쉐도잉 연습: 4 Sales Questions So Good Prospects Will Close Themselves - YouTube로 영어 말하기 배우기

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Most salespeople talk their way out of the sale.
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Most salespeople talk their way out of the sale.
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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.
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Now I want you to write this down.
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This is called precision probing.
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So write down NEPQ precision probing.
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Now when are you going to use these questions I'm going to show you.
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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.
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So you want to pay attention to what I'm going to go over.
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Number one, when do you use these probing questions?
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When you're building what's called the gap.
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Now, what do I mean by building the gap?
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Building the gap from where the prospect is, current situation to where they want to be.
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What does the future look like once the newfound problems, that's the gap, are actually solved or emotional needs.
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So when you're building the gap, I need to probe to open up.
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These are called problem awareness questions.
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Write that down.
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Also, I can use probing questions when I'm future pacing.
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How do I get them to see what the future looks and feels like once the newfound problems are solved?
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Those are primarily in solution awareness questions.
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I might give you a few examples of those.
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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.
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I can even use them in my presentation.
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The important part here that you have to master is why do you have to use these?
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Okay.
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Now this is really important for you.
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Okay.
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Do you want to make more sales than you are now, which I know you do.
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That's why you follow me.
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You might even be one of our clients.
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That's why you're here.
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Why do I use these?
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Because I have to help the prospect relive their pain of their current situation.
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Now this drives them to change.
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Pain drives change.
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You probably heard it.
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No pain, no gain, right?
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Same thing in sales.
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Help them relive the pain, causes them to feel urgency to want to change.
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Number two, they tell themselves why they want to change.
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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.
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More importantly, it tells themselves.
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Think about that.
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I'm going to show you some examples of that.
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And number three causes them to go below the surface.
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You always hear about, hey, I need to learn how to get them to open up.
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Well, if we can't get them to open up, they don't feel any pain.
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Okay.
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They don't open up emotionally.
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They don't typically buy.
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You've always heard this.
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I know you understand this.
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Human beings buy on what?
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Logic or emotion?
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100% emotion.
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Brain studies prove that.
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There's no debate on that.
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Okay.
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So this is why you want to use these questions I'm about to show you.
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Okay, let me show you a few examples and I want you to write this down.
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Of course, you can keep watching this over and over on repeat.
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Okay.
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Let's say a prospect and you hear this all the time.
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You know what I'm talking about.
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Let's say a prospect gives you some type of an emotional word.
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Okay.
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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.
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Like if you sell to a company or this is causing, I'm just worried at night.
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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.
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I can't figure out how to market, you know, get more clients if you're selling to like a small business.
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Okay.
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You can take that one emotional word, let's say it's stressed and you can quite literally just repeat it back.
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So when the prospect says, I'm just feeling a lot of stress, stress, that's all you have to do.
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Okay.
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Now I want you not to just go practice this on your prospect today.
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I want you to practice on a family member or a spouse or one of your kids.
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When they give you any type of an emotional word, you just repeat it back.
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Stress or concerned or worried.
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Okay.
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Now notice how my facial expressions show that I'm what?
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Concerned.
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Like I have empathy for you.
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Okay.
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That is a concern tone.
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So watch how the prospect opens up emotionally.
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Now, this is an example of what's called an NEPQ probing question.
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Now, if you're not one of our clients, you're not familiar with NEPQ.
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NEPQ stands for Neural Emotional Persuasion Questioning.
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It's my methodology I developed going to school.
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I studied behavioral science to become a psychologist, randomly got into sales, and here you are.
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Had an 18-year sales career, retired.
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About a year later, started my own company as a sales trainer.
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Okay.
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All right.
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So that's NEPQ probing question.
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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?
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Your tonality.
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Very important for you to understand.
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Now, okay, let's say the prospect comes back and says something like this.
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Oh, stressed?
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Oh yeah.
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I mean, just the other day, it happened again when, and they start going into explaining what they mean by stress.
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Now, why does this work so well?
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I want to make sure you understand that.
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When you ask this type of probing question, just repeat back an emotion.
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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.
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I need to explain that better.
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Are you getting what I'm throwing down to you?
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Okay.
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So they don't consciously do that subconsciously.
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Oh, he didn't, he or she didn't understand what I meant by that.
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I need to expand that.
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And that's when they start to open up.
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Now, do you see how I'm getting them to open up emotionally?
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Because we're focused on a what?
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An emotion.
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You see what I'm talking about there?
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Okay.
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That's very important for you to understand.
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Okay.
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Yeah.
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Just Saturday.
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It happened when and they start expanding on that.
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See how I'm starting to get them to what?
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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.
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So when the prospect tells you how long it's been going on for, you immediately come back.
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Let's say they said it's been going on for six months.
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Okay.
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So this has been going on for six months.
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Has that had an impact on you?
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Now it's important.
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You're probably wondering like, why is he slowing down?
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What's going on?
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write this down.
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This is called verbal pacing.
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All right.
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Most salespeople, if they ask this type of question, it doesn't land because they ask it too fast.
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So if I asked it like this, so this has been going on for the past six months.
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Has it had an impact on you?
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First of all, you're asking it too fast.
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So when you ask a question too fast, it gives your prospect no time to internalize and think deeper about what you're asking.
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So they're going to give you a surface level knee jerk answer.
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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.
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They don't internalize it.
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Hey guys, Jeremy Miner here.
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Look, a lot of you leave comments wanting me to help you somewhere.
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So the easiest way to get ahold of me, the quickest way is to text me.
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So text me right now.
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It's 480-637-2944.
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So 480-637-2944.
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Listen, I started this company to help you learn how to close more deals, but do it the right way.
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Text me right now.
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Let's get back to the training video.
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Okay.
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So let's say the prospect comes back and they say, oh, I mean, you have no idea.
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Okay.
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And they're kind of vague.
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What can I do?
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I can ask another probing question.
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I can lean in and say, in what way though?
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Oh, you have no idea, Jeremy.
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In what way?
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Well, see, get it.
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See how I'm getting them to open up and expand.
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I'm probing deeper.
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I'm bringing up more emotion.
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Are you getting this?
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Okay.
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All right.
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Let's keep going here.
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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.
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I can immediately jump in and say, what's that doing to you?
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Now, notice how my tone shifted.
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Did you feel it?
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What I just did there.
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And now this is a role play.
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So obviously, I'm showing you what to do here in a real life sales situation.
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The prospect's not going to know that.
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Okay.
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but I'm using a concern tone there, a tone that shows empathy.
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Now, why is that critical for you to master?
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Because your tone is how the prospect interprets your intention behind everything you say and ask.
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That's how they interpret why you're asking.
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So if I ask this question, oh, what's it doing to you?
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Oh, it's not doing that much unless they're laid down.
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But if I immediately go like this, what's that doing to you?
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See, notice my facial expression shows that I'm concerned for you.
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I show empathy.
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Now, does that lower trust that they have for you?
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Or do you feel that might raise trust if they feel like you're concerned for them?
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See the difference there, okay?
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Now, let's say the prospect says something like this.
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Here's another example of how to probe, all right?
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yeah, you know, we're having some problems with XYZ and ABC.
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Okay.
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Now a lot of salespeople we see before they come into our training programs, they'll get that answer.
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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.
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And then they go through like how they solve them.
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This is surface level stuff.
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Okay.
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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.
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That's the difference, okay?
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So I need to get them to relive the pain of this, not just tell me what the problem is.
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Because if they tell you the problem, that's not really pain.
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You're only going to get the lay downs this way.
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And I know you want to master this, don't you?
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Okay.
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So I might say, can you give me a specific example of when that actually happened?
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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.
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See how I'm drawing them back into their pain of their past history.
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You getting this?
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Okay.
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What am I going to do there after I find out?
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Remember, here's the probe.
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How long has that been going on for?
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Okay.
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Oh, it's been going on for about...
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How is that affecting you personally?
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Okay.
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How long has it been going on for?
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Don't ask it like that.
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Okay.
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And then how is that affecting you personally though?
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Even if I'm selling to a corporation, let's say I'm selling to a department head.
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Has that had an impact on you?
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Okay.
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See, I'm doing that now.
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Am I going to probe and ask those feeling questions in the first two, three, four or five minutes of a conversation?
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Unlikely because how much trust or credibility do you have by that point?
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Not much.
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You haven't built a big enough gap.
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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.
11:22.28 – 11:30.86 (8.6s)
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Okay.
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Now, if you're committed to mastery or if you just got a question, text us.
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Okay.
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I'll give you actually a number you can text me at that.
11:35.68 – 11:38.58 (2.9s)
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I actually respond along with some sales trainers that we have.
11:38.58 – 11:42.56 (4.0s)
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So 480-637-2944.
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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.
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Sometimes it takes one to two business days.
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I just wanna be realistic.
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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.
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Hope that helped today.
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Hit subscribe.
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I'll see you soon.
12:07.36 – 12:07.90 (0.5s)

맥락 및 배경

이 비디오는 세일즈 전문가가 판매 과정에서의 효과적인 질문 기법에 대해 설명합니다. 특히, 고객의 현재 상황에서 원하는 미래 상황으로의 격차를 이해하고 이를 통해 고객이 스스로의 문제를 인식하게 만들어 매출을 증가시키는 방법을 소개합니다. 이러한 기법은 효과적인 영어 회화 연습에도 적용될 수 있으며, 일상적인 대화를 개선하는 데 도움을 줄 수 있습니다.

일상적인 의사소통을 위한 5가지 핵심 문구

  • 문제 인지 질문: 고객의 현재 문제를 의식하게 만드는 질문을 통해 대화를 시작하세요.
  • 미래 상황 질문: 고객이 원하는 미래를 상상하게 하여 감정적인 동기를 부여하세요.
  • 결과 질문: 변화를 주지 않으면 어떤 결과가 발생할지를 질문함으로써 긴박감을 조성하세요.
  • 자기 인식 질문: 고객이 스스로 왜 변화를 원하게 되는지를 정확히 알 수 있도록 합니다.
  • 심층 탐구 질문: 감정적 반응을 이끌어내어 고객이 더 깊이 있는 대화를 나누도록 유도하세요.

단계별 쉐도잉 가이드

이 비디오의 내용을 활용하여 shadow speech 연습을 효과적으로 진행하는 방법은 다음과 같습니다:

  1. 비디오 시청: 처음에는 비디오를 시청하면서 전반적인 내용을 이해하세요. 유튜브 영어 공부의 일환으로 문맥을 파악하는 것이 중요합니다.
  2. 청취 연습: 비디오에서 제시된 질문들을 반복해서 들어보면서 각 질문의 발음을 익히세요. 이 단계에서 영어 발음 교정에 집중하는 것이 좋습니다.
  3. 쉐도잉 연습: 한 문장을 들은 후 바로 따라 말해보세요. 이 과정을 여러 번 반복하면 자연스럽게 말할 수 있는 능력이 향상됩니다.
  4. 강조 연습: 질문을 할 때의 감정이나 억양을 경험적으로 느껴보세요. 이는 고객과의 감정적 연결을 강화하는 데 도움을 줍니다.
  5. 자기 평가: 비디오를 다시 보고 본인의 발음과 억양을 비교하여 개선할 점을 찾으세요. 이를 통해 지속적인 발전을 이루어 나갈 수 있습니다.

이러한 방법들을 활용하면 영어 쉐도잉에 대한 이해를 높이고 실제 대화에서의 효과를 극대화할 수 있습니다.

쉐도잉이란? 영어 실력을 빠르게 키우는 과학적 방법

쉐도잉(Shadowing)은 원래 전문 통역사 훈련을 위해 개발된 언어 학습 기법으로, 다언어 학자인 Dr. Alexander Arguelles에 의해 대중화된 방법입니다. 핵심 원리는 간단하지만 매우 강력합니다: 원어민의 영어를 들으면서 1~2초의 짧은 지연으로 즉시 소리 내어 따라 말하는 것——마치 '그림자(shadow)'처럼 화자를 따라가는 것입니다. 문법 공부나 수동적인 청취와 달리, 쉐도잉은 뇌와 입 근육이 동시에 실시간으로 영어를 처리하고 재현하도록 훈련합니다. 연구에 따르면 이 방법은 발음 정확도, 억양, 리듬, 연음, 청취력, 말하기 유창성을 크게 향상시킵니다. IELTS 스피킹 준비와 자연스러운 영어 소통을 원하는 분들에게 특히 효과적입니다.

ShadowingEnglish에서 효과적으로 학습하는 방법

  1. 영상 선택: 자연스럽고 명확한 영어가 사용된 YouTube 영상을 선택하세요. TED Talks, BBC 뉴스, 영화 장면, 팟캐스트, IELTS 모범 답변 영상이 좋습니다. URL을 복사해서 검색창에 붙여넣으세요. 짧은 영상(5분 이내)과 실제로 관심 있는 주제부터 시작하는 것이 동기 유지에 효과적입니다.
  2. 먼저 듣고 내용 이해하기: 처음에는 1배속으로 그냥 듣기만 하세요. 아직 따라 말할 필요는 없습니다. 문장의 의미를 파악하고, 화자가 어떻게 단어를 강조하고, 소리를 연결하고, 쉬어 가는지 주목하세요. 내용을 이해한 후 쉐도잉 연습을 하면 효과가 훨씬 좋아집니다.
  3. 쉐도잉 모드 설정:
    • Wait Mode (대기 모드): +3s 또는 +5s를 선택하면 한 문장이 재생된 후 자동으로 잠시 멈춰서 따라 말할 시간을 줍니다. 직접 컨트롤하고 싶다면 Manual을 선택해서 Next를 눌러 진행하세요.
    • Sub Sync (자막 동기화): YouTube 자막이 오디오와 맞지 않을 수 있습니다. ±100ms로 조정해서 정확한 타이밍에 따라갈 수 있도록 맞추세요.
  4. 소리 내어 쉐도잉하기 (핵심 연습): 이것이 연습의 핵심입니다. 문장이 재생되는 순간——또는 일시정지 중에——크고 자신감 있게 소리 내어 따라 하세요. 단순히 단어를 읽는 것이 아니라, 화자의 리듬, 강세, 음의 높낮이, 연음 방식을 그대로 흉내 내는 것이 중요합니다. 목표는 화자의 '그림자'처럼 들리는 것입니다. Repeat 기능으로 같은 문장을 여러 번 반복해서 자연스럽게 입에 붙을 때까지 연습하세요.
  5. 난이도 높이며 꾸준히 연습: 한 구절이 편해지면 더 도전적인 수준으로 올리세요. 속도를 <code>1.25x</code> 또는 <code>1.5x</code>로 높여 빠른 언어 반사 신경을 훈련하세요. Wait Mode를 <code>Off</code>로 설정해서 연속 쉐도잉을 하는 것이 가장 고급스럽고 효과적인 모드입니다. 매일 15~30분씩 꾸준히 연습하면 몇 주 안에 눈에 띄는 변화를 느낄 수 있습니다.

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