Empower your business to close more sales for building services

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tired of getting like punched in your nose slapped in your face from your prospects even in the first 30 seconds one minute two minutes of the sales calls or appointments you're in well that's you today I'm going to give you four count them four scientifically proven questions that actually trigger your prospect to open up to you and want to engage and put you on the path to building massive trust in that prospect's brain first of all go down to the bottom of this video hit the Subscribe button that's probably important for you hit the Subscribe button and to the right of that or maybe the left I don't know somewhere in there there's like a little bell that's your notifications button hit the notifications Button as well so you get notified by YouTube Every time I post a new training video which I typically do two to four times a week all right now these are called napq okay I'm going to change my thing up here a little bit thicker these are called any PQ connecting questions all right now connecting questions now if you're not familiar with the nepq methodology that stands for neural emotional persuasion questioning all right so the first part of that is connecting questions so how do we take the focus off you in a conversation and get it onto that Prospect like right in the first few seconds that's what we're going to talk about today now realize this this is Behavioral Science 101 within the first 7 to 12 seconds of any sales interaction you're in I don't care if you sell door-to-door if you sell b2c in a prospect's home or on Zoom virtually or if you maybe are in more of a complex sound environment B2B and you're selling in an office or maybe virtually as well on Zoom your prospects are picking up on your social cues okay based on your tonality so your verbal and non-verbal cues based on your tonality your body language and what you are saying and or asking that actually is triggering their brain to respond and react in one of two ways okay this is very scary if you don't know the difference now if you come across aggressive in the first part of that conversation you know what I mean by that if you come across overly excited okay you're enthusiastic okay and I'm not saying boring but you come across too excited and you come across needy and attached that's no bueno and you don't understand the right questions asked especially the right tone it actually triggers the human brain to go into what's called fight or flight mode now everybody's heard that right you've heard that but do you know what's triggering it in your prospect's brain okay there's certain things you're saying or in how you're saying it that's triggering them to react that way and that's when the prospect says like if you're cold calling not interested we already have somebody for that or if you get onto an inbound lead or something like that or an outbound name they're like oh we already have somebody for that or you know what I don't have a lot of time for your quest questions just tell me how much it's going to cost on tape I'm interested or you know what I don't have a lot of time can you just email me a quote or email me a proposal and I'll get back to you okay how many of you go through that all right now I'm going to show you how to eliminate that today okay now once you learn what we call anypq even with these four questions I'm going to give you today it's going to give you a start you're going to notice when you come across more let's say unbiased more neutral like you're not quite sure if you can even help yet you don't know what's going on you don't know anything about their situation you're not saying that exactly but that's the vibe you're coming across okay you come across more Collective more calm and especially detached that's the keyword detached and you understand the right questions to ask which I'm going to give you some samples here and you understand the right Tone It triggers their brain to become curious enough where they actually want to engage they want to open up to you because they feel comfortable enough okay they don't feel like you're a threat to them you're not triggering fight or flight mode right so I'm going to give you some examples of how that works today with these connecting questions let's go to the next page here all right now let's say in this example I'm going to give you an example of calling outbound leads and then I'm going to give you example of calling inbound leads so in our definition we train 158 different Industries on planners pretty much every industry that is out there except underwater basket weaving if you know somebody in underwater basket weaving let us know I'm joking all right so in those Industries an outbound lead to us and most of our clients means somebody has responded to an ad maybe on Facebook YouTube Google whatever or they've called into your company and left their information and they're wanting somebody to call them back now they don't know who's calling back or when but they've left their name email and phone number somebody they know is calling them back that is considered an outbound lead or maybe your company buys leads from lead vendors that have expressed some type of interest in what you're doing some way and you're calling them back that's considered an outbound lead not cold calling all right I'll give cold calling examples at a different time now inbound leads in our book is somebody that's booked on your calendar all right maybe they booked on your calendar you're going to show up on Zoom with them or some type of app virtual app or maybe they've booked on the counter for you to come to their home or to their office building whatever you sell either b2c or B2B so this first example I'm going to give you is an outbound lead example now I'm going to give you the framework here but I'm going to show you in a couple of different industry specific examples so you can see how that structure works like okay does it matter what you sell I can pretty much assure you that we are training tons of sales people and or companies in your industry that are making two three five times what you're making right now because of what I'm about to show you along with other things as well okay so let me I'm going to go through this and I'm going to role play with it so you can actually hear my tonality because that's very important all right so let's say that this is an outbound lead okay and you're calling them in this example let's say you sell B2B so you're mainly selling uh to like SMB type of companies like smaller companies and let's say in this example you're a lead vendor and you're selling leads to those companies and their biggest problem is maybe the quality of their leads they're getting now is not so good maybe they're not getting enough leads it could be a lot of various factors right so we're going to tie in that to our opening statements so they we're going to call them okay yeah hi is Mary there oh hey hey Mary it's just uh John Smith uh with XYZ company um you had recently responded uh to one of our ads it looks like it was uh yesterday morning I think you maybe saw something on YouTube about getting a higher quality lead to like your sales people so that you could like scale and grow the business right okay that's a question they're gonna be like yeah right or yeah I think I did I'm not quite sure okay then you're gonna go now hey I was curious like when you when you saw when you went through the ad or when you saw the ad where you saw X and Y and Z point out something they would have saw an ad where you saw X and Y and Z what I guess what was it about the ad that attracted your attention Okay see how that works now I'll give you another example of how to start this out there's different examples that we use on different Industries Jesus Mary hey yeah Mary it's just John Smith with XYZ company um you it looks like you had asked us to call you back you responded to one of our ads looks like it was this morning about getting a a higher quality lead to your sales people so you could grow the business and I just had time to get back to you to see if I could help did I get you at a bad time you never want to say did I get you a good time okay because a lot of people like no you got me at a bad time but if I say did I get you at a bad time most of the time they're like no it's not a bad time or I can say did I get you an appropriate time or if you don't want to use that because you haven't learned the right tonality you can do this so that you could really grow in and scaled the business now I should probably start off by asking you have you have you found what you're looking for or are you still looking for like a higher quality lead so you could really grow the company oh no I'm still looking okay and do you know what you're looking for see there's different examples of how you can do that outbound Nate or you can do what I just showed you right here now let's go to the next page so after we do that those are the first two connecting questions we then want to establish a what's called a status frame this is an nepq okay status frame now this is very important because a lot of times sales people and and really in any industry we found b2cm B2B is they'll set some type of frame right where they say and towards the end of the call you know if you find that this this fits into what you're looking for and we feel you're a good fit for our company you know we can do XYZ now the problem is is that most salespeople are saying that on every single sales call okay so when you say and we'll see if you're a good fit for our company do you really believe your prospects believe if they hand you their credit card and say I want to buy I'll buy it whatever it costs you're like nope nope you're not a good fit for our company uh we're gonna have to not accept your money everybody knows that that's not the reality So when you say things like that it actually triggers them to trust you less you lower your status in their brain so we still want to have a frame where they know that there could be possible next steps at the end we don't want them to think that they can just think about it for months on end right now if you're selling B2B it's a little bit different I'm going to show you a couple tweaks there as well all right so so after you do that last connecting question you're going to go back yeah and really John the the first part of of this call it's it's pretty basic it's it's really more for us to find about cut all right let's start that over so you'll start right here so yeah John the first part of this call it's it's really basic it's it's really more for us to find out kind of you know what you do to generate leads now and like the quality of that lead and kind of the results you're you're getting from it compared to the results that you're really after just to see what that Gap looks like to see if we can help and then towards the end of the call if you'd like I can go over some different options and if you feel that you know that it might be what you're looking for we can talk about possible next steps would that help you now let me analyze and break down what I just did there this is really important okay so we're just going to say the first part of this call the first part of this meeting is pretty basic now why would I want to downplay it okay I want to downplay it because I want to lower their resistance if I get into like assumptive mode especially if I'm selling a high priced item it's maybe a little bit different you're selling a five dollar you know subscription to a magazine it's a little bit different more transactional sales I want to get them to let their guard down so when I downplay things it relaxes the prospect okay it triggers them when I downplay something they more uplit like they up it when I up play it and get excited most people downplay it just the way human behavior works when we push people push back right see how that works it's pretty basic it's more for us to find out kind of what you do to now in this example I'm this is the same framework for any industry I'm just showing you an industry specific example you so you can see the break so it's really how to generate what you're doing to generate leads now like the quality of the lead the the volume and then what type of results you're getting compared to what you want to be at so we can kind of see what that Gap looks like did you see so even if I'm calling on the phone and they can't see me I still want to use these hand movements because it affects what it affects my tone it affects the way my voice is being portrayed to that Prospect if I just sit there and do it like this I sound like a scripted robot now especially if they can see you let's say you're on Zoom virtually they can see you you're in their home maybe you're in their office building or on the door it doesn't matter you especially want them to start visualizing in their mind that Gap so I'm already starting to do that now notice my hand signals I'm going to show you this again like the type of leads that you're getting now you know the type of leads you're getting now let's go back here so the so kind of how you generate leads now like the the quality of those leads kind of the the results you might be getting see how I'm lowering that the results you might be getting compared to the results that you want to be at see how I just built that Gap visually in their brain just so we can kind of see what that Gap looks like to see if we can help and then now this is important here notice how I'm going to be neutral here I'm not going to be overly assumpted because you haven't built any trust and credibility in the first 45 seconds of a conversation it'd be impossible to so what you want to do here and then towards the end of the call if you if you feel that it you know that it might be see might be is a neutral word two words might be what you're looking for we can talk about possible next steps see how possible is a neutral word okay that triggers them to let their guard down nobody's ever going to say nope it would not be appropriate to talk about possible next steps like they're not going to say that okay if I assume and towards the end of the call if you feel like you really really want this and it's a good fit I'm going to show you how to pay us then that triggers more resistance bro whoa I didn't say I was going to buy yet that's what you'll get with a lot of prospects especially a type personalities right this lowers their guard now let's move into that last connecting question now I was curious like what were you what were you hoping to get out of the call with us today just so I have a better understanding what were you hoping yeah and what were you hoping to get out of the call of this today just so I have a better understanding well I just want to know what the options are maybe the price points they might say that oh yeah and just agree oh yeah yeah we'll go through all that for sure now just so you're aware we don't have like you know one price point one package there's multiple different options and once I you know probably ask a few questions around you know what you're using now and the results you're getting compared to where you want to be once I understand that I can go over the different options we have for our clients if that helps you and they're gonna yeah sure go ahead all right that's for an outbound name now I'm going to show you the difference with an inbound lead okay this is a little bit different here let's say that you're on zoom in this example right it's a little bit different in your if you're in the office or the home you're not going to say hey can you hear me yeah can you see me right that's what you would do virtually you would say that and then instead of asking like oh how are you doing today oh good yeah and where do you live oh you live in Atlanta yeah I live here in Dallas Texas like I love Atlanta I was there two weeks ago with my daughter see your prospects know that you are genuinely not interested in how their damn day is going now you might be one out of a million sales people that really are interested in how their day is going and want to hear them for the next 20 minutes but your prospects don't believe you are and why is that because you're used to every salesperson who's ever tried to sell them anything ask them how are you doing today or how your day's going with most Prospect just so you know psychologically the data shows that they trust you less when you ask questions that every other salesperson always ask them because they associate you with all the negative experiences they've always had with sales people you don't want to be in that camp right if you want to make the sale so what's your new hey can you hear me okay I can hear you you look down at your notes and say okay so all right John so you know welcome to the to you know be on here with me today it looks like you had booked on the calendar and let's say in this example you sell life insurance or mortgage protection so I'm giving you a couple different industry specific examples so you can just see how it works okay just plug that in with what you sell okay looks like you had booked on the calendar about looking at at possible financial protection for like your your mortgage and your family when something does happen to you right and they'll be like right so looks like you'd booked on the calendar about looking at possible we're going to say financial protection for that industry for your home and family when something does happen to you right so I'm associating the call with the end result remember we have to get each of your prospects to go from cost or price based thinking to results-based thinking and that's when you have you can sell a lot more if they if they're thinking result space thinking over price or cost it's easy to sell if you get them into cost or price-based thinking you're going to get a lot of money objections you don't want to have to get into that chasing mode you don't have to okay they're like they're gonna say yeah right now if it's on a phone call if you're calling it's a little bit different for an inbound Nate hey is John there yeah John it's just uh James Taylor calling you you you had asked us to call it looks like you had booked now on the calendar about looking at you know possible financial protection for like your mortgage payment every month and the family uh when something does happen to you right see how I'm curious I'm calm I'm relaxed I'm not overly enthusiastic but I'm not boring you have to be there in the middle now here's where we're going to go into the frame for an inbound lead all right yeah and John I would say the the first part of the the meeting I mean it's it's pretty basic it's really more for us to find out you know what you might be eligible for like kind of maybe what you have in place now when something does happen to you you know compared to what you might be looking for as far as like you know coverage for the family just to see what that Gap looks like to see if we can help and then you know towards the end of the call I can go over some options if you want me to and if you feel that it that it might be what you're looking for we can talk about possible next steps does that help you yeah sure what do you have okay same thing first part of this call meeting is pretty basic it's really more for us to find out what you might be eligible for now look at my hands what you know what find out what you might be eligible for kind of what you have in place now compared to what you might be looking for notice how I'm building a gap with my hands okay so we can see what that Gap looks like to see if we can help and then towards the end of the call I can go over some options if you'd like and if you feel that it might be what you're looking for notice might be what you're looking for again we can talk we can discuss uh possible next steps does that help you possible next steps see how we're doing it now we're going into the next two questions now I I was curious though but before I kind of ask you about what you have now when you went through the letter that you got in the mail or when you saw the ad online what was it that you saw I guess that really attracted your attention you're asking it in a curious tone well I saw and I light and blah blah ah okay and what were you hoping to get out of the call of this today just so I have a better understanding see for scientifically proven connecting any PQ questions that trigger your prospect to let their guard down now we call that the abds of selling always be disarming okay that stands for always be disarming how do we get the prospect to let their guard down where they become open to a two-way conversation right so there you have it there's four scientifically proven any PQ connecting questions for inbound leads and outbound leads doesn't matter the industry I give you two specific industry examples you can find all the other different industry examples in our virtual training platforms make sure you subscribe by clicking the Subscribe button so you get notified when I do more YouTube videos like this for you join our free Facebook group go to .salesrevolution.pro we should have a link on here somewhere salesrevolution dot Pro right when you join the sales revolution.pro Facebook group because we've got thousands of entrepreneurs and there are thousands of sales people like you thousands of coaches Consultants Executives in there that want to sell more right when you join check your DMs because we're going to message you some of my team is going to message you a free training called the nepq 101 mini course it's going to give you a list of different questions and phrases you can use in any sales situation that alone is going to help you sell more than what you're doing now and we go live in the Facebook group about three to four times a week with different subject matter trainings different q and A's different client interviews that will also help you sell more join the Facebook group salesrevolution dot Pro see you there