Jeremy Miner
Use This To Get ANY Prospect To Open Up
VIDEO LINK: https://www.youtube.com/watch?v=yZ7zA2y7jZk
How to get prospects to open up and expend their emoticons?
-I should ask NEPQ expading-probing-questions
NEPQ stands for Neural Emotional Persuasion Questioning
1. Prospect tells a problem i say: “Tell me more…about that?” with a curious tone
2. In B2B if i am trying to find out who the real decision makers on the company i
am talking to: “Can you walk you walk me through your company’s decision
making process when it comes to challenges like this?” with a curious tone
3. Any time they tell me a problem or situation or challenge or issue: “Can you
give me maybe a specific example so i can understand this better?” with a
concerned, curious tone. I ask this because it helps me to see behinf the curtain
of what they mean, and helps my prospects to feel the pain associated to what
the problem is doing to them, releive the pain
Pain drives change even more than fear
4. Mainly B2B: “Can you go over with what you might be looking for a company
when choosing a company to work with?”, this one helps the prospect uncover
more in their mind about what they truly want and helps positioning my offer
much clearer in their minds when i get into my presentation stage (pitch)
5. Mainly B2B: “Can you walk me through the criteria you use to make a decision
like this?”
For B2C but also B2B: “Can you walk me through what that means when you
said X-Y-Z?”. ‘Walk me through’ is another lead-in phrase taht allow the
prospect to step-by-step explain what i am asking
6. “Can you describe for me what you’re possibly looking for just to see if i could
help?”
‘Can you walk me through’ , ‘Can you elaborate’ , ‘Can you describe for
me’ , ‘Can you tell me more’ , ‘Can you go over with me’ , ‘Can you
explain tot me’, are exemples of NEPQ lead-in frases. They allow the
prospect to go into more detail on waht they want, and allows me to
how to better presente that back to them when i am going through my
presentation (pitch)
Examples of lead-in questions:
1- “Can you unwrap that for me, so i have a better
understanding?”
2- “Can you unpack for that for me a bit more…?”
3- “Can you go back a few pages for me so i understand that
better?” —use this when they answer something and i want
to clarify in probe
7. “Can you explain that to me more in detail so i have more understanding?” with
a curious tone
The prospect tells me the problem, or the emotion pain they are feeling…
1- How long has that been going for? (with concerned tone, and i
also can put a hand in my chest)
(whatever the problem was they just told or if they told me that they were
stressed, or frustated about the problem) (i can use B2B or B2C)
I aks this cause when they tell themselves how long they had the problem,
they start to build a bigger gap about wanting to change that problem
because they really don’t think about how long they’ve had the problem
Then i follow up by asking:
2- OK so you’ve been having this problem for the last X time; Has
that…has that had…na impact on you? (with concerned tone
and slow cadence)
(SLOW CADENDE TRIGGERS MASSIVE CURIOSITY)
Expanded probing questions should being with phrase like these:
1- Can you walk me throught … what you mean by that?
2- Can you tell me more … about that?
3- Can you share with me … so i can understand better?
4- Describe for me … what that means for you when that happens?
5- Unwrap that for me …. so i have more background
These questions show the prospect i am there with them, i want them to hear
their pain, relive their pain otherwise nothing happens
