How To Create MASSIVE Urgency in Sales (Full Masterclass)

Summary

This script offers sales professionals a strategy to build urgency and overcome procrastination in prospects. It introduces 'NPQ consequence questions' to uncover the potential negative outcomes of inaction, prompting the prospect to defend their need for change. The speaker demonstrates the use of these questions with generic and industry-specific examples, emphasizing the importance of tone and empathy to create trust and drive sales without causing defensiveness.

Takeaways

• 📈 Building Urgency: The script emphasizes the importance of creating a sense of urgency in sales to prevent prospects from procrastinating.
• 🗣️ Consequence Questions: The presenter introduces 'NPQ (Negative Possibility Questioning) consequence questions' as a technique to address doubt and encourage self-defense from prospects regarding their need for change.
• 🤔 Doubt Identification: The script suggests that these questions help identify doubts without making the prospect defensive, showing genuine concern for their situation.
• 🔑 Self-Defense: NPQ consequence questions are designed to get the prospect to defend their need for the product or service, which is beneficial for the sales process.
• 🗣️ Timing of Questions: The script advises using these questions later in the sales conversation, after trust and credibility have been established.
• 🔍 Question Personalization: It is crucial to make the questions specific to the prospect's situation rather than using vague terms like 'problem' or 'situation'.
• 🌐 Industry Relevance: The script provides examples of how to tailor NPQ consequence questions to various industries, showing versatility in sales techniques.
• 📹 Video Engagement: The presenter uses personal anecdotes, such as a recent hospital stay, to create a connection with the audience and demonstrate commitment.
• 👥 Audience Interaction: The script includes direct addresses to the audience, asking for feedback and engagement, which can be effective in a live or video format.
• 📚 Training Advice: The presenter offers advice on not sharing the sales techniques with competitors, highlighting the value of the information for a competitive edge.
• 🔑 Tone Usage: The importance of using a concerned tone to build trust and a challenging tone to provoke thought is highlighted throughout the script.

Q & A

What are 'NPQ consequence questions' as mentioned in the script?

NPQ consequence questions, as described in the script, are a sales technique used to create urgency and encourage a prospect to defend their need for change. They are designed to reveal doubt, prompt self-defense from the prospect, and question their current way of thinking regarding the problem at hand.

Why is it important to build urgency in a sale?

Building urgency in a sale is crucial because it motivates the prospect to take action rather than procrastinate. It helps to prevent the loss of potential sales due to indecision or delays, and it can lead to closing more deals in a shorter amount of time.

How do 'NPQ consequence questions' help in seeing doubt without making the prospect defensive?

These questions are structured to show concern for the prospect's situation without directly accusing them of making a mistake. This approach helps the prospect to feel understood and less defensive, allowing them to consider the implications of not addressing the issue at hand.

At what point in a sales conversation should 'NPQ consequence questions' be used?

According to the script, 'NPQ consequence questions' should be used later in the conversation, typically three-fourths of the way through, after trust and credibility have been established and a gap has been identified between the prospect's current situation and where they could be.

What is the purpose of using a 'concern tone' when asking 'NPQ consequence questions'?

A 'concern tone' is used to convey empathy and genuine concern for the prospect's situation. This tone helps to build trust, as it shows that the salesperson is not just interested in making a sale but also cares about the prospect's well-being and the resolution of their problem.

Can you give an example of how to use 'NPQ consequence questions' in the context of selling SaaS software?

In the context of selling SaaS software, an 'NPQ consequence question' might be, 'What if you don't automate your data input process and continue to spend hours each day doing it manually? How would that affect your efficiency and the satisfaction of your judges?' This question is specific, uses a concern tone, and prompts the prospect to consider the consequences of inaction.

Why is it advised not to share this sales technique with competitors?

The advice not to share this sales technique with competitors is to maintain a competitive edge. Since these techniques can significantly improve sales outcomes, keeping them within one's own sales team or sharing only with non-competitive peers ensures that one does not inadvertently empower their competition.

How can 'NPQ consequence questions' be adapted for different industries?

The script provides a generic structure for 'NPQ consequence questions' that can be adapted to different industries by plugging in specific problems and situations relevant to that industry. The key is to avoid vague terms and to tailor the questions to the prospect's actual circumstances.

What is the significance of verbal pauses in asking 'NPQ consequence questions'?

Verbal pauses are important in 'NPQ consequence questions' to give the prospect time to think and internalize the question. Asking questions too quickly can result in vague or surface-level answers, whereas pauses encourage deeper reflection and a more thoughtful response.

How does the script suggest using tone to enhance the effectiveness of 'NPQ consequence questions'?

The script suggests starting with a challenging tone to keep the prospect emotionally engaged and then shifting to a concern tone to show empathy. This combination can help to open up the prospect emotionally, making them more likely to consider the consequences of not addressing the issue and to take action.

What is the final goal of using 'NPQ consequence questions' in a sales conversation?

The final goal of using 'NPQ consequence questions' is to create a sense of urgency that motivates the prospect to take action and make a purchase. By getting the prospect to defend their need for change and consider the consequences of inaction, these questions aim to close more sales effectively.

Outlines

00:00

📈 Building Urgency in Sales with Consequence Questions

The speaker introduces a method to reduce the loss of prospects due to procrastination by using 'consequence questions' to build urgency in sales. They plan to demonstrate both generic and industry-specific versions of these questions to help salespeople close more deals. The importance of asking these questions later in the sales conversation, after trust has been established, is highlighted. The speaker also shares personal information about a recent hospitalization, emphasizing their dedication to the training.

05:00

🔍 Addressing Objections with Tone and Industry-Specific Questions

The speaker explains how to use consequence questions effectively in different industries, such as SaaS and life insurance, by adapting a challenging tone at the beginning and shifting to a concern tone towards the end. They emphasize the importance of pacing and verbal pauses to allow prospects time to think and respond genuinely. The goal is to get prospects to defend their need for the product or service, creating a sense of urgency to purchase.

10:01

🚑 Applying Consequence Questions Across Diverse Industries

The speaker provides examples of how to apply consequence questions in various industries, including dental implants, solar energy, and employee benefits. They stress the importance of using a concern tone to show empathy and avoid making prospects defensive. The speaker also discusses the use of verbal pauses to enhance the effectiveness of the questions and to prevent vague answers from prospects.

15:02

💡 Crafting Urgency with Consequence Questions in Sales

The speaker continues to illustrate the use of consequence questions in different scenarios, such as car sales and cybersecurity, emphasizing the transition from a challenging tone to a concern tone. They explain how this approach can lead prospects to internalize the negative consequences of inaction and consider the urgency of addressing their needs. The speaker also interacts with the audience, asking for feedback on their understanding of the content.

20:02

🏠 Utilizing Emotional Appeal to Enhance Sales Techniques

The speaker demonstrates how to use emotional appeal in sales conversations, particularly in industries like marriage therapy and life insurance. They show how to ask consequence questions that prompt prospects to think deeply about the impact of not addressing their issues. The speaker encourages the audience to consider the long-term effects of inaction and to use these insights to create a sense of urgency for the prospect to act.

🌟 Encouraging Action with Consequence Questions in Sales

The speaker concludes the training by reiterating the importance of consequence questions in creating urgency and prompting action. They provide additional examples from industries like home improvement and fitness, showing how to personalize the questions to the prospect's situation. The speaker also advises the audience to subscribe for more content and to share the training selectively to avoid giving competitive advantage to rivals.

Keywords

💡Urgency

Urgency refers to the quality of being urgent or requiring immediate action. In the context of the video, it is about creating a sense of immediacy in sales to prevent prospects from procrastinating. The script mentions building urgency as a way to close more sales, illustrating its importance in the sales process.

💡Consequence Questions

Consequence Questions are a sales technique used to make prospects consider the potential outcomes of not taking action. The video script discusses 'inq consequence questions' as a method to help prospects see the negative implications of inaction, thereby increasing the urgency to make a purchase.

💡Doubt

Doubt in this context is the uncertainty or hesitation a prospect may feel during the sales process. The script explains that consequence questions can reveal doubt without making the prospect defensive, which is crucial for maintaining a positive sales dynamic.

💡Defensive

Becoming defensive is a reaction where a person feels attacked or criticized and responds protectively. The video emphasizes the importance of avoiding defensiveness by showing concern for the prospect's situation rather than accusing them of making a mistake.

💡Prospect

A prospect is a potential customer or client. The script frequently refers to prospects, discussing strategies for engaging them in sales conversations and persuading them to take action rather than delaying decisions.

💡Trust

Trust is the confidence in the reliability, truth, or ability of someone or something. The video mentions building trust as a prerequisite for asking consequence questions effectively, as it allows the salesperson to delve deeper into the prospect's needs without causing resistance.

💡Generic

Generic refers to something that is not specific or that can be applied broadly. The script provides 'generic versions' of consequence questions, which can be adapted to various industries, demonstrating a flexible approach to sales communication.

💡Industry Specific

Industry specific refers to something tailored or relevant to a particular industry. The video script includes examples of consequence questions adapted to specific industries, showing how to make the questions more relevant and impactful for the prospect.

💡Tone

Tone in communication refers to the attitude or mood conveyed. The video script discusses the importance of using a 'concern tone' to show empathy and a 'challenging tone' to provoke thought, both of which are crucial for effective sales conversations.

💡Qualifying Question

A qualifying question is used to determine whether a prospect is a good fit for a product or service. The script mentions 'npq qualifying questions' as a way to assess the prospect's level of interest and need for change, helping to advance the sales process.

💡Pace

Pace in this context refers to the speed at which a salesperson asks questions or presents information. The script advises on the importance of pacing to allow prospects time to think and internalize the questions, which can lead to more meaningful responses and less surface-level objections.

Highlights

Introduction to 'Inquiry Consequence' (NPQ) questions to build urgency in sales.

Demonstration of five NPQ questions to engage prospects and avoid procrastination.

Use of generic NPQ questions and industry-specific versions to tailor the approach.

Technique to identify doubt without making the prospect defensive.

Encouraging the prospect to defend their need for change in their situation.

Timing of NPQ questions in the sales conversation for optimal impact.

Importance of tone in asking NPQ questions to build trust and empathy.

Examples of NPQ questions in various industries such as SaaS and life insurance.

Transitioning from a challenging tone to a concern tone to maintain prospect engagement.

The role of verbal pauses in NPQ questions to allow the prospect time to think.

Addressing the consequences of inaction in the context of employee benefits.

Using NPQ questions to create a sense of urgency for car sales.

Application of NPQ in the cybersecurity industry to address false positive rates.

Strategies for marriage therapy sales using NPQ to explore relationship consequences.

The impact of NPQ on creating urgency in life insurance and mortgage protection sales.

Using NPQ in home improvement to highlight missed family memories without action.

Encouraging action in software sales by emphasizing the risks of inaction.

The power of NPQ in fitness sales to motivate prospects to avoid health risks.

Advice on sharing the training channel selectively to avoid educating competitors.

Transcripts

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 the vibe board and what

I'm going to do is I'm going to show you

five what are called inq 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 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 neq consequence questions and

they do three main things first of all

they see doubt okay so we have to see

doubt so they see 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 uh

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 npq

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 fours 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 theyve 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 staff 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 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 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

that the company doesn't change

this concern tone now why would I use a

concern tone there because a concerned

tone 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 concerned 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 neq 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 TI

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 who've 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 retrain

I want to say it's about the seventh or

eighth largest industry retrain in the

world out of 161 Industries Big Industry

Force 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 this is 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 pro

your SAS 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 here's what I want to show you

one thing you're going to start start

off with a challenging tone and then

you're going to end with a concern 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 run questions gets them to

see what the future looks like once the

new found problems are solved so they're

on 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 concern toone okay see the

difference in that now let's say if you

sold uh index universal life like iuls

that's a huge industry retrain 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 a mayor prize'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 a mar

price because that's actually who I use

and a mar priz 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 a maror priz what you doing

here so what are what's your retirement

going to look like if you just stick

with the mayor prizes 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

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 I

definitely need to do something well for

you though why why look at doing this

now I mean why not push it down the road

and just hope and pray that the market

somehow can 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 a hundred

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

going to 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 D imp plants 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 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 npq

consequence questions for your industry

uh first thing for you to do go a And

subscribe to this channel I will tell

you let me give you let me give you a

word of advice so 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 to 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 in

with a concern 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

St 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 is 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 the 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 retraining 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 uh 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 a basic training

here that I'm doing for you okay you'd

want to get in a client training that

has all the answers in there okay let's

say if you sold cars okay big indust we

training as well and 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 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 like oh I

I definitely have to get a different

okay so it's important for you to do

something then

okay uh it just depends I could say this

as well I mean 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 concern tone right because if

I ask it in like a defensive tone like

well do you want to keep putting

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 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 right now

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 cyber

security this is another Big Industry we

trained 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

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 we have to

figure something 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 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 for formula is the exact same

there's no difference here 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 and resenting each other for

another 6 to 12 months the marriage is

over okay or what about this I could

lean in sometimes with a 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 toone 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 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 train 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 cuz none of us know when I

mean how would Cindy end up paying for

the house house and all the expenses at

that point without your income that

causes Dan to internalize oh crap how is

she going to pay let's say that that uh

you know Dan is a corporate executive

and Cindy wanted to be a teacher because

she wanted to have her Summers off and

be with their kids so her income is less

than the corporate executive and that

example I mean do you want her to have

to go through all that if you 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 roleplay 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 g to do oh okay and go

to the next question no you got to find

out well if you really thought about

that how many months could she even pay

it well if you really thought about that

how many months that's when any Prospect

says I'm not really sure you 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 concern

to 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 if they said I don't know

I guess they'd have to sell the house to

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 now I get him to think like oh

crap maybe they can't sell the home in

two or three months and it's going to go

into foreclosure and they 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 I mean if you didn't have to concern

to 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 who end up leaving all

their burden and stress on their spouse

that they leave behind for you why look

at do 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 there 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 and stress on their spouse's

shoulders well the reason why I need to

doal good doing this now is because of

and they start telling themselves why

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 now it's a big one

okay let's say if you sold pools and

let's say that you found out that uh the

grandparents want to put a pig nice pool

in their backyard because their

grandkids are driving down to the MC

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 so 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 I 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 so how important is it for

you to change your situation put the

pullback in and actually have those

memories with the grandkids you're going

to remember forever okay I could ask

that if I wanted to that's an npq

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 on all of those we train 161 of

163 including yours uh 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 you keep losing

that on 12 plus deals every month and

that just keeps going on month after

month I mean what is your what is your

boss going to do to you at that 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 I mean you certainly s well

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 lbs

overweight so what happens if you don't

start losing this 125 lb Prospect oh I

don't know I I guess I die early or

maybe they say well I don't know I I

just I don't know what would what would

well if you really thought about what

what's going to happen with all that

weight being pushed on your organs every

day yeah I want to have a heart attack

well are you willing to let that happen

to your daughter so let's say their

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 your uh your you know

your whatever's in here all the stuff

right uh are you willing to let that

happen to her though I have to ask that

in a concerned tone because if I well

are you willing to let that happen to

your daughter well no you you know

they're going to get defensive are you

willing to let that happen though 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 a and

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