In this Expert Insight Interview, Jeremy Miner discusses his NEPQ sales methodology. Jeremy Miner is a sales trainer, author, podcast host, and founder/chairman of 7th Level, a global sales training company. His unique brand of sales training pioneers the use of behavioral science and human psychology.
This Expert Insight Interview discusses:
- The three forms of communication according to behavioral science
- How to be more persuasive through dialogue
- What NEPQ stands for and how to use it to your advantage
According to behavioral science, there are three forms of communication. Once you understand the differences between them, your sales ability will improve dramatically, and you’ll be able to help a lot more of your prospects. The first mode of communication is called ERA-1 selling.
This is your typical “boiler-room” selling that you might see in The Wolf of Wall Street. It is about talking up your product and talking down the competition, keeping constant pressure on the prospect. It is just like telling your spouse that they need to do something, and the more you push them, the more they push back.
According to behavioral science, the second mode of communication, called ERA-2, is more consultative. This is all about asking logic-based questions and selling to the client’s needs. The problem with only selling to the client’s needs is that most of your prospects don’t know what they need, especially when you first start talking to them.
This is why if you’re selling to the needs, you’re potentially leaving a lot of profit on the table. You should never sell to the needs, but rather to the underlying problems.
ERA-3 type of sales is dialogue. We’re the most persuasive when we allow others to persuade themselves. To do this, we need to ask Neuro-Emotional Persuasion Questions (NEPQ). So, what questions and techniques get the prospect to want to engage with us, open up to us, and go beyond the surface of what’s going on?
Unfortunately, there’s no list of questions you can ask every prospect and get immediate results. You’ll need to learn these questions organically with each prospect, and not only that, but you’ll have to adapt your delivery, tonality, body language, and other aspects of communication to every potential customer.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.