Sales Training: New Model of Selling (NQ)

Introduction

• Target audience includes various sales roles:
  • Below average salespeople facing termination
  • Average salespeople wanting to improve
  • Good salespeople aiming to be the best
  • Top salespeople seeking industry-wide recognition
• Focus on the new model of selling: Neuro Emotional Persuasion Questions (NQ)

Old Model of Selling (IA)

• IA Model:
  • Attention, Interest, Desire, Action
• Breakdown of the Old Model:
  • 10%: Fake rapport through predictable questions
    • Examples: "How's your day?", "How's the weather?"
  • 10%: Surface-level questions (e.g., challenges, needs)
  • 50%: Features and benefits presentation
  • 30%: Closing and objection handling
• Drawbacks:
  • Creates sales resistance
  • Results in high attrition rates in sales

New Model of Selling (NQ)

• Focuses on emotional engagement rather than surface-level interaction
• Components of the NQ Model:
  • 85%: Building trust and emotional engagement
  • 10%: Presentation of solutions
  • 2-5%: Closing
• NQ utilizes behavioral science and human psychology for effective selling

Key Concepts in NQ

Engagement Stage

• Importance of building trust and emotional connection
• Using connection questions to disarm prospects and build rapport
• Shift from price-based to results-based thinking

Connection Questions

• Purpose:
  • Focus on the prospect, not the salesperson
  • Encourage results-based thinking
  • Disarm the prospect quickly
• Examples:
  • "What caused you to look into this?"
  • "What aspects of our service interested you?"
• Benefits of using tone and pacing to facilitate engagement

Situation Questions

• Aim to understand the prospect's current situation
• Identify their needs and challenges
• Examples:
  • "What are you currently using for [specific service]?"
  • "How long have you had this problem?"

Problem Awareness Questions

• Help both the salesperson and prospect identify deeper issues
• Facilitate understanding of the consequences of inaction
• Examples:
  • "What would happen if you don’t address this issue?"

Solution Awareness Questions

• Explore previous attempts to solve problems
• Paint a picture of the future after problems are resolved
• Examples:
  • "What results are you hoping to achieve with our solution?"

Consequence Questions

• Highlight the risks of not taking action
• Encourage the prospect to reflect on their situation
• Examples:
  • "What happens if you don’t address this issue?"

Commitment Questions

• Aim to secure micro-commitments or full commitments
• Shift focus from closing to committing to the next step
• Examples:
  • "Do you feel this is the right solution for you?"
  • "What specific aspects do you think will help you the most?"

Conclusion

• Emphasize the importance of adapting to the NQ model to improve sales effectiveness
• Encourage exploring further training and resources for mastering NQ techniques.