Using NEPQ Questions to Build Sales Urgency

How many prospects do you feel you lose every single week, every single month, because you just have a hard time really building urgency in the sale, and they just keep procrastinating? Well, if that's you, come over to the Vibe board, and what I'm going to do is I'm going to show you five what are called NAPQ consequence questions, and then how to use them. I'm going to show you some generic versions, and then I'm going to show you some industry-specific versions, so you can tie in your industry to build far more urgency. than what you know how to do now. So you can sell more, you can close more. Come to the vibe board. I'm going to show you how this works. All right. So these are called NEPQ consequence questions, and they do three main things. First of all, they seed doubt. Okay. So we have to seed doubt. So they seed doubt that they might be making a mistake without the prospect getting defensive. Because how many times do you tell the prospect they're making a mistake by not going with you or They're making a mistake because they're choosing this product or service over a more expensive one that you have and then the prospect gets Defensive and their guard goes up a lot of that So I'm going to show you how to use any PQ consequence questions where the prospect feels that you're concerned for them And they don't get defensive. That's a big difference now The second thing that any PQ consequence questions do is most importantly they get the prospect to defend themselves Let me repeat that. Defend themselves on why they feel they need to change their situation. Now, if you're a salesperson, is it good for you to get the prospect to defend themselves on why they need what you're selling? Probably. Yeah, for sure. Now, I can't ask consequence questions at the beginning of a conversation because I don't have much trust or credibility. This is further on in the conversation, probably three-fourths of the way through when I built a gap from where they are to where they now see they can be. Now, the third thing they do is they also get the prospect to question their way of thinking of why they've allowed the problems to stay the same. Why haven't they changed their situation yet? What's holding them back? Okay. Now, in full disclosure, I just got out of the hospital. Okay. I had a huge leg operation. I've still got an IV in my arm because there was a staph infection that I got at the hospital. So you guys are just going to have to deal with it. I'm just wearing shorts today. My doctor said I'm not even supposed to be walking. But I came in here in the office just for you guys because I love you that much, all right? Now, I'm going to show you these questions. Now, I'm also going to show you, I'm going to show you generic versions of these, and then I picked out about eight or nine different industries, and I'm going to show you how to tie in your industry with consequence questions. I'm going to show you the format to do that, so make sure you pay attention here. This is very important for you right here about what I'm going to show you, okay? So let me show you the generic versions first. and then I'm going to show you more industry-specific versions, all right? Okay, generic versions. What if you don't do anything about this problem and the situation gets even worse? Okay, now, this is generic. You're never going to say, what if you don't do anything about this problem, okay? You're going to repeat the actual problem that they told you, okay? You want to make it specific to that prospect. You don't want to use vague terms like problems, situations, and solution. Those are abstract, vague. terms, all right? You have to plug in the actual problem and plug in what their real situation is. Like I said, this is generic. I'm showing you the generic structure so you can plug that in for your industry. Or this one right here. Have you thought about what would happen if you don't do anything about this? What happens if you don't do anything about this and this gets worse? See, that's kind of a concern tone. It's also kind of a challenging concern tone that I'm using there. I'll show you why I'm using that tone here in a second. How about this one? Have you considered the possible ramifications if the company doesn't change this? Concern tone. Now, why would I use a concern tone there? Because a concern tone is a tone that shows empathy. It shows that I'm concerned for their situation, their problems not getting solved. That builds massive trust because they generally feel I'm concerned. If I don't use a concern, have you considered the possible ramifications if you don't do anything about this? See that monotone voice? You will never get the prospect to emotionally open up because you sound like a scripted robot. What happens if this doesn't change for you guys? That's a concern tone, okay? A tone that gets them to open up emotionally because there's more trust there. They feel like you're generally concerned for them. Okay, now those are three generic NEPQ consequence questions. Now, what I'm also going to do, like I said, I picked about eight or nine different industries, and I'm going to show you. How to break down and how to tie in your industry to those consequence questions. Okay, very important, so pay attention, all right? Even if these industries are different than yours, now we train 161 different industries. including yours watching me here on this video, but I can't show you on this video training 160 different one industries for consequence questions. We'd be on here for about 17 years. Okay. So I'm just going to show you a few. Okay. Let's say if you sold SAS, I'll give you an example for there. That's a huge industry we train. I want to say it's about the seventh or eighth largest industry we train in the world. I have 161 industries, big industry for us. Okay. Now let's say in this example, the prospect has a manual process. of how they're actually inputting their data for their award ceremonies. Let's say it's a big enterprise company. It's got thousands of employees. The judges get pissed off. This person's job is to make sure the data is right for the contest, and they're having to manually do it a couple of hours a day. Your SaaS, your software, does it automatically, which eliminates those hours a day that the employees have to do it. So what if you don't? Now, I want to show you one thing. You're going to start off with a challenging tone, and then you're going to end with a concerned tone. Okay, it's very important that you understand the differences here. So I'm going to start off challenging. Pay attention to my tonality right here. Very important for you, okay? What if you don't get an automated system put in place, and you keep losing two hours a day having to do it manually? Then the judges get pissed off. I mean, what would happen to your job at that point? Now. The reason why I want to use a challenging tone at the beginning of a consequence question is because my very last question right before that, which we call solution awareness questions, gets them to see what the future looks like once the newfound problems are solved. So they're on an emotional high. I want to keep that high by asking this in a challenging tone, and at the very end, I'm going to lower my voice into more of a softer concern tone, a tone that shows empathy. So what if you don't get this automated system in place? and you keep having to spend two hours a day having to do it all manually, then the judges get fed up. I mean, what would happen to your job at that point? Concerned tone. Okay, see the difference in that. Now, let's say if you sold Index Universal Life, like IULs, that's a huge industry we train as well. Let me show you the differences here. Now, you're going to notice that the formula, the format is the same. So, I want you to take a pen and a piece of paper, watching me here right now, take a pen and a piece of paper. and start plugging in your industry specifics to the same formula. Okay, so John, I mean, what's your retirement going to look like if you just stick with Ameriprise's strategy and you keep having all these ups and downs in the market? I mean, how are you going to be able to retire by the time you're 63? If that's what he said, he wanted to retire by 63. Now, I just threw in a financial investment firm called Ameriprise because that's actually who I use. And Ameriprise, you're not one of our clients yet. So I'm going to have to use you in these videos if you don't become a client of Ameriprise. What are you doing here? So what is your retirement going to look like if you just stick with Ameriprise's strategy and you keep having all these ups and downs in the market? I mean, how are you going to be able to retire time you're 63? See, start off with a challenging tone to keep the emotion high, and I end with the concern tone. Okay? Now, let's say they come back. Because you got to know what they're going to say. Oh, no, I definitely need to do something. Well, for you, though, why look at doing this now? I mean, why not push it down the road and just hope and pray that the market somehow stays consistent every year? Now, see what I did. This is a question here that gets them to admit that that can never happen. So if I sold IULs, we all know the market doesn't stay consistent every year for 100 years. There's always ups and downs. And IULs... That product there causes it to stay, not the market to stay consistent, but it protects your principle. So even if the market goes way down to negative 10%, you just didn't make anything. But if the market goes up 40%, maybe only make 12%. So it's a consistent income, okay? Retirement income. But for you, I mean, why look at doing this now? See? Why look at doing this now? Like, why not push it down the road and just hope and pray that somehow the markets just stay consistent every year? Well, the reason why I need to do this now is, and now they start to defend themselves on why they need to change their situation now. See, the important word here is now. Okay, but for you, why look at doing this now? Why not push it down the road like a lot of people do and just hope and pray that the market's just going to somehow stay consistent every year? When they start telling you why they need to do it now, they're also telling who? Themselves. See how they're defending themselves on why they need to change now. That builds massive urgency in the sale for them to buy now, not keep pushing it down the road. But I could never do that if I didn't know how to ask those type of questions. and especially how to use my tone. All right, does that make sense? Now, in the chats or in the comments, type in me if that makes sense to you, what I just did there. Now, let me show you a few more industries here, completely different ones, but I'm gonna show you the formulas the same. Let's say if you sold dental implants. It's a big industry for us as well. We train one of the biggest companies in the United States up in Salt Lake City, Utah that do dental implants. They do hundreds of millions a year in sales. But what happens if you don't do anything about this and you keep losing the bone density in your jaw? And now you can't even get implants at that point. Oh, well, see? Challenging to concern tone. Now, let's say they come back because they could come back and say, well, I don't know. I guess I'll just hope and pray that something works out. Okay. Or they give you something. Well, I don't know. I just have to figure something out. Well, I mean, do you want to have to keep living with all that pain in your mouth if you, I mean, if you didn't have to? Do you want to have to keep living with all that pain in your mouth if you, I mean, if you didn't have to? Well, no, if I didn't have to. Well, whose choice is it? See, see how I'm doing that. Now, if you're looking for any PQ consequence questions for your industry, first thing for you to do, go ahead and subscribe to this channel. I will tell you, let me give you a word of advice, though, just some caution. Do not share. If you subscribe to this channel, do not share this with your competitors. Okay, so if you have a friend that sells the same thing you do that you compete with. Don't share the YouTube video with them because you don't want them to know what I'm showing you here on this vibe board because you're competing against them. So if you're going to subscribe to the channel, make sure you only share it with salespeople that are outside of your industry so you don't have to compete with them. All right, take my advice on that. I promise you on that. Let's go do another industry specific example. Let's say if you sell solar now. This is, I want to say, the fifth or sixth largest industry in the world. We train huge industry force. Say same thing. Remember, I'm going to start off with a challenging tone and then end with a concerned tone. What happens if you don't do anything about this? Edison keeps raising your rates every year like they have, but now, you know, 25 years later, you're 75, 80 years old and you're starting to pay the bill every month. But where's the bill going to be in 25 years? Yeah, like three or four times higher. But now you're on a retirement income and the bill's four times higher. I mean, how would you guys pay for it at that point? challenging tone to concern tone. Now, what are these little periods here? These are verbal pauses. So anytime you ask a question that is a long question, you have to learn how to have verbal pauses in there and how to pace out the question so it doesn't go too fast. Because one of the biggest reasons why your prospects give you vague, generalized surface level answers is because you ask your questions so fast. And when you ask questions so fast, you give them no time. to think deeper and internalize what you just asked. Because you ask it too fast. So you get vague reaction answers and they don't go below the surface. That's why you get a lot of objections at the end. Okay. Let's go to a completely different industry. Let's say if you sold employee benefits, huge industry we trained as well, same formula. And let's say that they're losing some of their top executives to a competitor that's offering them better benefits. And you can solve that. Okay. But on the flip side, I mean, what happens to you if you guys just stay on this plan And your top people keep going over to XYZ competitor because they get better benefits. I mean, what are the consequences for the company at that point? Challenging tone, start off the question to a concern tone, a tone that shows empathy. You see with me on there? Oh, I don't know. We'd have to figure something. I mean, do you want to have to keep going through all that if you, I mean, if you didn't have to? This you don't have to use every time. It just depends on how they answer this question right here. Sometimes I'll answer that seven different ways. If you're looking for every single way to answer based off their answer, you'll probably want to get in our virtual training courses because we train you all that in there. This is just a basic training here that I'm doing for you. You'd want to get in our client training that has all the answers in there. Let's say if you sold cars. Big industry, we train it as well. Let's say that the car they have now keeps breaking down when they go to work. They're late. They feel like their boss is going to fire them if it happens. Once again, okay? So what happens if you just keep your car and it keeps breaking down on your way to work? I mean, what would happen to your job at that point? Concern tone. Challenging tone to concern tone. Okay, okay. Oh, they're like, oh, I definitely have to get a different. Okay, so it's important for you to do something then. Okay. It just depends. I could say this as well. I mean, do you want to keep putting yourself in that situation if you, I mean, if you didn't have to? Now, I have to ask that in a concerned tone, right? Because if I ask it in like a defensive tone, like, well, do you want to keep... yourself in this situation if you didn't have to, the prospect's going to get what? Defensive. But if I use a concern tone with my hand on my chest, I mean, do you want to have to put yourself in that situation if you, you know, if you didn't have to? Concern tone. They don't get defensive because they feel like I'm genuinely concerned for the consequence if they don't change. You with me on that? Okay, let me show you a few more here real quick. You want me to show you a few more or just shut it all down? Should I just shut it all down? Show you a few more? What do you want me to do? Okay. Let's say if you sold cybersecurity. This is another big industry we're training, one of the top 30 industries. So if you continue to use XYZ vendor, what are the consequences if you don't do anything about your false positive rates and you guys just continually keep rejecting a lot of good customers? Let's say if I'm selling to a bank, okay? So if they don't do anything about changing their false positive rates because they don't have the right security in there, okay? They're rejecting all these good customers. The bottom line of the bank suffers because of that. Okay. If they give me a negative response, like, oh, I don't know what had to figure. I mean, do you want to have to have that keep happening to your bank? If you, I mean, if you guys didn't have to. Okay. See what I'm doing there. Okay. Let me go through another one or two here. Okay. Let's say you're a marriage therapist. I'm showing you all different niches today, different industries that have nothing to do with each other. But what are you noticing about each industry I'm showing that what. The formula is the exact same. There's no difference there. See what I'm doing here? What if you don't do anything about this and you keep having these issues with Bob where you're just arguing and you just keep feeling all this resentment and that keeps going on like, I don't know, another three, six or 12 months. I mean, what's going to happen to your marriage at that point? Now they think deeper, internalize what is going to happen if they keep arguing. arguing and resenting each other for another six to twelve months. The marriage is over. Okay? Or what about this? I could lean in sometimes with the consequence question and just say it more simply. What happens to your marriage if this doesn't change? What happens to your marriage if you don't go through counseling together? Concern tone. Okay? So why look at doing therapy now? I mean, why not push it down the road like a lot of couples do who end up getting divorced? Well, the reason why we have to do it now is... and the prospect tells you why they're doing it, but more importantly, who are they telling? Themselves. That builds a massive urgency for them to want to change and do that with you. Are you with me on what that does? Okay. All right. Let me show you another one here. Let's see what we got here. All right. Let's say if you sold general life insurance here, biggest in, I think it's the first or second largest industry we've trained in the world now. So, I mean, what if you don't do anything about this, Dan, and you I don't know, you end up passing away years before you thought you would because none of us know when. I mean, how would Cindy end up paying for the house and all the expenses at that point without your income? Causes Dan to internalize. Oh, crap. How is she going to pay? Let's say that Dan is a corporate executive and Cindy wanted to be a teacher because she wanted to have her summers off and be with her kids. So her income is less than the corporate executive in that example. I mean, do you want her to have to go through all that if you didn't have to? Let me give you a different example. Let's say if you sold mortgage protection. Okay, I'll just kind of show you how this role play could go. So, so Dan, if we lost your income of the $9,000 a month, how many months would Cindy be able to pay for the mortgage without your income? Now, what if Dan come back and says, well, I'm not really sure. What are you going to do? Oh, okay. And go to the next question. No, you got to find out. Well, if you really thought about how many months could she even pay it? Well, if you really thought about how many months. That's when any prospect says, I'm not really sure. Just say, well, if you really thought about it and that automatically makes the prospect do what? Think about the question you just asked. Are you with me on that? Okay. Now let's say if they come back, oh, I don't know, probably four or five months. So I mean, what, what happens to her and the kids at that point though? Concerned Now the prospect thinks what? Oh crap. That's not good. They're going to be on their own after four or five months because I don't have the right insurance policy to pay for that. I don't know. I guess they'd have to sell the house and move. Let's say they said, I don't know. I guess they'd have to sell the house and move. Well, I mean, what happens if they can't sell it that quickly because of the high interest rates that are going on? Now I get into thinking like, oh crap, maybe they can't sell the home in two or three months and it's going to go into foreclosure and lose all that equity. Well, I guess they just have to accept a lower offer. Well, I mean, do you want them to have to move and go through all that if you didn't have to? Concerned? Well, no, not at all, right? Well, you certainly... Now, here's the way. I'm going to push them away. I'm going to push them away to get them to pull me back in. Well, I mean, you certainly sound motivated, but for you, why look at doing this now? I mean, why not push it down the road like a lot of guys do end up leaving all their burden and stress on their spouse that they leave behind? For you, why look at doing... I mean, you certainly sound motivated, but for you, why look at doing this now, though? See, the key word here is now. See, I'm building urgency. Why look at doing this now? Why not... See, I'm going to pause it. Why look at doing this now? Why not... push it down the road like a lot of people do who end up leaving all that burden of stress on their spouse's shoulders. Well, the reason why I need to do good doing this now is because of, and they start telling themselves while they're doing it, which is the highest form of persuasion. You see what we're doing there. Okay. Let me show you another example. I'm just warming up here for you guys. Let's say if you sold home improvement, home improvement, gosh, I want to say. Maybe the fourth or fifth largest industry we train now. It's a big one. Okay, let's say if you sold pools and let's say that you found out that the grandparents want to put a big nice pool in their backyard because their grandkids are driving down to the YMCA and they're missing out on all those memories that they want to make in the summers with their grandkids. Grandkids don't want to come over because they don't have a pool and it's hot. Say you live in Florida. So what happens if you don't end up putting a pool in? And the grandkids keep having to go all the way down to the YMCA, and you guys miss out on all those memories of the grandkids growing up, okay? And I'm going to repeat back this. In this example, I'm repeating back a negative consequence of the problem. Oh, I don't know. Well, do you want to have to, I mean, I don't want to say this, but do you want to have to miss out on all those memories with them if you, I mean, if you didn't have to? Well, no, if I didn't have to. So how, now I could ask a qualifying question. So how important is it for you to change your situation, put the pullback in, and actually have those memories with the grandkids that you're going to remember forever? Okay, I could ask that if I wanted to. That's an NAPQ qualifying question. Let's say if I sold software. I mean, I literally could show you this for every single industry. We already train, well, we train, there's 163 industries on the planet, according to Forbes magazine. There's subcategories of each. We're on all of those. We train 161 of 163, including yours. watching me in this video. Okay, but on the flip side, what happens if you don't do anything about this? Your reps keep using those spreadsheets and you keep losing out on 12 plus deals every month and that just keeps going on month after month. I mean, what is your boss gonna do to you? Point. If they said they're losing deals because they don't have a CRM, they're just manually keeping track of sales and leads, okay? I mean, you certainly sound, whoa, no, I need to do something for sure. You certainly sound motivated, but... What are the ramifications for you personally if this doesn't get fixed? Oh gosh, I might lose my job. Do you want to have to lose your job though if you didn't have to? See what I'm doing there? Okay. Nice and simple stuff here. Let's say if you sold fitness. It's a big industry for us. Let's say you work at a gym. You're a personal trainer. You do weight loss. It doesn't matter. What happens if you don't start losing this 125 pounds now? Let's say that they felt like they're 125 pounds overweight. So what happens if you don't start losing this 125 pounds? Prospect, oh, I don't know. I guess I die early. Or maybe they say, well, I don't know. I just don't know what would... Well, if you really thought about what's going to happen with all that weight being pushed on your organs every... Yeah, heart attack. Well, are you willing to let that happen to your daughter? So let's say their concern was that they weren't going to live... long enough to walk their daughter down the aisle because they're 125 pounds overweight. And with that weight, as you know, it's crushing your organs every day, all that weight on your heart and your, you know, your whatever's in here, all this stuff, right? Are you willing to let that happen to her though? I have to ask that in a concerned tone. Because if I say, well, are you willing to let that happen to your daughter? Well, no, you know, they're going to get defensive. Are you willing to let that happen? Okay. Well, no, no way. I mean, you certainly sound motivated. I mean, for you. Why look at doing this now though? Why not keep pushing down the road like a lot of dads do who end up just dying years before they thought, before they should? Well, the reason why I have to do this now is, okay, see what we're doing there? Hope that video helped you today. Now, if you want more videos like this, go ahead and click the subscribe button. Let me give you a word of advice. So like I said earlier, don't share this training video or this channel with your competitor. So if you've got a friend that sells the same thing you do, probably don't share. the channel with them because you're competing with them. You don't want them to know the stuff that I share with you on this channel, right? So only share it with your friends or people in sales who are outside of your industry. Or if you're like a sales manager and you want to share it with people you're training, of course, share it with them. Hope that helped you today.

than what you know how to do now. So you can sell more, you can close more. Come to the vibe board.

I'm going to show you how this works. All right. So these are called NEPQ consequence questions, and they do three main things.

First of all, they seed doubt. Okay. So we have to seed doubt. So they seed doubt that they might be making a mistake without the prospect getting defensive.

Because how many times do you tell the prospect they're making a mistake by not going with you or They're making a mistake because they're choosing this product or service over a more expensive one that you have and then the prospect gets Defensive and their guard goes up a lot of that So I'm going to show you how to use any PQ consequence questions where the prospect feels that you're concerned for them And they don't get defensive. That's a big difference now The second thing that any PQ consequence questions do is most importantly they get the prospect to defend themselves Let me repeat that. Defend themselves on why they feel they need to change their situation. Now, if you're a salesperson, is it good for you to get the prospect to defend themselves on why they need what you're selling? Probably.

Yeah, for sure. Now, I can't ask consequence questions at the beginning of a conversation because I don't have much trust or credibility. This is further on in the conversation, probably three-fourths of the way through when I built a gap from where they are to where they now see they can be. Now, the third thing they do is they also get the prospect to question their way of thinking of why they've allowed the problems to stay the same. Why haven't they changed their situation yet?

What's holding them back? Okay. Now, in full disclosure, I just got out of the hospital. Okay. I had a huge leg operation.

I've still got an IV in my arm because there was a staph infection that I got at the hospital. So you guys are just going to have to deal with it. I'm just wearing shorts today.

My doctor said I'm not even supposed to be walking. But I came in here in the office just for you guys because I love you that much, all right? Now, I'm going to show you these questions. Now, I'm also going to show you, I'm going to show you generic versions of these, and then I picked out about eight or nine different industries, and I'm going to show you how to tie in your industry with consequence questions. I'm going to show you the format to do that, so make sure you pay attention here.

This is very important for you right here about what I'm going to show you, okay? So let me show you the generic versions first. and then I'm going to show you more industry-specific versions, all right?

Okay, generic versions. What if you don't do anything about this problem and the situation gets even worse? Okay, now, this is generic. You're never going to say, what if you don't do anything about this problem, okay?

You're going to repeat the actual problem that they told you, okay? You want to make it specific to that prospect. You don't want to use vague terms like problems, situations, and solution. Those are abstract, vague.

terms, all right? You have to plug in the actual problem and plug in what their real situation is. Like I said, this is generic. I'm showing you the generic structure so you can plug that in for your industry. Or this one right here.

Have you thought about what would happen if you don't do anything about this? What happens if you don't do anything about this and this gets worse? See, that's kind of a concern tone.

It's also kind of a challenging concern tone that I'm using there. I'll show you why I'm using that tone here in a second. How about this one?

Have you considered the possible ramifications if the company doesn't change this? Concern tone. Now, why would I use a concern tone there?

Because a concern tone is a tone that shows empathy. It shows that I'm concerned for their situation, their problems not getting solved. That builds massive trust because they generally feel I'm concerned.

If I don't use a concern, have you considered the possible ramifications if you don't do anything about this? See that monotone voice? You will never get the prospect to emotionally open up because you sound like a scripted robot. What happens if this doesn't change for you guys? That's a concern tone, okay?

A tone that gets them to open up emotionally because there's more trust there. They feel like you're generally concerned for them. Okay, now those are three generic NEPQ consequence questions. Now, what I'm also going to do, like I said, I picked about eight or nine different industries, and I'm going to show you. How to break down and how to tie in your industry to those consequence questions.

Okay, very important, so pay attention, all right? Even if these industries are different than yours, now we train 161 different industries. including yours watching me here on this video, but I can't show you on this video training 160 different one industries for consequence questions.

We'd be on here for about 17 years. Okay. So I'm just going to show you a few.

Okay. Let's say if you sold SAS, I'll give you an example for there. That's a huge industry we train. I want to say it's about the seventh or eighth largest industry we train in the world.

I have 161 industries, big industry for us. Okay. Now let's say in this example, the prospect has a manual process. of how they're actually inputting their data for their award ceremonies.

Let's say it's a big enterprise company. It's got thousands of employees. The judges get pissed off.

This person's job is to make sure the data is right for the contest, and they're having to manually do it a couple of hours a day. Your SaaS, your software, does it automatically, which eliminates those hours a day that the employees have to do it. So what if you don't? Now, I want to show you one thing. You're going to start off with a challenging tone, and then you're going to end with a concerned tone.

Okay, it's very important that you understand the differences here. So I'm going to start off challenging. Pay attention to my tonality right here. Very important for you, okay? What if you don't get an automated system put in place, and you keep losing two hours a day having to do it manually?

Then the judges get pissed off. I mean, what would happen to your job at that point? Now. The reason why I want to use a challenging tone at the beginning of a consequence question is because my very last question right before that, which we call solution awareness questions, gets them to see what the future looks like once the newfound problems are solved. So they're on an emotional high.

I want to keep that high by asking this in a challenging tone, and at the very end, I'm going to lower my voice into more of a softer concern tone, a tone that shows empathy. So what if you don't get this automated system in place? and you keep having to spend two hours a day having to do it all manually, then the judges get fed up. I mean, what would happen to your job at that point? Concerned tone.

Okay, see the difference in that. Now, let's say if you sold Index Universal Life, like IULs, that's a huge industry we train as well. Let me show you the differences here. Now, you're going to notice that the formula, the format is the same.

So, I want you to take a pen and a piece of paper, watching me here right now, take a pen and a piece of paper. and start plugging in your industry specifics to the same formula. Okay, so John, I mean, what's your retirement going to look like if you just stick with Ameriprise's strategy and you keep having all these ups and downs in the market?

I mean, how are you going to be able to retire by the time you're 63? If that's what he said, he wanted to retire by 63. Now, I just threw in a financial investment firm called Ameriprise because that's actually who I use. And Ameriprise, you're not one of our clients yet. So I'm going to have to use you in these videos if you don't become a client of Ameriprise. What are you doing here?

So what is your retirement going to look like if you just stick with Ameriprise's strategy and you keep having all these ups and downs in the market? I mean, how are you going to be able to retire time you're 63? See, start off with a challenging tone to keep the emotion high, and I end with the concern tone.

Okay? Now, let's say they come back. Because you got to know what they're going to say. Oh, no, I definitely need to do something. Well, for you, though, why look at doing this now?

I mean, why not push it down the road and just hope and pray that the market somehow stays consistent every year? Now, see what I did. This is a question here that gets them to admit that that can never happen.

So if I sold IULs, we all know the market doesn't stay consistent every year for 100 years. There's always ups and downs. And IULs... That product there causes it to stay, not the market to stay consistent, but it protects your principle. So even if the market goes way down to negative 10%, you just didn't make anything.

But if the market goes up 40%, maybe only make 12%. So it's a consistent income, okay? Retirement income. But for you, I mean, why look at doing this now?

See? Why look at doing this now? Like, why not push it down the road and just hope and pray that somehow the markets just stay consistent every year?

Well, the reason why I need to do this now is, and now they start to defend themselves on why they need to change their situation now. See, the important word here is now. Okay, but for you, why look at doing this now? Why not push it down the road like a lot of people do and just hope and pray that the market's just going to somehow stay consistent every year?

When they start telling you why they need to do it now, they're also telling who? Themselves. See how they're defending themselves on why they need to change now.

That builds massive urgency in the sale for them to buy now, not keep pushing it down the road. But I could never do that if I didn't know how to ask those type of questions. and especially how to use my tone.

All right, does that make sense? Now, in the chats or in the comments, type in me if that makes sense to you, what I just did there. Now, let me show you a few more industries here, completely different ones, but I'm gonna show you the formulas the same. Let's say if you sold dental implants.

It's a big industry for us as well. We train one of the biggest companies in the United States up in Salt Lake City, Utah that do dental implants. They do hundreds of millions a year in sales. But what happens if you don't do anything about this and you keep losing the bone density in your jaw?

And now you can't even get implants at that point. Oh, well, see? Challenging to concern tone. Now, let's say they come back because they could come back and say, well, I don't know. I guess I'll just hope and pray that something works out.

Okay. Or they give you something. Well, I don't know. I just have to figure something out.

Well, I mean, do you want to have to keep living with all that pain in your mouth if you, I mean, if you didn't have to? Do you want to have to keep living with all that pain in your mouth if you, I mean, if you didn't have to? Well, no, if I didn't have to. Well, whose choice is it? See, see how I'm doing that.

Now, if you're looking for any PQ consequence questions for your industry, first thing for you to do, go ahead and subscribe to this channel. I will tell you, let me give you a word of advice, though, just some caution. Do not share. If you subscribe to this channel, do not share this with your competitors. Okay, so if you have a friend that sells the same thing you do that you compete with.

Don't share the YouTube video with them because you don't want them to know what I'm showing you here on this vibe board because you're competing against them. So if you're going to subscribe to the channel, make sure you only share it with salespeople that are outside of your industry so you don't have to compete with them. All right, take my advice on that. I promise you on that.

Let's go do another industry specific example. Let's say if you sell solar now. This is, I want to say, the fifth or sixth largest industry in the world.

We train huge industry force. Say same thing. Remember, I'm going to start off with a challenging tone and then end with a concerned tone.

What happens if you don't do anything about this? Edison keeps raising your rates every year like they have, but now, you know, 25 years later, you're 75, 80 years old and you're starting to pay the bill every month. But where's the bill going to be in 25 years?

Yeah, like three or four times higher. But now you're on a retirement income and the bill's four times higher. I mean, how would you guys pay for it at that point?

challenging tone to concern tone. Now, what are these little periods here? These are verbal pauses.

So anytime you ask a question that is a long question, you have to learn how to have verbal pauses in there and how to pace out the question so it doesn't go too fast. Because one of the biggest reasons why your prospects give you vague, generalized surface level answers is because you ask your questions so fast. And when you ask questions so fast, you give them no time.

to think deeper and internalize what you just asked. Because you ask it too fast. So you get vague reaction answers and they don't go below the surface.

That's why you get a lot of objections at the end. Okay. Let's go to a completely different industry. Let's say if you sold employee benefits, huge industry we trained as well, same formula. And let's say that they're losing some of their top executives to a competitor that's offering them better benefits.

And you can solve that. Okay. But on the flip side, I mean, what happens to you if you guys just stay on this plan And your top people keep going over to XYZ competitor because they get better benefits.

I mean, what are the consequences for the company at that point? Challenging tone, start off the question to a concern tone, a tone that shows empathy. You see with me on there? Oh, I don't know. We'd have to figure something.

I mean, do you want to have to keep going through all that if you, I mean, if you didn't have to? This you don't have to use every time. It just depends on how they answer this question right here. Sometimes I'll answer that seven different ways. If you're looking for every single way to answer based off their answer, you'll probably want to get in our virtual training courses because we train you all that in there.

This is just a basic training here that I'm doing for you. You'd want to get in our client training that has all the answers in there. Let's say if you sold cars. Big industry, we train it as well. Let's say that the car they have now keeps breaking down when they go to work.

They're late. They feel like their boss is going to fire them if it happens. Once again, okay?

So what happens if you just keep your car and it keeps breaking down on your way to work? I mean, what would happen to your job at that point? Concern tone. Challenging tone to concern tone.

Okay, okay. Oh, they're like, oh, I definitely have to get a different. Okay, so it's important for you to do something then.

Okay. It just depends. I could say this as well.

I mean, do you want to keep putting yourself in that situation if you, I mean, if you didn't have to? Now, I have to ask that in a concerned tone, right? Because if I ask it in like a defensive tone, like, well, do you want to keep... yourself in this situation if you didn't have to, the prospect's going to get what?

Defensive. But if I use a concern tone with my hand on my chest, I mean, do you want to have to put yourself in that situation if you, you know, if you didn't have to? Concern tone. They don't get defensive because they feel like I'm genuinely concerned for the consequence if they don't change.

You with me on that? Okay, let me show you a few more here real quick. You want me to show you a few more or just shut it all down? Should I just shut it all down? Show you a few more?

What do you want me to do? Okay. Let's say if you sold cybersecurity.

This is another big industry we're training, one of the top 30 industries. So if you continue to use XYZ vendor, what are the consequences if you don't do anything about your false positive rates and you guys just continually keep rejecting a lot of good customers? Let's say if I'm selling to a bank, okay?

So if they don't do anything about changing their false positive rates because they don't have the right security in there, okay? They're rejecting all these good customers. The bottom line of the bank suffers because of that. Okay. If they give me a negative response, like, oh, I don't know what had to figure.

I mean, do you want to have to have that keep happening to your bank? If you, I mean, if you guys didn't have to. Okay. See what I'm doing there. Okay.

Let me go through another one or two here. Okay. Let's say you're a marriage therapist.

I'm showing you all different niches today, different industries that have nothing to do with each other. But what are you noticing about each industry I'm showing that what. The formula is the exact same. There's no difference there. See what I'm doing here?

What if you don't do anything about this and you keep having these issues with Bob where you're just arguing and you just keep feeling all this resentment and that keeps going on like, I don't know, another three, six or 12 months. I mean, what's going to happen to your marriage at that point? Now they think deeper, internalize what is going to happen if they keep arguing. arguing and resenting each other for another six to twelve months.

The marriage is over. Okay? Or what about this? I could lean in sometimes with the consequence question and just say it more simply.

What happens to your marriage if this doesn't change? What happens to your marriage if you don't go through counseling together? Concern tone.

Okay? So why look at doing therapy now? I mean, why not push it down the road like a lot of couples do who end up getting divorced?

Well, the reason why we have to do it now is... and the prospect tells you why they're doing it, but more importantly, who are they telling? Themselves. That builds a massive urgency for them to want to change and do that with you. Are you with me on what that does?

Okay. All right. Let me show you another one here.

Let's see what we got here. All right. Let's say if you sold general life insurance here, biggest in, I think it's the first or second largest industry we've trained in the world now.

So, I mean, what if you don't do anything about this, Dan, and you I don't know, you end up passing away years before you thought you would because none of us know when. I mean, how would Cindy end up paying for the house and all the expenses at that point without your income? Causes Dan to internalize.

Oh, crap. How is she going to pay? Let's say that Dan is a corporate executive and Cindy wanted to be a teacher because she wanted to have her summers off and be with her kids. So her income is less than the corporate executive in that example.

I mean, do you want her to have to go through all that if you didn't have to? Let me give you a different example. Let's say if you sold mortgage protection. Okay, I'll just kind of show you how this role play could go.

So, so Dan, if we lost your income of the $9,000 a month, how many months would Cindy be able to pay for the mortgage without your income? Now, what if Dan come back and says, well, I'm not really sure. What are you going to do?

Oh, okay. And go to the next question. No, you got to find out. Well, if you really thought about how many months could she even pay it? Well, if you really thought about how many months.

That's when any prospect says, I'm not really sure. Just say, well, if you really thought about it and that automatically makes the prospect do what? Think about the question you just asked. Are you with me on that?

Okay. Now let's say if they come back, oh, I don't know, probably four or five months. So I mean, what, what happens to her and the kids at that point though?

Concerned Now the prospect thinks what? Oh crap. That's not good. They're going to be on their own after four or five months because I don't have the right insurance policy to pay for that. I don't know.

I guess they'd have to sell the house and move. Let's say they said, I don't know. I guess they'd have to sell the house and move.

Well, I mean, what happens if they can't sell it that quickly because of the high interest rates that are going on? Now I get into thinking like, oh crap, maybe they can't sell the home in two or three months and it's going to go into foreclosure and lose all that equity. Well, I guess they just have to accept a lower offer.

Well, I mean, do you want them to have to move and go through all that if you didn't have to? Concerned? Well, no, not at all, right?

Well, you certainly... Now, here's the way. I'm going to push them away. I'm going to push them away to get them to pull me back in.

Well, I mean, you certainly sound motivated, but for you, why look at doing this now? I mean, why not push it down the road like a lot of guys do end up leaving all their burden and stress on their spouse that they leave behind? For you, why look at doing...

I mean, you certainly sound motivated, but for you, why look at doing this now, though? See, the key word here is now. See, I'm building urgency. Why look at doing this now?

Why not... See, I'm going to pause it. Why look at doing this now?

Why not... push it down the road like a lot of people do who end up leaving all that burden of stress on their spouse's shoulders. Well, the reason why I need to do good doing this now is because of, and they start telling themselves while they're doing it, which is the highest form of persuasion. You see what we're doing there. Okay.

Let me show you another example. I'm just warming up here for you guys. Let's say if you sold home improvement, home improvement, gosh, I want to say. Maybe the fourth or fifth largest industry we train now. It's a big one.

Okay, let's say if you sold pools and let's say that you found out that the grandparents want to put a big nice pool in their backyard because their grandkids are driving down to the YMCA and they're missing out on all those memories that they want to make in the summers with their grandkids. Grandkids don't want to come over because they don't have a pool and it's hot. Say you live in Florida. So what happens if you don't end up putting a pool in?

And the grandkids keep having to go all the way down to the YMCA, and you guys miss out on all those memories of the grandkids growing up, okay? And I'm going to repeat back this. In this example, I'm repeating back a negative consequence of the problem.

Oh, I don't know. Well, do you want to have to, I mean, I don't want to say this, but do you want to have to miss out on all those memories with them if you, I mean, if you didn't have to? Well, no, if I didn't have to.

So how, now I could ask a qualifying question. So how important is it for you to change your situation, put the pullback in, and actually have those memories with the grandkids that you're going to remember forever? Okay, I could ask that if I wanted to. That's an NAPQ qualifying question. Let's say if I sold software.

I mean, I literally could show you this for every single industry. We already train, well, we train, there's 163 industries on the planet, according to Forbes magazine. There's subcategories of each.

We're on all of those. We train 161 of 163, including yours. watching me in this video.

Okay, but on the flip side, what happens if you don't do anything about this? Your reps keep using those spreadsheets and you keep losing out on 12 plus deals every month and that just keeps going on month after month. I mean, what is your boss gonna do to you? Point. If they said they're losing deals because they don't have a CRM, they're just manually keeping track of sales and leads, okay?

I mean, you certainly sound, whoa, no, I need to do something for sure. You certainly sound motivated, but... What are the ramifications for you personally if this doesn't get fixed? Oh gosh, I might lose my job.

Do you want to have to lose your job though if you didn't have to? See what I'm doing there? Okay.

Nice and simple stuff here. Let's say if you sold fitness. It's a big industry for us. Let's say you work at a gym.

You're a personal trainer. You do weight loss. It doesn't matter.

What happens if you don't start losing this 125 pounds now? Let's say that they felt like they're 125 pounds overweight. So what happens if you don't start losing this 125 pounds?

Prospect, oh, I don't know. I guess I die early. Or maybe they say, well, I don't know.

I just don't know what would... Well, if you really thought about what's going to happen with all that weight being pushed on your organs every... Yeah, heart attack. Well, are you willing to let that happen to your daughter?

So let's say their concern was that they weren't going to live... long enough to walk their daughter down the aisle because they're 125 pounds overweight. And with that weight, as you know, it's crushing your organs every day, all that weight on your heart and your, you know, your whatever's in here, all this stuff, right?

Are you willing to let that happen to her though? I have to ask that in a concerned tone. Because if I say, well, are you willing to let that happen to your daughter?

Well, no, you know, they're going to get defensive. Are you willing to let that happen? Okay.

Well, no, no way. I mean, you certainly sound motivated. I mean, for you. Why look at doing this now though?

Why not keep pushing down the road like a lot of dads do who end up just dying years before they thought, before they should? Well, the reason why I have to do this now is, okay, see what we're doing there? Hope that video helped you today.

Now, if you want more videos like this, go ahead and click the subscribe button. Let me give you a word of advice. So like I said earlier, don't share this training video or this channel with your competitor. So if you've got a friend that sells the same thing you do, probably don't share. the channel with them because you're competing with them.

You don't want them to know the stuff that I share with you on this channel, right? So only share it with your friends or people in sales who are outside of your industry. Or if you're like a sales manager and you want to share it with people you're training, of course, share it with them. Hope that helped you today.

Transcript for:Using NEPQ Questions to Build Sales Urgency

Transcript for:
Using NEPQ Questions to Build Sales Urgency