Scientifically Proven Steps to Building Rapport with Anyone in Sales

Summary

This video teaches four scientifically proven questions, part of the Neural Emotional Persuasion Questioning (NEPQ) methodology, designed to trigger prospects to open up and engage in a sales conversation. The script outlines the importance of tone, body language, and questioning techniques in establishing trust quickly. By avoiding overly enthusiastic or aggressive behavior and using neutral, disarming questions, salespeople can lower prospects' resistance and create a more comfortable atmosphere. Examples for both inbound and outbound leads are given, focusing on how to frame calls and build rapport in the first few moments of the interaction to drive better sales outcomes.

Takeaways

• 😀 Always aim to disarm the prospect by asking connecting questions that help them feel comfortable and open to conversation.
• 😀 Use NEPQ (Neural Emotional Persuasion Questioning) to create a more relaxed and effective sales interaction.
• 😀 Focus on understanding what the prospect is currently looking for compared to what they have in place to build rapport.
• 😀 Build a gap with your hands or body language to visually highlight the difference between the prospect's current situation and their needs.
• 😀 Ask open-ended questions to get the prospect talking about their desires and challenges (e.g., 'What attracted you to our offer?').
• 😀 Using a curious tone helps lower the prospect's guard and makes the conversation feel less salesy.
• 😀 Always ask 'What were you hoping to get out of the call?' to better understand the prospect’s expectations.
• 😀 Keep the focus on the prospect's perspective to help guide them to solutions, rather than pushing your own agenda.
• 😀 Implement the 'always be disarming' approach to trigger emotional connections and avoid defensive reactions from prospects.
• 😀 Encourage two-way conversations by connecting emotionally through specific, scientifically proven questions that resonate with the prospect.
• 😀 Invite prospects to join relevant communities (like Facebook groups) to provide additional value and educational resources, reinforcing the relationship beyond the call.

Q & A

What is the main purpose of building a gap during the conversation with a prospect?

The purpose of building a gap is to visually show the difference between where the prospect currently stands and what they might be looking for, allowing you to better identify potential solutions and demonstrate how your offer can bridge that gap.

Why is the phrase 'might be what you're looking for' important in sales conversations?

The phrase 'might be what you're looking for' helps keep the conversation non-committal and lowers the pressure on the prospect. It opens the door for further discussion without forcing a decision, allowing the prospect to feel more comfortable exploring options.

How does using a curious tone in questions benefit the sales process?

Using a curious tone encourages the prospect to share more information about their motivations and needs. It helps make the conversation feel more like a dialogue rather than a hard sell, which makes the prospect feel more at ease.

What does 'ABDS' stand for, and why is it important in sales?

'ABDS' stands for 'Always Be Disarming.' It refers to using tactics and questions that reduce the prospect's resistance and make them more open to the conversation. The goal is to lower their guard and encourage a two-way dialogue.

How can the 'NEPQ' method help salespeople in their approach?

The 'NEPQ' (Neuro-Emotional Persuasion Questions) method helps salespeople connect with prospects more effectively by using scientifically proven questions that tap into the prospect’s emotions and needs. This approach increases the likelihood of meaningful conversations and ultimately a sale.

Why is it important to ask the prospect what attracted them to your offer?

Asking what attracted the prospect to your offer helps you understand their needs, interests, and what motivated them to reach out. This insight allows you to tailor your pitch and provide more relevant solutions, enhancing the chances of conversion.

What is the benefit of offering free resources like the 'NEPQ 101 Mini Course'?

Offering free resources such as the 'NEPQ 101 Mini Course' provides value upfront, helping to build trust with the prospect. It also positions you as an expert and offers actionable advice that can help the prospect, which may encourage them to move forward in the sales process.

How does the speaker suggest handling the prospect's objections or resistance?

The speaker suggests using a curious and disarming approach to reduce objections. By asking insightful, non-threatening questions and addressing their concerns in a way that aligns with their needs, you can keep the conversation open and guide them toward a solution.

Why is joining a Facebook group a part of the sales strategy?

Joining the Facebook group provides an opportunity for prospects and salespeople to engage with a community of like-minded individuals. It also allows for continued education through live training, Q&A sessions, and shared resources, which can deepen relationships and increase sales success.

What role does curiosity play in connecting with prospects in sales calls?

Curiosity in sales calls is crucial for building rapport and understanding the prospect’s needs. By asking thoughtful, open-ended questions, the salesperson can uncover valuable insights into what the prospect is seeking, which allows them to offer more targeted solutions.