How to Gain Selling Confidence and Help Prospects Make Better Buying Decisions

Summary

In this insightful interview, Ben shares his journey from traditional sales methods to embracing NEPQ (Neuro-Emotional Persuasion Questioning). With over a decade in sales, Ben discusses his struggles with outdated persuasive techniques and how NEPQ’s problem-solving focus transformed his approach. He highlights the importance of immediate feedback and learning through simulation, leading to increased confidence and success in closing deals. Ben’s shift in mindset not only revitalized his career but also positioned him for future growth, with plans to take on larger clients and potentially start his own company in the renewable energy sector.

Takeaways

• 😀 Ben spent 10 years in renewable energy sales and project management before transitioning to B2B SaaS sales for solar developers.
• 😀 Ben's new role involves selling leads to landowners for solar developers, focusing on connecting hard-to-reach landowners with solar developers for large-scale solar farms.
• 😀 Ben initially struggled with traditional persuasion techniques in sales, such as NLP and Grant Cardone methods, but found them ineffective and draining.
• 😀 The NEPQ (Neuro-Emotional Persuasion Questioning) sales methodology shifted Ben’s approach to sales, helping him focus on solving problems rather than pushing for a sale.
• 😀 NEPQ allowed Ben to feel less like a 'salesperson' and more like a 'problem solver,' making his sales process more enjoyable and less stressful.
• 😀 After adopting NEPQ, Ben's confidence grew, and he experienced better results in his sales efforts, leading to his best week of sales since starting the new job.
• 😀 Ben’s success with NEPQ highlights the importance of using a structured, empathetic approach to sales, focused on understanding customer problems and providing solutions.
• 😀 Initially, Ben felt like he was getting worse at sales when switching to NEPQ, but with consistent practice and feedback, his confidence and results improved.
• 😀 The key to accelerating sales improvement is immediate feedback, which Ben found in the NEPQ framework, rather than relying solely on trial and error.
• 😀 Ben now feels empowered and confident about his future in sales, with aspirations to start his own company in a few years, leveraging his sales skills and passion for renewable energy.

Q & A

What is Ben's professional background before transitioning to SaaS sales?

Ben spent 10 years in the renewable energy industry, mainly in B2B sales and project management for solar projects. He was involved in selling and managing solar energy projects, before transitioning into SaaS sales, where he now works at Landgate, providing leads to solar developers.

What does Ben sell in his current role at Landgate?

Ben sells leads to solar developers, specifically leads for landowners with large parcels of land suitable for solar panel installation. These developers often struggle to connect with landowners, especially those in rural areas, so Ben's company, Landgate, offers solutions to help them find and connect with these landowners.

What sales methodologies did Ben use before discovering NEPQ?

Before discovering NEPQ, Ben was trained in several traditional sales techniques, including NLP (Neuro-Linguistic Programming), Grant Cardone's methods, and Tai Lopez's programs. He invested around $60,000 in training over the years, trying various persuasion tactics to close deals.

Why did Ben initially want to leave sales, and how did NEPQ change his perspective?

Ben considered leaving sales because he disliked the negative perception of salespeople and the pressure to persuade customers. However, after discovering NEPQ, he found a new approach that focused on solving problems rather than persuading clients. This shift made him feel more like a problem solver than a salesperson, which revitalized his passion for the job.

How did Ben feel when first trying to implement the NEPQ system in his sales process?

At first, Ben felt less confident when trying to implement NEPQ. He struggled with the new language and framework, feeling like he was getting worse before getting better. However, over time, he became more comfortable with the system, and it led to smoother interactions and better results in closing deals.

What was the outcome of Ben's first week after fully adopting NEPQ?

Ben's first week using NEPQ was his best since joining the company. He experienced a significant improvement in his closing rate, including closing a deal that very week. His increased confidence and understanding of the NEPQ framework contributed to this success.

How does Ben view his future in sales now that he has adopted NEPQ?

Now that Ben has adopted NEPQ, he feels empowered and believes that the sky is the limit for his sales career. He feels confident moving forward, and sees the potential to tackle larger deals. He also envisions starting his own company in the future, leveraging his deep understanding of sales.

What advice does Ben give to someone struggling with traditional sales methods and considering quitting?

Ben advises people who are struggling with traditional sales methods to seek immediate feedback and invest in a structured system like NEPQ. He believes that trial and error can be costly in sales, and NEPQ offers the feedback necessary for rapid improvement, which helps accelerate learning and growth.

What role does simulation play in accelerating sales skills, according to Ben?

Ben compares sales training to Richard Dawkins' concept of survival machines, stating that using simulation rather than trial and error helps salespeople improve faster and more efficiently. He believes that NEPQ's feedback loop acts as a simulation that allows salespeople to practice and refine their skills without the costly mistakes associated with trial and error.

What is one of the major challenges Ben faces in B2B sales, particularly with larger organizations?

One of Ben's biggest challenges in B2B sales is dealing with long approval processes and multiple stakeholders. In larger organizations, decisions often take weeks to finalize because of the complex internal procedures, such as requiring board meetings and budgetary approvals, which can delay the sales process.