4 Sales Questions So Good Prospects Will Close Themselves

Summary

In this video, Jeremy Miner introduces NPQ (Neuro Emotional Persuasion Questioning), a sales technique designed to help salespeople close more deals by using precision probing. He emphasizes the importance of emotional engagement, helping prospects relive their pain points, and creating urgency for change. Miner outlines four key types of probing questions—problem awareness, solution awareness, consequence, and emotional probing—that guide prospects to open up, recognize the need for change, and close the sale themselves. Through role-playing examples, he demonstrates how to ask the right questions to build trust and empathy, leading to higher sales success.

Takeaways

• 😀 Salespeople often talk themselves out of the sale, so it's important to master specific questions that can reframe the prospect's mindset.
• 😀 Precision Probing (NPQ) involves using specific questions to help prospects come to the realization that they need to change, helping them close the sale themselves.
• 😀 Probing questions are used to 'build the gap' between a prospect's current situation and their desired future, focusing on emotional and problem awareness.
• 😀 Solution awareness questions help prospects visualize the future once their problems are solved.
• 😀 Consequence questions help prospects understand the potential negative impact of not solving their problems.
• 😀 Emotional words like 'stress' or 'anxiety' can be used as entry points for probing questions to help prospects open up emotionally.
• 😀 Repeating emotional words back to the prospect encourages them to explain more, leading to deeper emotional engagement and problem awareness.
• 😀 Mastering your tone and body language is essential; using a concerned tone and facial expression builds empathy and increases trust with the prospect.
• 😀 Asking 'How long has this been going on?' allows the prospect to realize the ongoing nature of their problem, increasing urgency to take action.
• 😀 Probing deeper with follow-up questions like 'What's that doing to you?' helps uncover the personal and emotional impact of the problem, which can drive decision-making.
• 😀 Building trust and a strong rapport early in the conversation is crucial, as this gives you permission to ask more sensitive, probing questions later in the discussion.

Q & A

What is NPQ precision probing and why is it important in sales?

NPQ (Neuro Emotional Persuasion Questioning) precision probing is a method designed to help salespeople guide prospects through a process of emotional exploration. By using probing questions, salespeople can help prospects relive the pain of their current situation, ultimately creating urgency for change. This technique shifts the focus from the salesperson telling the prospect what they need, to the prospect telling themselves why they need to make a change.

When should you use probing questions during a sales conversation?

Probing questions should be used when building the 'gap' between the prospect's current situation and their desired future state. These questions are also useful during future pacing, consequence questions, and throughout the presentation to build empathy and emotional engagement. Essentially, probing helps to open up the prospect's emotional awareness, leading to greater clarity and trust.

Why is it important to help the prospect relive their pain?

Reliving pain creates urgency. By revisiting the pain points associated with their current situation, prospects are more likely to feel compelled to change. Pain is a powerful motivator in decision-making, and when prospects experience this discomfort again, they become more open to finding solutions.

What is the role of emotional connection in sales?

Emotional connection plays a crucial role in sales because people make purchasing decisions based on emotions rather than logic. By tapping into the prospect's emotions and using empathy, salespeople can build trust and rapport, which are essential for a successful sale. This emotional bond also makes the sales process feel more consultative rather than transactional.

How can repeating an emotional word help in a sales conversation?

When a prospect mentions an emotional word, such as 'stress' or 'anxiety,' repeating it back to them shows empathy and encourages them to elaborate. This method, known as emotional mirroring, encourages the prospect to explore their feelings more deeply and share additional context, which helps the salesperson uncover the root of the problem.

What is the importance of tone and body language when using NPQ probing questions?

Tone and body language are vital because they influence how the prospect perceives the salesperson's intent. A concerned tone and appropriate body language (such as hand placement or facial expressions) convey empathy, making the prospect feel understood and valued. This builds trust, which is essential for emotional engagement and closing a sale.

How do verbal pacing and slowing down your questions impact a sales conversation?

Verbal pacing is important because asking questions too quickly can lead to superficial, knee-jerk responses. Slowing down gives the prospect time to internalize and reflect on the question, leading to deeper and more meaningful answers. This allows the salesperson to better understand the emotional impact of the issue and tailor their solution more effectively.

What should you do if a prospect gives a vague or surface-level answer?

If a prospect provides a vague or surface-level answer, it’s important to ask a follow-up probing question to get them to expand on their response. For example, you could ask, 'In what way?' or 'Can you give me a specific example?' This helps you dig deeper into the prospect's pain and emotional needs, making it easier to identify the core problem.

Why is it essential to ask 'How long has this been going on for?'

Asking 'How long has this been going on for?' helps the prospect realize the longevity of their problem. When they think about the duration, it can make the issue seem more significant and urgent, prompting them to take action. This question also emphasizes the impact of the problem over time, which is key in creating the desire for change.

When should you introduce feeling-based probing questions in a sales conversation?

Feeling-based probing questions should be introduced after sufficient rapport has been established and a trust gap has been built. These questions, which focus on the emotional impact of the problem, are most effective when the prospect is ready to open up about their pain. If asked too early, before trust is developed, the prospect may not feel comfortable sharing their emotions.