Posers of Moon Series - Sales Structure and Objection Handling

Introduction

• Episode featuring Matt Ryder, CEO, currently in a meeting with Ryan Serhant.
• Ryan Serhant: Client known from Million Dollar Listing New York.
• Discussion on training real estate agents in lead generation and branding.
• Christian Polk, a top account executive from Miami, joins the discussion.

Sales Structure Challenges

• Salespeople often lack a structured sales process.
• Many sales reps either wing it or follow a loose script.
• Ineffective objection handling due to lack of structure.

Key Points on Sales Structure

• Lack of Structure: Sales reps often sound scripted, triggering client resistance.
• Objection Handling: Reps trigger objections by sounding scripted; need to prevent objections rather than just handle them.
• Contrasting Current & Future State: Important to guide clients from their current to desired state using effective questioning.

Common Sales Mistakes

• Sales reps often fail to ask effective questions.
• Questions are usually logical rather than emotional.
• Emphasized the importance of emotional decision-making in sales.

Improving Sales Conversations

• Use verbal cues to transition smoothly between questions.
• Avoid questions that every salesperson asks (e.g., "How are you doing today?").
• Focus on preventing objections by understanding client issues and consequences.

Training and Results

• NEPQ (Neuro Emotional Persuasion Questioning) training helps salespeople improve.
• Clients from various industries experience improvements in sales conversations.
• Training emphasizes understanding client pain and future aspirations.

Benefits of NEPQ

• Helps in reducing sales resistance through skilled questioning.
• Encourages internal tension in clients to drive decision-making.
• Provides a repeatable sales process adaptable to any industry.

Conclusion

• Encouragement to join the free Facebook group "Sales Revolution" for additional resources.
• NEPQ101 mini-course offered for free to new group members.
• Advanced training options available for those seeking deeper learning.

Final Thoughts

• Acknowledgement of Christian's contribution and success.
• Invitation for viewers to engage with more resources and training opportunities.

This session details significant insights into sales structuring, with emphasis on the importance of structured questioning and effective objection handling techniques to enhance sales outcomes. The NEPQ framework is highlighted as a transformative approach for sales professionals across industries.