NEPQ Model: Modern Sales Techniques

Nov 25, 2024

Learn How to Sell More: NEPQ Model vs. Old Sales Model

Introduction

  • Target Audience: Salespeople of all levels, entrepreneurs, business owners, sales managers, coaches, consultants looking to improve sales skills.
  • Focus: Introducing the new model of selling called NEPQ (Neuro Emotional Persuasion Questioning).

Old Sales Model vs. NEPQ

Old Model (AIDA)

  • AIDA Model: Attention, Interest, Desire, Action.
  • Features:
    • Building fake rapport with predictable questions.
    • Surface level questions.
    • Emphasis on features and benefits.
    • High-pressure closing with objection handling.
    • Leads to a numbers game mentality.

New Model (NEPQ)

  • Goal: Build trust and create a gap from where the prospect is to where they want to be.
  • Focus: Results-based thinking over price/cost-based thinking.
  • Techniques:
    • Connection questions to lower prospects' guard.
    • Results-based thinking to prevent objections.
    • Problem finding and solution presentation.
    • Reduced emphasis on features and benefits.
    • Use of rank/status framing to increase situational authority.

Key Components of NEPQ

Connection Questions

  • Purpose: Disarm prospects, focus on results-based thinking.
  • Approach: Neutral, unbiased, calm, collected, and detached.
  • Techniques: Use of tonality, verbal pacing, and pattern interrupts to maintain engagement.

Situation Questions

  • Objective: Understand the prospect's real situation and help them see their own situation clearly.
  • Approach: Factual questions, tailored to industry specifics.

Problem Awareness Questions

  • Goal: Identify the root cause of problems, understand impacts personally and professionally.
  • Approach: Probing deeper into issues beyond surface-level problems.

Solution Awareness Questions

  • Objective: Discover past attempts to solve problems and envision future solutions.
  • Approach: Have prospects articulate what successful solutions would mean for them.

Consequence Questions

  • Purpose: Make prospects consider the negative outcomes of inaction.
  • Approach: Use of challenging and concerned tone to help prospects defend their need for change.

Commitment Questions

  • Goal: Secure small and large commitments towards purchase.
  • Approach: Use of micro and macro commitment strategies, focus on emotional appeals.

Implementation Examples

  • Industry Specific Examples: Tailoring questions for industries such as real estate, SaaS, auto dealerships, HVAC, financial services, employee benefits, etc.
  • Tactics: Verbal pacing, use of specific language to promote results-oriented thinking, and handling objections effectively.

Conclusion

  • Advice: Use NEPQ to improve sales effectiveness and reduce resistance.
  • Caution: Consider who you share NEPQ techniques with to maintain a competitive edge.

This overview of NEPQ outlines a strategic shift from outdated sales methods to a more nuanced, emotionally intelligent approach to selling, applicable across various industries. The key lies in understanding and nurturing the customer's perspective and guiding them to an emotionally-driven decision to buy.