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

Most salespeople talk their way out of the sale.

⏸ 일시 정지

재생 속도:

244 문장

문장이 너무 짧거나 길면 Edit를 눌러 조정하세요.

Most salespeople talk their way out of the sale.

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.

Now I want you to write this down.

This is called precision probing.

So write down NEPQ precision probing.

Now when are you going to use these questions I'm going to show you.

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.

So you want to pay attention to what I'm going to go over.

Number one, when do you use these probing questions?

When you're building what's called the gap.

Now, what do I mean by building the gap?

Building the gap from where the prospect is, current situation to where they want to be.

What does the future look like once the newfound problems, that's the gap, are actually solved or emotional needs.

So when you're building the gap, I need to probe to open up.

These are called problem awareness questions.

Write that down.

Also, I can use probing questions when I'm future pacing.

How do I get them to see what the future looks and feels like once the newfound problems are solved?

Those are primarily in solution awareness questions.

I might give you a few examples of those.

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.

I can even use them in my presentation.

The important part here that you have to master is why do you have to use these?

Okay.

Now this is really important for you.

Okay.

Do you want to make more sales than you are now, which I know you do.

That's why you follow me.

You might even be one of our clients.

That's why you're here.

Why do I use these?

Because I have to help the prospect relive their pain of their current situation.

Now this drives them to change.

Pain drives change.

You probably heard it.

No pain, no gain, right?

Same thing in sales.

Help them relive the pain, causes them to feel urgency to want to change.

Number two, they tell themselves why they want to change.

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.

More importantly, it tells themselves.

Think about that.

I'm going to show you some examples of that.

And number three causes them to go below the surface.

You always hear about, hey, I need to learn how to get them to open up.

Well, if we can't get them to open up, they don't feel any pain.

Okay.

They don't open up emotionally.

They don't typically buy.

You've always heard this.

I know you understand this.

Human beings buy on what?

Logic or emotion?

100% emotion.

Brain studies prove that.

There's no debate on that.

Okay.

So this is why you want to use these questions I'm about to show you.

Okay, let me show you a few examples and I want you to write this down.

Of course, you can keep watching this over and over on repeat.

Okay.

Let's say a prospect and you hear this all the time.

You know what I'm talking about.

Let's say a prospect gives you some type of an emotional word.

Okay.

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.

Like if you sell to a company or this is causing, I'm just worried at night.

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.

I can't figure out how to market, you know, get more clients if you're selling to like a small business.

Okay.

You can take that one emotional word, let's say it's stressed and you can quite literally just repeat it back.

So when the prospect says, I'm just feeling a lot of stress, stress, that's all you have to do.

Okay.

Now I want you not to just go practice this on your prospect today.

I want you to practice on a family member or a spouse or one of your kids.

When they give you any type of an emotional word, you just repeat it back.

Stress or concerned or worried.

Okay.

Now notice how my facial expressions show that I'm what?

Concerned.

Like I have empathy for you.

Okay.

That is a concern tone.

So watch how the prospect opens up emotionally.

Now, this is an example of what's called an NEPQ probing question.

Now, if you're not one of our clients, you're not familiar with NEPQ.

NEPQ stands for Neural Emotional Persuasion Questioning.

It's my methodology I developed going to school.

I studied behavioral science to become a psychologist, randomly got into sales, and here you are.

Had an 18-year sales career, retired.

About a year later, started my own company as a sales trainer.

Okay.

All right.

So that's NEPQ probing question.

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?

Your tonality.

Very important for you to understand.

Now, okay, let's say the prospect comes back and says something like this.

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.

TRENDING

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.

☕ 커피 한 잔 사주기

ShadowingEnglish는 여러분의 지원 덕분에 100% 무료로 운영됩니다. 서버 및 AI 유지 비용이 많이 듭니다. 여러분의 커피 한 잔이 큰 힘이 됩니다! ��

PayPal로 기부하기

ShadowingEnglish.com – 영어 쉐도잉 연습

쉐도잉(Shadowing)으로 원어민처럼 영어를 말하세요. YouTube 영상을 한 문장씩 듣고 따라 말하며, 진짜 발음과 유창성을 키우세요. IELTS 학습자들이 선택한 방법.

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

인기 동영상

맥락 및 배경

일상적인 의사소통을 위한 5가지 핵심 문구

단계별 쉐도잉 가이드

쉐도잉이란? 영어 실력을 빠르게 키우는 과학적 방법

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

앱 다운로드

맥락 및 배경

일상적인 의사소통을 위한 5가지 핵심 문구

단계별 쉐도잉 가이드

쉐도잉이란? 영어 실력을 빠르게 키우는 과학적 방법