The 3 Core Differences Between Traditional Sales Techniques and NEPQ™

Summary

In this video, the speaker emphasizes effective sales strategies, particularly around handling objections and uncovering the true concerns of prospects. They discuss how to disarm prospects and move beyond surface-level objections like 'I need to think it over' or requests for references. By asking the right questions and setting clear next steps, salespeople can guide prospects toward a decision. The speaker also promotes a masterclass on objection handling, inviting viewers to join a Facebook group for more details and to register for the session, which will focus on overcoming common sales challenges in a concise and actionable format.

Takeaways

• 😀 Disarm the prospect to uncover their true objections rather than guessing or assuming the concern.
• 😀 Saying 'I need to think it over' is often a tactic used to delay a decision, not the real objection.
• 😀 A successful sales process requires understanding and addressing the real concern, not just the surface-level objections.
• 😀 Proactively managing the next steps in the sales process, like scheduling follow-ups, increases the chances of closing the deal.
• 😀 When providing references, always ensure you ask when the prospect plans to contact them to set up expectations and avoid ghosting.
• 😀 Simply sending references and waiting for the prospect to get back to you can cost valuable opportunities.
• 😀 Use a calm, contextual, and conversational approach (the 3 C's) to guide prospects through their objections without being pushy.
• 😀 Objection handling should be strategic, not reactive—understand the full context of the objection to address it effectively.
• 😀 Knowing when the prospect plans to call references allows you to prepare and ensure availability, improving follow-up success.
• 😀 Salespeople must understand the importance of creating a strategy for addressing objections, as a lack of planning may result in lost sales.
• 😀 Joining a sales group or masterclass, like Sales Revolution Pro, can help salespeople develop the skills necessary to handle objections and increase success.

Q & A

Why do prospects often say they need to 'think it over' or refer to others instead of directly voicing their real concern?

Prospects often use phrases like 'I need to think it over' or refer to others as a defense mechanism to avoid confrontation or to delay making a decision. These are typically smokescreens to hide the real objection or concern.

What is the first step a salesperson should take when a prospect expresses the need to consult others or think over the decision?

The first step is to disarm the prospect by acknowledging their concern and asking specific questions to uncover the real issue. This can include asking what they want to discuss with the other parties involved.

How should a salesperson handle sending references to prospects who say they want to talk to others?

Instead of simply sending references and waiting for a callback, a salesperson should actively set up next steps. This can involve asking when the prospect plans to contact the reference and ensuring that the right people are available.

What is the issue with simply waiting for prospects to contact references without follow-up?

Waiting without follow-up can lead to the prospect never following through. They may not reach out or may not follow up after speaking to the reference, which could lead to missed sales opportunities.

What is the importance of setting up next steps when dealing with references or external consultations?

Setting up next steps helps keep the sales process on track and ensures the salesperson knows when and how to follow up. It also increases the chances of the prospect taking the next action and prevents the sales cycle from stalling.

How should a salesperson respond if the prospect says they need to check their budget before moving forward?

If the prospect mentions a budget concern, the salesperson should probe further to understand whether the issue is a genuine financial constraint or simply an excuse to delay. If it's a financial issue, the salesperson may try to offer flexible options or reassess the proposal.

What does it mean if a prospect says they're ready to start, and why is that significant?

If a prospect says they're ready to start, it typically indicates that the decision-making process is nearly complete and the objection is likely overcome. This is a signal that the salesperson should focus on finalizing the deal rather than addressing objections.

Why is it important for a salesperson to calmly and contextually address objections without immediately launching into a rebuttal?

Addressing objections calmly and contextually allows the salesperson to better understand the prospect's real concerns. It avoids the risk of sounding overly sales-driven and helps build trust by demonstrating empathy and understanding.

What role does disarming the prospect play in overcoming objections?

Disarming the prospect is crucial for getting them to open up about their real concerns. If a salesperson cannot disarm the prospect, it becomes much harder to uncover the true objection and move the conversation forward productively.

What is the purpose of the 'Objection Obliteration Masterclass' mentioned in the video?

The 'Objection Obliteration Masterclass' is designed to teach salespeople how to handle objections effectively by understanding the root cause and addressing it with strategic and conversational techniques, rather than jumping straight to rebuttals.