Mastering Precision Probing for Enhanced Sales
This program teaches sales professionals how to use the four precision probing questions (Neuro Emotional Persuasion Questions - NEPQ) to reframe prospects, build a significant gap between their current and desired state, and ultimately drive self-closing sales. It emphasizes understanding the 'why' behind the pain and leveraging emotion for effective persuasion.
Program Modules
Understanding the Power of Precision Probing
Introduction to the core concepts of Precision Probing and why it's crucial for sales success.
Watch: Introduction to Precision Probing
ONCEWatch the introductory segment explaining the problem of sales professionals talking themselves out of sales and the solution offered by precision probing.
Define Precision Probing and its Core Purpose
ONCEWrite down the definition of Precision Probing (NPQ) and its primary goal.
When and Why to Use Precision Probing Questions
Explore the strategic moments and underlying reasons for deploying precision probing techniques.
Identify Use Cases for Probing Questions
ONCEDetermine the specific stages and objectives of a sales conversation where precision probing is most effective.
Internalize the 'Why' Behind Precision Probing
ONCEUnderstand the three key reasons for using precision probing questions and their impact on the prospect.
Mastering the First Precision Probing Technique: Repeating Emotional Words
Learn the technique of echoing a prospect's emotional words to encourage them to elaborate and reveal deeper pain.
Practice Repeating Emotional Words
ONCEPractice the technique of repeating a prospect's emotional word to prompt them to explain further. This includes practicing the empathetic tone and body language.
Deepening the Conversation: How Long and Impact Questions
Learn to ask 'how long' questions to quantify the problem's duration and 'impact' questions to reveal its personal toll.
Quantify the Duration of the Problem
ONCEPractice asking 'how long has this been going on?' to help prospects recognize the persistent nature of their issues.
Uncover Personal Impact and Consequences
ONCEPractice asking about the personal impact and consequences of the problem, emphasizing verbal pacing for deeper internalization.
Probing Deeper: Specific Examples and Root Causes
Learn to ask for specific examples of problems and to dig for root causes, distinguishing them from surface-level issues.
Elicit Specific Examples of Problems
ONCEPractice asking for specific examples of problems to move beyond general statements and into concrete pain.
Building Trust and Asking Probing Questions
Understand the relationship between trust, gap building, and the ability to ask deeper, more impactful probing questions.
The Role of Trust in Probing
ONCEAnalyze how trust is a prerequisite for asking deep 'feeling' questions and how it's built over time.
Practice Application: Role-Playing Precision Probing
Apply the learned precision probing techniques through role-playing exercises. This is where you will simulate real sales conversations.
Role-Play: Uncovering Emotional Pain
WEEKLYEngage in a role-play scenario focusing on identifying and digging into a prospect's emotional pain points using NEPQ.
Text for Questions and Mastery
Learn how to reach out for further questions and express commitment to mastery.
Text for Questions and Mastery
ONCELearn how to reach out for further questions and express commitment to mastery.
What You'll Accomplish
- Understand the core principles of precision probing (NEPQ).
- Identify when and why to use precision probing questions in a sales conversation.
- Master the technique of repeating emotional words to uncover deeper pain.
- Learn to ask 'how long' and 'impact' questions to quantify and illustrate problem severity.
- Understand the role of trust and gap building in effective questioning.
- Develop the ability to ask for specific examples and probe for root causes.
- Practice precision probing techniques through role-playing.
- Apply precision probing to real-world sales scenarios.
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