7 Probing Questions That Trigger MASSIVE Urgency...
Summary
TLDRDieses Video-Skript bietet einen Einblick in die Kunst des Verkaufs, indem es zeigt, wie man die Eile des Kunden zu kaufen stimuliert. Es erklärt die Bedeutung von präzisen Fragen, um die Kunden dazu zu bringen, ihre Schmerzen und die Angst vor zukünftigen Schmerzen zu revivieren. Durch die Verwendung von Neuro-Emotionalen Überzeugungsfragen (NEQ) und der Tonlage, kann der Verkäufer das Vertrauen stärken und die Kunden dazu bringen, ihre Probleme zu ändern. Das Skript betont die emotionale Seite von Kaufentscheidungen und lehrt, wie man durch Verlangsamung der Fragen und Verwendung von verbalen Pausen tiefer gehende Antworten erzielt, um den Verkauf zu schließen.
Takeaways
- 😀 Verkäufer sollten ihre Kunden dazu ermutigen, ihre Probleme und Sorgen im Verkaufsgespräch zu offenbaren, um eine dringendere Kaufentscheidung zu fördern.
- 🔍 Verkäufer müssen 'Neuro Emotional Persuasion' (NEQ) Fragen stellen, um Kunden dazu zu bringen, ihre Schmerzen und Bedenken zu verarbeiten und dadurch Kaufdringlichkeit zu erzeugen.
- 🤔 Kunden neigen dazu, Kaufentscheidungen aufgrund von Emotionen zu treffen, nicht aus rein logischen Gründen, daher ist es wichtig, Emotionen im Verkaufsprozess zu nutzen.
- 🗣️ Verkäufer sollten durch die Verwendung von Tonfall und Verlangsamung der Rede, Kunden dazu ermutigen, tiefer in ihre Probleme einzusteigen und ihre Emotionen zu teilen.
- 👂 Verständnis und Empathie sind entscheidend, um Kunden zu überzeugen. Verkäufer sollten aufmerksame Zuhörer sein und die Antworten der Kunden sorgfältig analysieren.
- 🤝 Vertrauensaufbau ist entscheidend für den Verkauf. Kunden kaufen von denen, denen sie glauben, dass sie ihnen die bestmöglichen Ergebnisse bringen können.
- 🛑 Wenn Kunden Schwierigkeiten haben, Entscheidungen zu treffen, ist es oft, weil sie nicht genug Schmerzen oder Bedenken über ihre aktuellen Situation ausdrücken können.
- 📉 Um Kaufdringlichkeit zu schaffen, müssen Verkäufer die Kunden dazu bringen, ihre Schmerzen und die Bedenken hinsichtlich zukünftiger Schmerzen zu revivieren.
- 📝 Verkäufer sollten sich Notizen über die spezifischen Probleme der Kunden machen und diese im Gespräch nutzen, um die Wichtigkeit von Änderungen zu betonen.
- 👥 Verkäufer sollten sich bewusst sein, dass ihre Tonalität und die Art, wie sie Fragen stellen, die Wahrnehmung der Kunden beeinflussen und das Vertrauen, das sie aufbauen können.
- 🚫 Verkäufer sollten ihre Verkaufstechniken nicht mit direkten Wettbewerbern teilen, um einen Wettbewerbsvorteil zu erhalten.
Q & A
Was ist der Hauptinhalt des Skripts?
-Das Skript behandelt, wie Verkäufer die Kaufdringlichkeit von Kunden steigern können, indem sie sie dazu bringen, ihre Schmerzen und die Angst vor zukünftigen Schmerzen zu revivieren und sich selbst zu überzeugen, dass sie eine Veränderung ihrer Situation benötigen.
Was sind 'NEQ Precision probing'-Fragen?
-NEQ (Neuro Emotional Persuasion) Precision probing-Fragen sind spezielle Fragen, die dazu dienen, die Kunden dazu zu bringen, ihre Emotionen zu offensivieren, ihre Schmerzen zu revivieren und dadurch eine größere Kaufdringlichkeit zu entwickeln.
Was ist der Unterschied zwischen emotionalen und logischen Kaufentscheidungen?
-Kaufentscheidungen werden immer emotional getroffen, auch wenn sie später logisch gerechtfertigt werden können. Das emotionale Gehirn initiiert die Entscheidung, gefolgt von einer logischen Rechtfertigung.
Wie können Verkäufer die Kaufdringlichkeit erhöhen?
-Verkäufer können die Kaufdringlichkeit erhöhen, indem sie die Kunden dazu bringen, über ihre Probleme und die Angst vor zukünftigen Problemen nachzudenken und sich selbst zu überzeugen, dass sie eine Veränderung benötigen.
Was sind die zwei größten emotionalen Treiber, die einen Menschen dazu bringen, eine Veränderung zu wünschen?
-Die zwei größten emotionalen Treiber sind Schmerz und die Angst vor zukünftigem Schmerz. Diese Emotionen führen dazu, dass Menschen eine Veränderung ihrer Situation wünschen.
Was ist die Bedeutung von 'verbal pacing' in der Verkaufskonversation?
-Verbal pacing bedeutet, dass der Verkäufer seine Aussagen langsam und mit Bedacht formuliert, um der Kunden Zeit zu geben, die Fragen zu reflektieren und emotional zu offensivieren.
Wie können Verkäufer die Kunden dazu bringen, ihre Probleme zu schildern?
-Verkäufer können die Kunden dazu bringen, ihre Probleme zu schildern, indem sie 'NEQ probing'-Fragen stellen, die die Kunden dazu animieren, über ihre Schmerzen und die Auswirkungen ihrer Probleme auf ihr Leben nachzudenken.
Was sind 'verbale Pausen' und wie können sie in der Verkaufstechnik eingesetzt werden?
-Verbale Pausen sind kurze Unterbrechungen in der Rede, die dazu dienen, der Kundenzeit zu geben, die gestellten Fragen zu reflektieren. Sie können verwendet werden, um die Aufmerksamkeit auf bestimmte Worte oder Konzepte zu lenken und um die Kunden dazu zu bringen, tiefer in ihre Gedanken und Emotionen einzutauchen.
Wie kann der Ton des Verkäufers die Intention hinter den Fragen beeinflussen?
-Der Ton des Verkäufers kann die Wahrnehmung der Kunden über die Absicht der Fragen beeinflussen. Ein besorgter oder einfühlsamer Ton kann das Vertrauen der Kunden stärken und zu einer stärkeren emotionalen Offenheit führen.
Was ist der Zweck von 'NEQ problem awareness questions'?
-Der Zweck von 'NEQ problem awareness questions' ist es, die Kunden dazu zu bringen, sich ihrer Probleme bewusst zu werden und die emotionalen Auswirkungen dieser Probleme zu reflektieren, was zu einer erhöhten Kaufdringlichkeit führen kann.
Wie kann die Verwendung von 'diesem' in einer Frage die Konzentration des Kunden beeinflussen?
-Die Verwendung von 'diesem' in einer Frage kann die Konzentration des Kunden auf das spezifische Problem lenken, über das gesprochen wird. Durch verbale Pausen um 'diesem' herum kann der Verkäufer die Aufmerksamkeit des Kunden auf das zentrale Thema fokussieren.
Was ist die Bedeutung von 'Sicherheit' in Bezug auf die Kaufentscheidungen von Kunden?
-Sicherheit ist ein wichtiger Faktor, der die Kaufentscheidungen von Kunden beeinflusst. Wenn Kunden sich sicher sind, dass sie die beste Entscheidung treffen, sind sie wahrscheinlicher, eine schnellere und entschlossenere Kaufentscheidung zu treffen.
Outlines
💡 Verkäuferische Ansätze zur Steigerung der Kaufdringlichkeit
Dieses Video skript behandelt die Herausforderung, die viele Verkäufer bei der Schließung von Verkäufen haben, wenn potenzielle Kunden keine Eile haben zu kaufen. Der Sprecher schlägt vor, sieben verschiedene 'Probing Questions' zu verwenden, die als 'neuroemotionale Fragen' (NEQ) bezeichnet werden. Diese Fragen sollen dazu beitragen, dass die Kunden ihre Probleme bewusst spüren und eine Eile entwickeln, um diese zu lösen. Der Sprecher betont die Bedeutung der Selbstüberzeugung, bei der die Kunden selbst herausfinden, warum sie ihre Situation ändern müssen, anstatt dass der Verkäufer sie davon überzeugen möchte.
🧠 Emotionale Entscheidungen im Verkauf
Der Sprecher stellt klar, dass alle menschlichen Entscheidungen emotional getroffen werden, bevor sie logisch gerechtfertigt werden. Dies gilt auch für den Verkauf, unabhängig von der Branche. Er ermutigt die Zuschauer, auf emotionale Wörter zu achten, die die Kunden verwenden, um ihre Probleme zu beschreiben. Durch das Wiederholen dieser emotionalen Wörter kann man die Kunden dazu bringen, tiefer in ihre Probleme einzugehen und ihre emotionale Schmerzen zu verarbeiten. Dies fördert das Verständnis für die Kunden und erleichtert es, ihnen zu helfen, ihre Probleme zu lösen.
🤝 Emotionale Öffnung und Vertrauensbildung im Verkauf
In diesem Abschnitt geht der Sprecher auf die Bedeutung der Tonalität und des Timings bei der Verwendung von Fragen im Verkauf ein. Er betont, dass die Art und Weise, wie Fragen gestellt werden, die Interpretation der Kunden beeinflusst und dass eine besorgte und empathische Tonalität das Vertrauen stärken kann. Er nutzt Beispiele, um zu zeigen, wie man durch spezifische Fragen und durch das Verlangsamen der Fragen die Kunden dazu bringen kann, über ihre Probleme nachzudenken und emotional zu werden. Dies kann dazu beitragen, dass sie sich öffnen und bereit sind, ihre Probleme zu lösen.
📈 Steuerung von Sicherheit und Unsicherheit im Verkauf
Der Sprecher erklärt, dass Verkäufer die Sicherheit und Unsicherheit der Kunden beeinflussen können, indem sie die Art und Weise der Fragestellung ändern. Er verwendet die Begriffe 'Any PQ' und 'NEQ' (neuroemotionale Fragen), um zu zeigen, wie man die Kunden dazu bringen kann, sich auf bestimmte Aspekte zu konzentrieren. Durch die Verwendung von verbalen Pausen und der Betonung bestimmter Wörter kann man die Kunden dazu bringen, tiefer in ihre Probleme einzugehen und die Bedeutung ihrer Entscheidungen für den heutigen Tag zu erkennen.
🏆 Schlüsse zur Steigerung der Kaufdringlichkeit
In diesem letzten Abschnitt des Video-Skripts nutzt der Sprecher Beispiele, um zu zeigen, wie man durch die Verwendung von verbalen Pausen und der Betonung von Wörtern die Kunden dazu bringen kann, über ihre Entscheidungen nachzudenken. Er betont, dass die Art und Weise, wie Fragen gestellt werden, entscheidend ist, um die Kunden dazu zu bringen, tiefer in ihre Probleme einzugehen und die Bedeutung ihrer Entscheidungen für den heutigen Tag zu erkennen. Der Sprecher ermutigt die Zuschauer, das Gelernte anzuwenden und sich weiter zu bilden, um ihre Verkaufsfähigkeiten zu verbessern.
Mindmap
Keywords
💡Verkaufsabschluss
💡Dringende Kaufabsicht
💡Störungsfragen
💡Neuroemotionale Überzeugungsfragen (NEQ)
💡Selbstüberzeugung
💡Schmerz und Sorge um zukünftigen Schmerz
💡Emotionale Entscheidungsfindung
💡Vertrauen
💡Verlangsamung der Fragestellung
💡Kundenbedürfnis
Highlights
Verlust der Dringlichkeit bei Verkaufschancen: Viele potenzielle Kunden scheinen keine Eile zu haben, jetzt zu kaufen.
Verwendung von 'Probing Questions', um den Kaufdrang zu erhöhen und das Aufschieben zu vermeiden.
Einführung von 'NEQ' (Neuro Emotional Persuasion) Fragen, um die emotionale Öffnung des Kunden zu fördern.
Die Bedeutung der Selbstüberzeugung: Wenn der Kunde selbst herausfindet, warum er den Kauf durchführen sollte, ist dies stärker als wenn der Verkäufer es sagt.
Die zwei größten emotionalen Treiber für Veränderung: Schmerz und die Furcht vor zukünftigem Schmerz.
Die Rolle der emotionalen Öffnung: Um den Verkauf zu schließen, müssen Kunden ihre Emotionen offenbaren und ihre Schmerzen revivieren.
Die Bedeutung der Tonlage: Die Verkäufer müssen eine besorgte und einfühlsame Stimme verwenden, um das Vertrauen zu stärken.
Die Verwendung von 'Verbal Pacing' und 'Verbal Pauses', um Kunden dazu zu bringen, emotional zu offenbaren.
Die Notwendigkeit, die Kunden dazu zu bringen, ihre Probleme spezifisch zu beschreiben, um eine tiefer gehende emotionale Verbindung herzustellen.
Die Verwendung von 'NEQ Probing Fragen', um den Kunden dazu zu bringen, über ihre Probleme nachzudenken und sie zu diskutieren.
Die Bedeutung der Zeit: Verkäufer sollten die Kunden dazu bringen, über die Dringlichkeit des Problems nachzudenken.
Die Verwendung von 'Any PQ' (Any Probing Question), um die Aufmerksamkeit des Kunden auf bestimmte Aspekte zu lenken.
Die Rolle der Sicherheit: Verkäufer müssen die Sicherheit des Kunden in Bezug auf das Angebot und die gelösten Probleme erhöhen.
Die Verwendung von 'Verbal Pauses', um den Kunden Zeit zu geben, die Fragen tief zu reflektieren und detailliertere Antworten zu geben.
Die Bedeutung der persönlichen Auswirkungen: Verkäufer sollten die Kunden dazu bringen, über die persönlichen Auswirkungen ihrer Probleme nachzudenken.
Die Notwendigkeit, die Kunden dazu zu bringen, ihre Emotionen zu teilen, indem man ihre emotionalen Worte wiederholt und sie dazu bringt, mehr zu offenbaren.
Die Verwendung von 'Concern Tone', um das Vertrauen und die emotionale Öffnung des Kunden zu fördern.
Die Bedeutung der Tonlage und der Pausen, um die Kunden dazu zu bringen, tiefere und detailliertere Antworten zu geben.
Transcripts
do you ever notice when you go to close
a sale that a lot of your prospects just
don't seem to have much urgency to buy
now and they just push it down the road
well if that's the case come over here
to the vi board I'm going to show you
why that's happening to you and I'm
going to give you about seven different
what we call probing questions that
trigger the prospect to have far more
urgency to buy now and not push it down
the road come over the buyboard I'm
going to show you to do this all right
now I'm G to ask you this question type
in me in the comments
if you have some issues here and there
just be honest with yourself you have
some issues when you when you go towards
the end of the conversation or
conversations depending on if you sell B
Toc businesses to consumer or businesses
to business you try to
close but have you ever noticed that a
lot of your prospects they don't really
feel a lot of urgency to want to buy
from you it's like you help them find
problems but then at the end when you
try to close they just don't feel a lot
of urgency you can tell by their
tonality their body language and they
tell you they want to keep looking
around they want to think it over they
want to do more research if that happens
to you type in me in the comment section
okay so if you're on Instagram or the
Facebook group here sales Revolution and
you notice that a lot of your prospects
they just don't feel a lot of urgency
when you try to close them to buy even
though they have problems and then they
give you some type of I want to think it
over object jection type in me if that
happens to you because if that happens
to you today I'm going to show you first
of all why it's happening so you
understand it and then I'm going to show
you what questions to use to get them to
emotionally open up and relive their
pain where they trigger where it
triggers massive urgency in their brain
to want to change their situation and
actually do that with you the sales
person now this is what we call neq
write this down Precision probing this
is what's called neq Precision probing
I'm going to give you a few examples
here now this is an example of what we
call neq problem awareness questions now
if you're not one of our clients you
might have no idea what neq even means
neq write this down this is important to
you neq stands for neuro emotional persu
questions neuro emotional persuasion
questions okay it's my Behavioral
Science Background from University and
then being in the trenches as a
salesperson like you for 18 years in
four completely different Industries
before I retired and started seventh
level okay all right now why do we need
to ask what are called Problem awareness
questions why do we need to Precision
probe why do we need to probe Precision
why do we need to do that because we
have to help the prospect
relive their pain of their current
situation and have a fear of future pain
okay now why is that okay because we
have to get them to tell themselves why
they want to
change that is called self-persuasion it
is the highest form of persuasion
according to Behavioral Science when you
tell a prospect why they need to buy
from you why they need to change that
goes one ear out the other because
you're biased you're the salesperson
they know that when I can take those
statements instead of telling them why
they should buy I get them to tell
themselves why they should
buy which is more persuasive I think you
know the answer when the prospect tells
themselves why they need to change your
situation that's them that's true when
you tell them it's just your opinion
because you're the salesperson right now
write this down as well going to give
you a Behavioral Science 101 lesson what
are the two biggest emotional drivers
that cause a human being to want to
change the first one is what I said pain
and the fear of future pain if we cannot
help the prospect relive their pain of
their current situation and have a fear
of future pain they don't feel any need
to change and when they don't feel any
need to change there is no
urgency that's why you get I want to
think it over look around do more
research or spouse objections if you
sell be to C okay because you couldn't
help them open up emotionally to relive
their pain and have a fear of future
pain okay so I'm going to show you what
questions and how to use your tone to
get them to do that
now this also causes your prospects to
go below the surface and emotionally
open up okay now all of us have heard of
this do human beings make buying
decisions logically or emotionally it's
100% emotionally brain studies prove
that there's no debate in science and
Behavioral Science on this 100% emotion
I feel like having a drink of water
notice I said I feel like having a drink
of water every decision you make every
decision that you make as a human being
starts with your emotional side of your
brain no decision you make ever starts
with your logical side of the brain did
you know that
I feel like doing this live for you
because I like you I feel like I feel
like waking up today because I have to
get to work I feel like eating today
because I'm hungry see you always start
with your emotional side of the brain
and then you justify with logic that is
the same if you sell B to B B to C Door
to Door B to G it does not matter
because you are talking to human beings
who have the logical side of the brain
and emotional side of the brain there is
no difference do you see the see what
I'm talking about there okay now
two big spheres now let me give you some
examples of this
okay all right how many of you type in
me if you ever have a prospect that just
they tell you an emotion like ah you
know this problem is just frustrating me
or I'm really stressed out about this or
I'm just frustrated about this or I'm
worried about this or I'm concerned
about this and they tell you uh they
they attach like an emotional word to
their problem type in me
if you have a prospect that's ever told
you their problem was stressing them out
or they were worried about it or
concerned about it or frustrated about
it or annoyed about it okay that is good
now when you get that emotional word
okay all you can simply do if you want
them to open up and expand on it because
when a prospect says yeah I'm just
stressed about
XYZ that is not helping them relive pain
that is still surface level logical
stuff it's what's causing that emotion
that triggers them to relive their pain
so I'm simply going to repeat back the
emotional word oh this this XYZ problems
caus us some stress
stress
frustration concern see I can repeat
back the emotional word okay so I want
you to go home and try it on the the
people you live with tonight could it be
your kids your spouse the person you're
dating the person that cuts your hair
whoever you talk to whenever they give
you an emotional word like stress
concern pressure tension frustration
annoy just repeat back the one emotional
word and watch how they emotionally open
up and just spill the beans because
here's what happens when they say an
emotional word and I just repeat it back
frustrated and I use a confused tone
what happens in their subconscious we
cannot help it as a human being their
subconscious says
oh he didn't understand what I meant by
frustrated I need to explain that better
literally their subconscious tells their
conscious brain that and instantly they
start to open up you will never have a
prospect if you say
stress that's just going to set there
like yeah stress they're not going to do
that okay but I have to use a like a a
concern hold on stress that's a
concerned tone like I'm confused and I'm
concerned you see what I'm doing now if
I don't use a concern tone or a conf
it's kind of like a a confused SL
concern Tone If I'm like oh what do you
mean by stress you're going to get some
people to open up but if I lean say oh
how how do you mean by stress see I look
confused and I look like I'm concerned
their subconscious instantly says he
didn't understand what I meant by stress
I need to explain that better and now
they start reliving their pain do you
see what we're talking about okay all
right now
let me show you this hold on stress yeah
just the other day it happened when and
then they tell you when it happened and
then I can instantly ask this is called
an neq probing question here okay this
is a probing question remember I have to
get them to open up and go below the
surface that's where the emotion is
that's where the sale is made okay then
I'm going to say how long has that
actually been going on for so you've
been having XYZ problem how long has
that been going on for
now why do I ask that question because
it helps a prospect realize how long
they've had the problem how long they've
had the pain do you see what I'm doing
there okay now notice what my tone is
doing okay this is another probing
question here so this has been going on
for the past six months has that had a
has that had a impact on you oh my gosh
you well hold on in what way though okay
see what I'm doing I'm verbal pacing the
question out I'm slowing it down okay so
instead of saying this this is generic
I'm just going to plug in what the
actual problem is are you with me on
that so that's been going on for the
past three months has that had a has
that had a impact on you oh my gosh well
in what way though okay see what I'm
doing okay you have no idea well what in
what way see I'm still clarifying I'm
still probing to get the prospect to
emotionally help and let their guard
down let me show you a few other
examples here all right uh uh okay now
in this example and we would teach you
this that look some of you are clients
some of you are not but once you're a
clients you already know all this that's
why you were crushing it in sales in
your industry if you're not a client
what are you doing why wouldn't you be a
client so you could sell more it doesn't
make any sense okay so if you notice by
their tonality and body language that
they're emotionally opening up to you so
throughout that conversation let's say
they've just been they've opened up
they've just emotionally open up already
I might even lean in be able to say
what's that doing to you what's that
doing to
you what happens when that what does
that do to you when that happens see I'm
using a concern tone a tone that shows
empathy okay remember your tonality is
how the prospect interprets the
intention behind every question you ask
and everything you say so if they feel
like I'm genuinely concerned for this
situation that builds far more trust and
if the process ECT trust that you
understand their unique situation they
also trust what that you can get them
the best result that's who they buy from
not just because they like you people
buy from people or companies they trust
can get them the best result if they
like you that's a bonus think about all
the people you like in your life like
relatives of yours there's some things
you don't buy from them that you buy
from a complete stranger right because
you trust that other company or stranger
can get you a better result than your
relative you like your relative but it
does necessarily mean you trust them
enough to get you the results you want
people buy from people they trust can
get them the best result if they like
you that's a bonus people don't just buy
because they like you or think you're a
cool person that's Dale Carnegie's book
1936 How to Win Friends and Influence
per people great book written in 1936 we
live in 2024 prospects are much
differently power of the internet social
media didn't exist in 1936
it definitely impacts your sales now if
you don't understand that okay all right
let's keep going here or I could do this
uh Prospect says yeah we're having some
problems with XYZ and ABC I then can say
can you give me a specific example of
when that happened can you give me a
specific example of when that happened
see most salespeople would just stop so
when the prospect says we're having
problems with this and this like oh okay
and then they just go on to the next
question on their
script you have to probe you have to get
them to relive their pain if you can't
get them to relive their pain they feel
no need to change and if the prospect
feels no need to change that's why they
don't buy from you they don't feel the
urgency because you can't get them to
relive their pain remember pain fear
future pain biggest emotional drivers
that causes a human being to want to
change see we're all going back into
that word change all the time can you
give me a specific example when that's
actually happened see how I'm concerned
there okay Prospect well just last week
we had an issue with our system shutting
down and our clients lost access to
close to two days and we couldn't get a
response from the company I'm just
making something up okay then I'm going
to probe oh how how often is this
happening to you guys how often is that
actually happening to you guys oh my
gosh it happens a couple times every
couple months so when their systems go
down like that how does that affect your
company so when the system goes down how
is that affecting the company they start
to tell you how it's affecting their
company reliving that pay
but then I'm going to move in and say
how does that affect you personally
though now this is an example this is
more B2B here because you're talking
about a company okay how does that
affect you personally when that happens
see I'm concerned I'm using a concern
tone a tone that shows empathy okay see
what I'm doing there let me show you one
more example here now if you want to
learn more questions like this and other
questions for your industry go and click
the Subscribe button my only warning to
you is this if you do subscribe to this
channel make sure sure you do not share
this YouTube channel with people you
know who you compete with so if you have
a friend that sells the same thing you
do you don't want to share them this
channel because you don't want them to
learn these type of things you're going
to learn here all right so only share
this with people that are in sales or
other people selling anything if you're
not competing with them that's my
warning to you if you want to build far
more urgency you have to learn how to
use what are called verb
pauses I'm not kidding you when I say
this people say Jeremy I need to learn
how to close more I'm like you need to
learn how to use verbal cues verbal
pauses and verbal patient questions out
so the prospect opens up emotionally
because that's when the sale's made not
when you use a option close it the end
that's not when the prospect decides to
buy Behavioral Science 101 okay so in
this
example I'm going to show you how to get
your prospects to have
certainty do anybody heard that word
certainty you know what the number one
reason is that your prospects give you
objections
uncertainty what causes uncertainty in a
prospect's brain the salesperson does
not the
prospect what causes certainty in their
brain the salesperson when they have a
higher skill level okay certainty and
uncertainty are triggered by you the
salesperson not the prospect I can
control if that Prospect has certainty
with what I'm offering and the problems
I solve and their problems and on the
flip side if I don't have the right
skills how to use my tonality the right
questions to ask I can also trigger
uncertainty that leads to more
objections okay see what I'm doing there
okay so let me give you an example of
this this is what's called an any PQ
write this down this is called an
neq
probing question right here here probing
question okay so I can control what I
want the prospect to focus on in the
question I ask so think about that from
your industry okay this is generic here
so after they say something I say so why
is this so important to you now though
why is this so important to you now now
what word am I keen on the word this so
I'm asking why is this so important to
you now now look here at these dots
these are verbal
pauses I want to pause a split second
before I say the word I want them to
focus on in their brain and I want a
verbal pause for a split second before I
finish the sentence okay if I say this
too fast it will not have any yeah why
is this so important to you now though
oh I don't know it's just something
we're looking into so why is this so
important to you now can I ask why this
is so important to you now though okay
the word this see now I just what did I
just cause their brain to do focus on
whatever this is so let's say if I sold
life insurance as an example that's the
biggest industry we train in the world
now why is this that would mean
financial protection for their family so
important to them now if I sold solar
why is this would be locking in the rate
lowering their bill eventually not
having a bill if I sold let's say cyber
security the word this could be reduced
reducing their false positive rate so
they stop rejecting good customers at
the bank see it's all going to be
different for the industry but the word
this gets them to focus on whatever
you're so so why is this so important to
you now though now I got their brain to
focus on whatever this is do you see
what I'm doing here okay now I can also
focus on now as a timing thing I can ask
the same question so look this question
right here is exactly the same as this
question right here but notice how I get
their brain to focus on now like now
like today timing compared to this
whatever the issue is okay and I'm
asking the same question but my tone and
where I pause trigger their brain to
think about different things you see
what we're talking about so can I ask
why this is so important to you now
though can I ask why this is so
important to you
now though now their brain is going to
think why is this so important to do now
the word now builds what urgency well
the reason why we need to look at doing
this now is because and they start
telling you why they need to change
their situation now okay now I'm pausing
for a split second before the word now
and I'm pausing for a split second WR it
can I ask why this is so important to
you now though now if I didn't pause why
is this so so important to you now
though well it just is see when I ask
the question too fast I give the
prospect no time to internalize the
question I'm asking that is the number
one reason when you ask questions that
your prospects give you vague
generalized surface level answers is
because you ask the questions so fast
you give them no time to think deep
about what you're asking and that
triggers a knee-jerk response surface
level vague generalized response okay so
if I'm selling at a car dealership or
furniture store and the the prospect
walks in and I say hey welcome to the
store today how can I help you just
looking you ask the question too fast
you're going to get a knee-jerk reaction
so I might say hey welcome into the
store today are you guys just kind of
you know out just kind of looking around
today yeah yeah we're just look oh and
you know what your you know what you're
possibly looking for okay I'm slowing
down I'm verbal pacing the question out
does that help all of you today all
right Perfect all right now type in the
chat here what you got here biggest aha
moment I'm going to end it with this
okay so type in the chat biggest aha
moment something you picked up from that
basic live that you did not know before
the live today okay I want you to type
in the chat biggest AA moment something
you picked up today that you did not
know before today okay hope that helped
you today learn how to build more
urgency in the sale that was just kind
of a sample if if you want more training
like this go ahead and subscribe to the
channel my only warning is like I said
earlier don't share this Channel with
your competitor so if you have a friend
that sells the same thing you do and you
don't want them to learn these type of
things don't share it with them only
share it with friends who are outside of
your industry who you don't compete with
I can assure you you don't want your
competitors learning the things I will
show you on these training videos
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