NEPQ Phases Intro

7 Types of Questions

Connection Stage is the **** stage of the sales process

The initial phase in the NEPQ framework where rapport is built and the prospect's needs are explored.

Connection Questions are designed to **** the prospect

Disarm

Connection Questions Focus is on the …

prospect not on me / Questions that establish rapport and connection with the prospect.

Connection Questions are the key to creating a favorable…

first impression while focusing on your prospect

Situation Questions = understanding the …

Questions aimed at understanding the current situation of the prospect.

Problem Awareness Questions are designed to make the prospect …

aware of their problems.

Solution Awareness Questions own their problem …

Prospect owns their problem emotionally & want to solve them - what is the gap between their current state and their objective state

Consequence Questions their way of …

Question their way of thinking & the cost of doing nothing

Qualifying Questions = How important is it to change their …

How important is it to change their situation - do they have the funds to make the purchase

Commitment Questions gauge the prospect's commitment to …

Questions that gauge the prospect's commitment to solving their problems and moving forward.

NEPQ Phases focuses on …

A sales framework that focuses on understanding the prospect's situation and problems to create urgency for change.

Urgency to change is the emotional drive a prospect feels to …

The emotional drive a prospect feels to solve their problems due to the perceived gap between their current and desired state.

Example of Connecting Questions

“I’m glad we could connect. Before we dive in, what would make today’s meeting worthwhile for you as a teacher planning for retirement?