Terminology

Question 1

What does NEPQ stand for?

Answer 1

Neuro-Emotional Persuasion Questions

Question 2

Define “Problem Awareness” in NEPQ.

Answer 2

The phase where prospects realizes the reason for the gap between their current challenges and desired outcomes.

Question 3

What is “Solution Awareness”?

Answer 3

Understanding if the prospect has attempted to resolve their problems with other methods, and to get their ideal solutions needed to bridge the gap.

Question 4

What is meant by “Consequences” in NEPQ?

Answer 4

Highlighting the potential negative outcomes if the prospect does not address their challenges.

Question 5

What does “Handling Objections” involve in NEPQ?

Answer 5

Addressing and neutralizing concerns that prevent prospect from moving forward.

Question 6

Define “Transition” in a sales call.

Answer 6

Moving smoothly from discussing a prospect’s challenges to presenting your solution.

Question 7

What is a “Discovery Call”?

Answer 7

An initial call to understand the prospect’s needs, challenges, and goals before a deeper sales conversation.

Question 8

What is the “Commitment” phase?

Answer 8

Securing the prospect’s readiness to proceed with your solution before closing the deal.

Question 9

What is a “Desired Outcome”?

Answer 9

What the prospect hopes to achieve by solving their problem.

(E.g. “I want to make more money”, “I want more leads.”)

Question 10

What is “Word Track”?

Answer 10

Pre-planned phrases or scripts used to guide conversations and handle common objections.

Question 11

What is meant by “Gap Selling”?

Answer 11

Identifying the gap between where the prospect is now and where they want to be, creating urgency for your solution.

Question 12

Define “Emotional Tension” in NEPQ.

Answer 12

The discomfort a prospect feels when they realize their current situation is unsatisfactory.

Question 13

What is a “Micro-Commitment”?

Answer 13

Small agreements from the prospect throughout the conversation, making them more likely to commit at the end.

Question 14

What does “Vehicle” refer to in sales conversations?

Answer 14

The method or strategy the prospect uses to achieve their goals, such as a new marketing strategy or lead generation system.

(e.g. Word of Mouth, Referrals)

Question 15

What is a “Personal Impact” question?

Answer 15

A question that explores how a problem or a solution affects the prospect on a personal level, such as their time or stress.

(E.g. “how has it affected the future of the company?”)

Question 16

What is “Emotional Buying”?

Answer 16

A buying decision driven by emotions rather than logic. Prospects often, justify purchases logically but decide emotionally based on how they feel about the situation.

Question 17

Define “Logical Buyer” in context of NEPQ.

Answer 17

A buyer who makes decisions based on facts, data, and logic. They often need more evidence and assurance that the solution makes practical sense.

Question 18

What does “Future Pacing” mean in sales?

Answer 18

Helping the prospect imagine a future where their problem is solved or their desired outcome is achieved. It’s used to create excitement and envision the benefits of your solution.

Question 19

What is a “Soft Close”?

Answer 19

A low-pressure way of gauging a prospect’s readiness to move forward without directly asking for a sale.

(E.g. “Does this sound like something that would benefit your company?”)

Question 20

What is a “Trial Close”?

Answer 20

A question used to test the prospect’s readiness to buy before going in for the final close.

(E.g. “If we could make this work, would you feel comfortable moving forward?”)

Question 21

What does “Risk Reversal” mean?

Answer 21

Reducing or eliminating perceived risks for the prospect, making it easier for them to commit.

(E.g. Guarantees, Warranties, Trial periods.)

Question 22

Define “Gap Analysis” in NEPQ.

Answer 22

The process of identifying the difference between where the prospect is currently (Current Situation) and where they want to be (Desired Situation), emphasizing the need for change.

Question 23

What is “Tonality” in the context of NEPQ and sales?

Answer 23

The tone and inflection of your voice during a sales call, which can convey empathy, curiosity, concern, or urgency. It’s essential for building trust and guiding the conversation.

Question 24

What is the “Two truths” question, and what does it accomplish?

Answer 24

“Is there anything you would change about either the process.. or maybe the outcome you’re getting if you could?”

This is used to get the problem if the prospect isn’t sure about it.