Many salespeople believe that their current method of sales is the right way, simply because it’s how they’ve been taught. Most books and training on sales share the same ideas rehashed over and over. Even if you face numerous objections and “no’s” with your sales calls, you think it’s just part of sales. This “game,” or the “Number’s Game,” is a popular ploy said amongst sales teams to get everyone to believe that you’ll have to go through a long string of no’s before you get to a yes.
Picture something, though: what if you never had to be rejected by a prospect? What if you heard “yes” more than you heard “no”? You may think that’s not possible, or is antithetical to the rhetoric around sales that you’ve been privy to – but if you’re getting “no” far more often than you’re getting “yes,” that’s a telltale sign that you’re due for an improvement to your sales techniques.
Think about it this way: if you were a basketball player and; you missed significantly more baskets than you scored, would you be a good basketball player? Do you think your team could trust you on the court? No! It shouldn’t be any different in sales. It’s not a “numbers game” – it’s up to you to know the techniques and to understand human psychology acutely enough to help a prospect understand why they need what you’re selling.
The “Old Model of Selling” Is Rooted in the Numbers Game
When I first started teaching the New Model of Selling, Neuro-Emotional Persuasion Questioning, some wondered what the “Old Model of Selling” entailed and if they were using it. Truthfully, most salespeople still use this old model of selling and haven’t moved to the new model unless they’ve learned Neuro-Emotional Persuasion Questioning. But to be sure, here’s a list of key tenets of the old model of selling:
- The assumptive sale
- ABC (always be closing)
- Feel, felt, found
- The trial close
- The demonstration close
- Be relentless
- Chase the sale
- Be enthusiastic about your product and solutions
- Accept rejection as a normal part of selling
- And my favorite one, “It's a numbers game, get as many no's as you can to get to a yes.”
If any of these sales techniques and mantras sound familiar to you – or, if you use one or multiple of them regularly, you’re due for a sales technique upgrade so you can close more sales with less hassle, and establish trust with each of your prospects. Because the question is, do these selling techniques that you have learned from the “old sales gurus” actually work anymore in our day and age what many experts call the “New Economy”?
They simply do not. Why? Because they go against everything we NOW know about building relationships, they work against human psychology. Most of what we think we understand about selling are constructed on a foundation of assumptions that have completely now crumbled.
So, why should most salespeople today sell the same way as the salesperson did in 10, 20, even 30 years ago? It’s not your fault. It’s simply what you’ve been taught.
How to Improve
So, what do we do now? I, like you, was a salesperson who wanted to improve my ability to close deals. At the time, I was in college studying Behavioral Science. I found it strange that the principles I was learning from my sales leader and in my sales training were all direct contradictions of the actual human psychology principles that I was learning in class.
I learned two core, revolutionary pieces of information in these classes. First: people buy based on emotion. If they aren’t emotionally compelled by the problem that they are facing AND emotionally attached to the solution that someone could provide, they aren’t going to take action.
And, the second: people don’t do something when they’re told to do it. In fact, they may avoid doing it entirely because people don’t like being told what to do.
With these two vital pieces of information in my forefront, I figured that there had to be a method of sales that steered the prospect emotionally to their own conclusions, and helped them to persuade themselves. After all, the way of sales that I had been taught (and the type you are likely using) was rooted in logically telling a prospect why they should buy: both of which contradicted this new information.
I scoured the internet, training, books, CD’s, and conferences, and couldn’t find anything that remotely resembled what I knew needed to be created. So, I created my own sales technique, and I call it Neuro-Emotional Persuasion Questioning.
In NEPQ, the prospect is guided to emotionally persuade themselves to make a purchase through questions that you, the salesperson, asks. And, these aren’t the questions that you may have taught to ask, such as, “What are 2-3 problems that you’re experiencing now in your accounting organization?” Rather, it’s a carefully crafted series of questions that helps the prospect to pinpoint one specific problem that they originally did not know they had, and then help them emotionally feel that they need to solve it.
I crafted this form of questioning over years of trial and error. I took note of every face expression and tone change that would accompany these questions and tweaked them just so until I got them right. Then, I distilled it into an easy-to-follow science with an order for which types of questions to ask at what point during the conversation.
This form of questioning makes sure that the prospect does 80 percent of the talking, that the prospect feels that the focus is on them rather than you and what you’re selling and that they feel emotionally compelled to purchase from you because you both identified a problem they didn’t know they had, and you have a desirable way to solve it. Further, through what are called “Solution Awareness Questions,” the prospect comes to both logically and emotionally realize that they need a solution to this problem as soon as possible because they now understand what will happen if they don’t.
I teach NEPQ through my sales course at 7thlevelHQ.com, and my students have experienced incredible results. They would tell you, too — sales, for a successful salesperson, is not at all a “numbers game.” It’s a game of understanding human psychology and applying techniques that help prospects help themselves.