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.