NEPQ Responses

Question 1

I get the normal objections everyone gets…

Answer 1

What objections are you getting that you feel are normal?

Why is that normal?

Question 2

Im not interested

Answer 2

Yea man, of course your not interested I just gave you a random call.

Did you end up finding what you were looking for as learning better skills to sell more?

Question 3

Been doing this for ____ years

Answer 3

yea, you must be the best then…

Do you feel your done growing or is there possibility of you being able to grow even more?

What is it that you would want to improve on?

Hmmm so let me ask you why do you think that doing it for ____ years is what makes someone a good at sales?

Just because someone has been working out for ____ doesn’t always mean that their fit.

either you and I can have a conversation about whats going on and see what we can do to help that’s up to you…. right?

So are you willing to have that conversation to see what might be going on?

Question 4

I just want to go through the black book

Answer 4

Of course you want the black book… You spent your hard earned money on it.

what was it that you were hoping to get out of the black to begin with?

Question 5

Why are you calling

Answer 5

I apologize I don’t mean to offend you…

Our best intension is to help you…. are you open to help?

[interrupt before they can say but]

Question 6

Looking for better ways to follow up…

Answer 6

[Build a gap here]

Question 7

I not ready (start of the conversation)

Answer 7

[find what is behind that] You will never be ready…

Question 8

I don’t want to be sold

Answer 8

how do you mean you don’t want to be sold to?

(Don’t take at face value)

What would you say if someone told you the same thing?

Well maybe… I just met you so how would I know if there is something to sell?

Why are you in sales if you are scared to be sold to?

It’s like trying to sell a fitness program when you’re overweight

most people are scared to go to expensive restaurants because they cant afford it… is that the case for you?

How could someone who doesn’t want to be sold… sell? That could be trouble?

Question 9

How do you ask the are you in a position to invest question?

Answer 9

Hypothetically if it ticked all the boxes are you in a position to invest into yourself

Question 10

Just want to get better

Answer 10

really???
You sure you want to get better?

Well thats obvious man.

What do you want to get better at?

Question 11

I want to go through the black book

Answer 11

Can I tell you an analogy

(overweight person analogy)

do you think they would actually know the right form

Question 12

Who doesn’t want to make more money

(problem awareness)

Answer 12

Well I wouldn’t say that everyone wants to make more money. Because how long have you been at XYZ?

So don’t pretend it’s obvious because it’s not.

So why do you want to XYZ now though?

Question 13

Everyone gets them (objections, etc.) …

Answer 13

Yea you’re right… everyone does get those objections.

Whats the average salary a sales person makes?

Ok, and is that what you want to be making?

You’re right… So can you see how those average objections that everyone is getting is keeping you at the same XYZ (level income, closing rate, etc.)

Question 14

Are you trying to sell me?

Answer 14

What would you say if someone told you the same thing?

Well maybe… I just met you so how would I know if there is something to sell?

Question 15

I am busy

Answer 15

Ohh yea for sure…. I only have a few min. anyway… to be frank it might not even make sense for us to call you again… Because you might be better off just selling the way you are now

I guess what industry are you in btw?

Question 16

I dont have money

Answer 16

Why are you living in fear?

Thats fine can I make a suggestion

Imagine not knowing the price and still living in fear

You have a fear

You fear money because you have a lack of it.

Are you actually going to get resourceful to get out of that situation

Question 17

I want to go through ______ .

Answer 17

I know what you want to do…

I didn’t want to go to the gym but I did what I needed to do in order to reach my goals….

How long are you going to push this down the road and keep not reaching you goals because of fear

We can keep on living in fear because we dont have money or

I love books but a book is not going to fix this.

Question 18

The market

Answer 18

How does that benefit you to blame it on the market and still want to double your production

Question 19

[EGO] My closing rate is ______.

Answer 19

why is it so high?

Most of the time we have such a high close rate because we are not talking to enough people.

So why is it so high for you?

Question 20

What to say when someone keeps deflecting on other things

Answer 20

You are really good on making things about everything else but we are here to talk about you

Question 21

Oh, it’s just the market…

Answer 21

It’s not your fault but it is your problem

the problem is the problem… it will always be there.

So do you want to have the conversation on the problem itself or how we can fix this problem?

Question 22

I am brand new to sales.

DOESN’ T HAVE A SALES JOB

Answer 22

DOESN’ T HAVE A SALES JOB
So before you started following Jeremy since you are starting in sales what have you been doing to learn sales so when you _____ your actually successful day number one so they don’t fire you in a couple months because you’re not selling much?

Label
- when you do get hired you are actually making sales that first week

• Average sales guys that try to learn on the job and then they don’t make any sales

then typically what ends up happening to them? (Fires them)

What are you doing to make sure that doesn’t happen to you?

Answer 23

Whats he saying in those that