Building Urgency in Sales with NEPQ Consequence Questions

Introduction

• Problem: Losing prospects due to lack of urgency in sales
• Solution: Use NEPQ (Neuro Emotional Persuasion Questioning) consequence questions
• Objective: Show 5 NEPQ consequence questions to build urgency
• Format: Generic and industry-specific examples

Purpose of NEPQ Consequence Questions

1. Sow Doubt: Make prospect doubt their current situation without defensiveness
2. Defense: Get prospect to defend why they need to change their situation
3. Question: Make prospect question why they haven't changed yet

Importance of Timing

• Should be used three-fourths into the conversation
• Requires trust and credibility

Generic NEPQ Consequence Questions

1. What if...: "What if you don’t do anything about this problem and the situation gets worse?"
2. Have you thought...: "Have you thought about what would happen if you don’t do anything about this and it gets worse?"
3. Have you considered...: "Have you considered the possible ramifications if the company doesn’t change this?"

Tone and Delivery

• Use concern and empathy tone to build trust and avoid defensiveness
• Avoid monotone, robotic delivery

Industry-Specific Examples

SaaS (Software as a Service)

• Example: Manual data input issues for award ceremonies
• Question: "What if you don’t get an automated system put in place and keep losing two hours a day doing it manually?"
• Tone: Start challenging, end concerned

Financial Services (IUL)

• Example: Retirement planning with market volatility
• Question: "What’s your retirement going to look like if you stick with this strategy and face market ups and downs?"
• Follow-up: "Why look at doing this now?"

Dental Implants

• Example: Bone density loss affecting implant eligibility
• Question: "What happens if you don’t do anything about this and keep losing bone density?"
• Follow-up: "Do you want to keep living with pain if you don’t have to?"

Solar

• Example: Increasing energy rates from utility companies
• Question: "What happens if Edison keeps raising rates and you’re still paying higher bills in retirement?"
• Tone: Challenging to concern

Employee Benefits

• Example: Losing top executives to competitors with better benefits
• Question: "What happens if you stay on this plan and top people keep leaving?"

Automotive (Car Sales)

• Example: Unreliable car affecting job security
• Question: "What happens if your car keeps breaking down on your way to work?"
• Follow-up: "Do you want to keep putting yourself in this situation if you don’t have to?"

Cybersecurity

• Example: Issues with false positive rates
• Question: "What are the consequences if you keep rejecting good customers due to false positives?"

Life Insurance

• Example: Family financial security in the event of premature death
• Question: "What happens to Cindy if you pass away unexpectedly and she can’t pay for the house?"
• Follow-up: "Do you want her to face all that burden?

Fitness (Personal Trainer)

• Example: Concerns about long-term health due to obesity
• Question: "What happens if you don’t lose 125 pounds and face serious health issues?"
• Follow-up: "Are you willing to let that happen to your daughter?"

Additional Tips

• Use pauses and pacing in questions to avoid making prospects defensive
• Tailor questions to the specific problems and situations mentioned by the prospect
• Subscribing to the channel for more content and avoiding sharing with competitors

Conclusion

• NEPQ consequence questions are pivotal in creating urgency
• Using the right tone and tailoring to industry specifics can significantly improve sales outcomes
• Practice and refine question delivery through NEPQ methodology