Verbal Pacing. NEPQ: Neuro emotional persuasion questioning. These are problem awareness questions. When we ask our prospect’s questions we tend to ask them very quick to speed the conversation up so we can get to the pitch & handle objections. With doing this we aren’t giving the prospect anytime to internalise the question we’ve just asked. An example of this would be in the context of let’s say a real estate agent: “I mean your home is, gosh it is beautiful… what’s caused you to feel like… you might… want to sell it? (Use a concerned tone). Think about it like this, the average sales rep would execute it like: “Let me ask you something, what do you use now for.” The top 1% execute like: “Can i… can i… ask you something.” (Use a curious tone, this creates urgency in the prospects mind & will make them want to answer the question just based on how you’ve asked it). With adding these little “…” you are creating urgency in the prospects mind making them want to engage in the conversation even more. President Obama used this many times & the crowd was starstruck all because of small little pauses that create urgency & importance.

Ladies & Gentleman, i want to share some sauce i just learnt that i know each & everyone of you guys will want to add to your dish fr fr ✍🏼. Okay starting off, why do prospects really buy? Prospects do NOT buy because of your: Offer, you, your company/brand, your testimonials etc etc. Prospects buy when they see they can go from current situation -> desired situation. Prospects getting from point A to point B are based on logical reasons but also emotional reasons. I’ll make sure to put an example at the bottom of this post so make sure to check that out after reading. Onto my next point if you aren’t familiar with Tony Robbins 6 human needs, they consist of: Certainty, variety, significance, growth, contribution, love & connection & in the discovery phase of each call look for emotional pain points 📌 because the prospect will always be searching to improve one of the six needs. In sales, there are two types of pressures: Internal & external. Internal pressure is being pressured to do something for your own reasons. External pressure is being pressured to do something for someone else’s reasons. For now i’m gonna talk about internal & get to external on another value post. Now how do we build internal pressure? See the more clearly you can define current state vs. desired state, the more clear the “gap” will be between those two parts. Meaning the prospect will come to the realisation that the severity of the situation is much greater than they originally thought making them want to escape hell island 🔥 & reach heaven island 🏝️. BUILD THE COST. What happens if nothing changes?! You see the cost of inaction in the form of money, time, energy, attention, reputation etc etc NEEDS to be greater than the cost of your program/service.

#1. We are helping/allowing the mentor/guru/course creator etc. to better leverage their own time. We are facilitating the duplication and growth that allows them to continue growing their business. Additionally, we get to "cheat"— if you will, because we get the humbling honor of piggybacking off of someone's business without incurring the traditional expenses of starting a business. #2. The amount of money we make is directly related to the problems/challenges that we are HELPING others fix. As remote closers we get paid to help others SOLVE their problems and eliminate their pain. #3. By using a professional "consultative" approach in which we focus on the CUSTOMER and truly helping them improve THEIR lives, we are relieved of the sales pressure (commission breath). This is to say that remote closers get paid VERY well for having the humbling honor of helping another fellow human being potentially change their lives while bypassing the traditional learning curve. This is my opinion, at least.