם שומעים אותם.
- הצלילים של “th”: empathy /ˈɛmpəθi/, methodology /ˌmɛθ.əˈdɑ.lə.d͡ʒi/
- הצלילים של “sh” ו-“zh”: gosh /ɡɑːʃ/, emotionally /ɪˈməʊʃənəli/, precision /pɹɪˈsɪʒ.ən/, subconscious /sʌbˈkɑn.ʃəs/
- מילים ארוכות — שימו לב להטעמה: emotionally /ɪˈməʊʃənəli/, internalize /ɪnˈtɝnəlaɪz/, tonality /toʊnˈæl.ɪ.ti/, psychologist /ˌsaɪˈkɑl.ə.d͡ʒɪst/, methodology /ˌmɛθ.əˈdɑ.lə.d͡ʒi/
צלילים שדוברי עברית מתקשים בהם:
- /w/ — שפתיים מעוגלות, לא /v/: consequence /ˈkɑn.sɪ.kwəns/, persuasive /pə(ɹ)ˈsweɪsɪv/
- /æ/ — פתוח יותר מה-“אֶ” העברית, לא כמו “a” ב-“cup”: tonality /toʊnˈæl.ɪ.ti/, mastery /ˈmæs.tɚ.i/, randomly /ˈɹændm̩li/
- /r/ — הלשון לא נוגעת בשום מקום, לא ה-“ר” הגרונית: probe /pɹoʊb/, distress /dɪˈstɹɛs/, relive /ɹiːˈlɪv/, subscribe /səbˈskɹaɪb/, interpret /ɪnˈtɜː.pɹɪt/
איך לתרגל עם הסרטון הזה
- הקשיבו לכל הסרטון פעם אחת בלי לדבר, ורשמו את המילים שאתם לא מכירים.
- התחילו במהירות 0.75×, תרגלו Shadowing משפט אחר משפט, וחזרו למהירות רגילה כשזה מרגיש קל.
- הקליטו את עצמכם והשוו למקור, תוך תשומת לב למילים כמו probe, distress, salesperson.
מהי טכניקת השאדואינג?
שאדואינג היא טכניקת למידת שפה מבוססת מדע שפותחה במקור להכשרת מתורגמנים מקצועיים ופופולרית על ידי הפוליגלוט ד"ר אלכסנדר ארגואלס. השיטה פשוטה אך עוצמתית: אתה מקשיב לאודיו באנגלית ילידית וחוזר עליו בקול רם מיד — כמו צל העוקב אחרי הדובר עם עיכוב של 1–2 שניות בלבד. בניגוד להאזנה פסיבית או תרגילי דקדוק, שאדואינג מכריח את המוח והשרירים בפה לעבד ולשחזר דפוסי דיבור אמיתיים בו זמנית. מחקרים מראים שזה משפר משמעותית את דיוק ההגייה, האינטונציה, הקצב, הדיבור המחובר, הבנת השמיעה ושטף הדיבור — מה שהופך אותו לאחת השיטות היעילות ביותר להכנה לIELTS Speaking ולתקשורת באנגלית בעולם האמיתי.