NEPQ Methodology Flashcards
What are the 4 main probing Questions?
- Give me an example
- How do you mean?
- What do you mean?
- What caused you to…?
What is the purpose of the Connection Stage
Put the focus on them and off of you…
2 Things you are looking for in the Connection Stage
TANGIBLE = A problem that 7th Level solves + EXPERIENCE = Relive the tangible
What is the purpose of Situation Questions
Helps you and the prospect to find out their current situation
What are the 5 Stages of NEPQ
Stage 1: The connection Stage
Stage 2: The Engagement Stage
Stage 3: The Transition Stage
Stage 4: The presentation stage
Stage 5: The Commitment Stage
What is the purpose of Problem Awareness Questions
Opens up the emotional door to finding out what their problems are, why they have those problems, and how it is affecting them
How much time do you have in the connection stage to let someones guard down?
7 - 12 seconds
In the connection stage what three verbal and non verbal cues can trigger these responses
- “Im too busy now”
- “Can you call me back later?”
- “I don’t need it; we already have that”
When you come off as aggressive, needy, and attached?
Especially when you are calling aged leads (i.e leads that other sales people are also calling), you will trigger them quickly if you don’t disarm them from the start.
In the connection stage what are the 3 attitudes you want to have to disarm the prospect
Neutral, Calm, and Detached
What are the 2 reasons for verbal pausing?
- they help you sound unscripted and genuinely interested in the prospect
- Naturally causes the prospect to think deeper about their problems
Builds internal tension inside of prospects which is important later down the line, as you’ll see in the consequence questions
What is the implementation call?
The point call most people haven’t gone through the book or haven’t received it yet it so they don’t have a reference point yet on what would be the most useful…
Basically we see on what you could possibly improve on, then from there we will make some relevant recommendations on what would be the most helpful for you.
A NEPQ Certified trainer
