Lecture on NEPQ: Neuroemotional Persuasion Probing

Introduction

• Difficulty in closing deals often stems from asking surface-level questions.
• Prospects tend to emotionally shut down and stay surface-level if they feel the questions are not meaningful.
• NEPQ (Neuroemotional Persuasion Probing) questions help prospects open up and delve deeper into their problems.

Importance of Tone

• Curious Tone: Used when asking about the duration of a problem. Example: "How long has that been going on for?"
• Concerned Tone: Used when asking about the impact of the problem. Example: "Has that had an impact on you?"
• Tone influences how prospects interpret questions and affects their openness and trust.

Timing in Conversation

• Probing questions should not be asked in the first two minutes of the conversation.
• Wait until you've built trust and credibility, usually halfway through the conversation.
• Example: "You mentioned having an XYZ problem. How long has that been going on for?"

Probing Techniques

• Lean in with a concerned tone to ask, "What's that doing to you?"
• Example probing questions/statements:
  • "What bothers you the most about that?"
  • "How tough a position did that put you in?"
  • "Can you give me some specific examples so I have more understanding?"
• Use NEPQ probing statements to facilitate prospects doing more of the talking and persuading themselves.

Consequence Questions

• Ask about consequences if no changes are made. Example: "What are the consequences if you don't do anything about this?"
• Use neutral wording like "possibly" to avoid direct statements. Example: "So time to make a change possibly?"
• Verbal pausing emphasizes key points and encourages deeper thinking from prospects.

Reliving Pain to Drive Change

• Probing questions should help prospects relive their pain, as pain drives change.
• Use emotional words prospects use to deepen their emotional state and drive change.
• Simply repeat back the emotional word used by the prospect to encourage them to expand on their feelings.
  • Example: "Stress?" or "Frustrated?"

Practical Application

• Practice with family or friends by repeating back emotional words they use and observe how they expand on their feelings.

Conclusion

• NEPQ can significantly enhance sales techniques by leveraging human behavior to reduce effort on the salesperson's part.
• Encouraged to subscribe for more advanced training on NEPQ beyond basic techniques covered in this session.

• For further learning and communication, text Jeremy Miner at 480-637-2944.
• Subscribe and set notifications for updates on more probing techniques and sales training.