The Old Way vs New Way of Selling, Which One Works?

Summary

In this insightful sales training session, Steve, a successful salesperson, shares his transformative journey from traditional, confrontational sales techniques to a more emotionally intelligent, consultative approach using neuro-linguistic programming (NLP). He describes how asking the right questions at the right time, focusing on the client's needs, and building trust has led to more meaningful conversations and increased sales. Steve's experience highlights how this shift has not only improved his sales but also created more fulfilling relationships with clients, demonstrating the power of collaboration over manipulation in modern sales practices.

Takeaways

• 😀 Sales resistance can be minimized by changing the approach from pushing to pulling the prospect in, using strategic questions.
• 😀 The myth that more objections indicate greater interest is debunked. Fewer objections generally lead to more successful sales.
• 😀 NPQ (Neuro-Programmatic Questions) reduces up to 70-80% of objections by asking the right questions early in the sales process.
• 😀 A natural, human-centered sales process leads to happier clients and more successful transactions, where both the salesperson and the client feel fulfilled.
• 😀 Instead of battling objections, NPQ focuses on diffusing concerns early through preemptive, thoughtful questions.
• 😀 Salespeople should focus on making the sales process feel like a conversation rather than a transaction to increase success rates.
• 😀 To effectively guide prospects to the sale, the salesperson must first invest in their own growth and learning, leading by example.
• 😀 The process of sales should be viewed as an opportunity to help and serve the prospect, not simply to close a deal.
• 😀 Salespeople who lead by example and invest in their own training see more consistent and profitable results.
• 😀 Reducing the number of objections in the sales process makes it easier to convert prospects into clients and ensures smoother sales.

Q & A

What is the primary focus of the NPQ (Neuro-Programmatic Questioning) method in sales?

The primary focus of NPQ is to reduce objections in the sales process by asking the right questions. This allows salespeople to guide prospects towards a decision without pushing or creating resistance.

Why is it important not to push prospects during the sales conversation?

Pushing prospects can trigger sales resistance, as people naturally push back when they feel pressured. Instead, NPQ teaches salespeople to create a 'pull' dynamic, where the prospect feels guided and in control of the conversation.

What common myth about objections in sales is addressed in the video?

The myth that more objections indicate higher interest. In reality, having more objections often signals confusion or reluctance, making it harder to close the sale. Fewer objections typically lead to an easier sale.

How does the NPQ method help in reducing objections during the sales process?

The NPQ method helps by teaching salespeople to ask the right questions upfront, which allows them to address potential concerns early on. This proactive approach reduces the likelihood of objections arising during the conversation.

What does the speaker mean by 'humanizing' the sales conversation?

Humanizing the sales conversation refers to creating a natural, authentic exchange between the salesperson and the prospect. Instead of a transactional or pushy approach, the salesperson aims to genuinely understand the prospect's needs and concerns.

How does Steve’s experience with the Inner Circle group relate to his sales success?

Steve attributes much of his sales success to the training and strategies he learned in the Inner Circle group. By investing in his own growth, he was able to improve his sales performance and achieve significant income increases.

What role does emotional intelligence play in the NPQ method?

Emotional intelligence is crucial in NPQ because it helps salespeople understand the emotions and needs of their prospects. By being attuned to these emotions, they can adjust their approach to reduce resistance and build stronger relationships.

Why is it important for salespeople to invest in their own development?

Investing in personal development ensures that salespeople are equipped with the right tools, skills, and mindset to succeed. By leading by example and continually learning, they are better positioned to help clients make decisions and take action.

What is the impact of reducing objections on the sales process?

Reducing objections makes the sales process smoother and faster. It allows the salesperson to focus more on guiding the prospect towards a decision, rather than addressing concerns that may have been avoided through better question framing.

What is Steve's advice for salespeople who want to see more success?

Steve advises salespeople to commit to continuous learning and take action to improve their skills. He emphasizes that if you want your clients to take action, you must first be willing to invest in your own growth and development.