Deadend Counters: Sales

What is the proper probe selection to “Pretty consistent”

In what way

What’s the proper response to “Oh, yeah, I’d love to lose more weight”

“Well, no one typically comes to us wanting to gain more, right?”

What’s the proper probe response to “More often than I’d like”

“Which would be”

What’s the proper probe response to “I mean probably in the last 3 years”

“Ok, probably in the last 3 years or actually the last 3 years?”

What’s the proper response to “Why do you feel that’s happening?” “I don’t know”

Well if you really thought about it between me and you

What’s the proper response to “Well it just always shows up”

Is that always the case?

What’s the proper response to “I don’t know. I think it’s just that I’m older now”

How so?

What is the proper intensity probe response to “Yeah, I mean the other day, it was like I just couldn’t even function”

"Like couldn’t function as in like, not able to work or you couldn’t stay awake?”

In one word, what is the appropriate probe once you get the “what” and the “how”

Why do you feel that’s happening?

Which probe should you address first “Yeah, I just the get think about it objection on the bigger deals”

Let’s define what those bigger deals are?

What is another way of asking “Why do you feel that’s happening"?” IF they give you an option, If they give you something like ‘Yeah, it’s mostly on the bigger deals, like 20k packages” "

Okay, so what do you feel is the difference between the the 20k deal compared to the 15 or 10?

What is the correct probe when someone gives you a moment in time

Oh, wow. What happened?

What is an alternative probe to “How’s that showing up?”

What does that look like day to day

How do you handle a Happy prospect someone who says ‘honestly, I feel really good about anything”

Anything you might change about how much time it’s taking?

What’s another alternative probe to “How’s that showing up”

What have you noticed?

What’s the correct response to “Well, if I wasn’t I wouldn’t be on the call”

Okay, I mean, do you feel 100% feel like you’re on the right path?

What’s the correct probe response to “Yeah, I mean. I feel a lot better but then it kind of oscillates”

Either: “What do you feel like causes it to oscillate” OR “What might you change in the way it’s oscillating”

What’s the correct response to “I don’t know. I just feel like i’m older, now”

Hold on, you feel like you’re older. What does that mean?

What’s the correct response to “a little bit in the past”

Daily? Weekly? Every 5 days, 10 days? What are we talking about here?

What’s the correct probe for “Yeah I’ve just been really trying”

If I could make an observation, how consistent do you feel you’ve been

When you get a moment in time, how can you deepen the impact it’s having on the person?

So, when you aren’t able to play with your kids for the last 2 years, what’s goes through your mind?

What’s another alternative to say “Why do you feel that’s happening”

“Do you know why it’s showing up again? Like what caused it?”

Another alternative to deepen intensity through comparison

What did you do different during those days that made it show up more?

What’s a way to create doubt when a prospect said “I just had one donut”

Just one?

Another way to deepen intensity to see if this has shown up in the past

Outside of this situation, when has that shown up?

What is a gentle way to handle a congruence. “I’ve been trying for the last 5 years. Haven’t lost the weight”

 So you've been dealing with this for five years and tried everything. What do you think is actually happening

What is another gentle way to handle a congruence. “I’ve been trying for the last 5 years. Haven’t lost the weight”

Five years and it keeps coming back. Is it possible the approach itself is the problem?

What is the correct probe response to “Yeah, been having a lot of chronic fatigue, a lot of sleep disruption”

What does the sleep disruption look like?

What is the correct progression of sequencing: I've been having brain fog, taking lots of naps, and been making some errors at work that isn't great

What kind of errors? → How’s that showing up? → Why do you feel that’s happening?

What is the correct response after they mentioned wanting to change the time it’s taking after two truths

"Interesting — you mentioned you'd change the time it’s taking. What would that look like?

Give me three ways to stay in the moment of intensity

What happened next?" / "What did you say in that moment?" / "What went through your mind?"

What is a verbal cue that you can make that acknowledges a tough moment

I could see that being tough

What’s an easy ramp on response if they say “I’m not sure what I would change”

What’s the first thing that comes to mind?

What is the correct response after someone challenges your credibility ie “Oh man, I’ve heard this before” “Wow, they train you sales guys really well”

Ah, man. It feels like we keep reading each others cards. Should we drop the mask and have a real conversation?

What’s the correct probe to “It's kind of all over the place"

What comes to mind first?

What question do you ask to deepen the intensity when you get a problem ie “I keep losing deals at the end” “I just keep blanking during the presentation”

When’s the last time that happened?/ Can you give me an example?

What’s the correct response to a vague present situation ie “I’ve been learning a lot of things”

“What have you been learning?” → “What’s the first thing that comes to mind” → “If you really thought about it between me and you

What is a way where you can build next level doubt when a prospect names a technique?

"What do you mean by [their word]?" / "Where did you learn that?"/ “How consistent do you feel you’ve been”

Overall what is the proper sequencing

what have they tried → how long have they done it that way → clarify what it is/ what caused them to do it that way→ is it working? → anything you'd change → how's that showing up → why do you feel that's happening? → are you open to changing that?

What was Joe’s response to “I try and reframe them”

What do you mean by reframe? → Where did you learn that?

What was Joe’s response to “Yeah, I mean I learned it from NEPQ”

Really? In that type of tone, using that verbiage?

What doubt does “Really? Do you feel your tone is 100% spot on?”

It plants doubt that the mechanism of the tone might be off

How does Joe follow the sequence of what happens after you had said it doesn't work

And what happens after that?

What alternative question is “What do you feel is going on in your prospect’s mind when that happens?”

Why do you feel like that’s happening?

What’s the correct probe response to “I feel like i’m not getting the most out of it”

In what way?

What is the correct sequencing for a limited belief

accept the constraint → find the upstream controllable variable → ask about it

When should you bridge?

A prospects asks How would I do that?" / "What would help?" / "What do you recommend?"

Give me 3 alternatives to “How’s that showing up?”

“How is that playing out?” / “Where is that showing up?” / “Where are you seeing the effects of that the most”

Give me 3 alternatives to “Why do you feel that’s happening?”

In your view, what’s causing this?/ What do you feel is driving that?/ Any ideas on what’s behind this?

Give me 3 alternatives to “Has that always been the case?”

How long has that been the standard for you?/ Is this a new pattern or an ongoing one?/ Has it consistently been this way for you?

Give me 2 alternatives to “And then what happens after that?”

Walk me through the aftermath of that/ How does that usually play out?

Alternative for “When’s the last time happened?”

When did you last deal with that situation?

More ways to say: “How’s that showing up?”

What does that actually look like in practice? / What are the tangible signs of that happening?

Alternative ways to say: What’s that doing to you

What’s your internal reaction in those moments? What is the first thing you think in that situation?

Alternative ways to say: What would that mean for you personally?

What kind of weight would that take off your shoulders?/ If that were resolved, how would your headspace change?/ What becomes possible for you once that’s out of the way?/

Alternative ways to say: What happens if nothing changes

If this persists, what does your reality look like later? / Where do you see yourself if things stay the same? What’s the risk of letting this cycle repeat? If this doesn't shift, how much longer is it sustainable?

Alternative ways to say: with what you have in place now how close do you feel?

How well is your current strategy holding up against that target? / In your view, what's the missing link between today and that result?

Alternative ways to say: What were you hoping to get out of the call?

What was the main driver behind your search today?/ Anything specific you were looking for?/ What were you hoping we’d focus on during our time?

Alternative way to clarify

Can you unpack that for me?/ You mentioned XYZ problem can you tell me more about that

Alternative way to build symptoms at beginning of call

That makes sense. Tell me, what other points of concern do you possibly have

Alternative way to say ‘Would that help you”

Would that possibly take some pressure off of you

What’s first question of Solution Awareness

So, John, before we talked today where you out there looking for ways to improve health so you can feel better or what were you doing?

How do you handle “Well I tried other other programs, but they didn’t work for me”

Hold on when you say they didn’t work for you, what programs did you go through → Oh, and what parts do you feel didn’t work for you? → Aww, ok, and were other people getting results in that program? → So why do you feel like held you back from having like success like they were → Okay, so XYZ is important to you then

Permission based transition: Situation → Problem

Based on what you’ve described about the brain fog, can I ask a bit more about how that’s been affecting your ability to show up at work?

Permission based transition: Problem → Consequence

I want to make sure I am understanding the whole picture, would it be useful to understand what the fatigue has been costing in real terms?

How do you deepen “Yeah, I just hit a wall at 2 PM” [highlight mechanism]

When you hit a wall at 2 PM, what’s the 'manual' workaround you’re using just to stay in the office?

How do you deepen decision certainty “I guess, I just compensate with the caffeine”

When you use all that 'manual' energy to stay in the office, what's left for the people at home?