Value Learning Post 2024 (5) ‼️ · SimplyClose Blueprint

Jan '24 • Day 1

Value Learning Post 2024 (5) ‼️

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.

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