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is that too bright or how's the how's the lighting good looks good on my end does it okay check yours yeah yeah looks good okay should be good okay this little guy a little live on IG oh good Lord on stories what in the mother dog gone it got it gotta go live here yeah I hit the mirror here okay gotta be smarter than the phone what's up guys all right I'm going live talking about crazy stuff going to go live on Tick Tock okay foreign there okay all right we are live today finally we had some technical issues last week our Facebook group logged me out where I couldn't even log back in and they shut down our Facebook group account and our stream yard account for like five freaking days and we are finally back we finally figured out how to do it there you go always be disarming all right so today we're going to talk about an important subject so we're going live here on stream yard on my desktop or going live inside our Facebook group sales Revolution uh got about 51 000 of you in there running around we're going live in the Facebook business page about 80 some thousand of you in there my Facebook our YouTube account and Linkedin all at the same time I love stream yard now we're also going live here on what we call the IG phone so IG we love you guys sell me that pin I love that and we're also going live uh on the tick tock phone over here with you folks over there we love you guys on Tick Tock we got to give you Snickers bars sometimes because you get little us a little angry but we still love you so today we're going to cover write this down three closing questions I'm going to show you the difference three closing questions that you can use for your industry to get your prospect to commit and take the next step to purchase what you're offering because if they don't do that the problems stay the same they stay in the status quo and nothing ever changes I look like I'm Saint Peter here you sure that's not too bright I look really bright I'm looking bright there I don't know Blake okay so let's talk about this now if you are brand new to our Facebook group that's a little bit better thank you thank you for darkening me there you're net if you're new to our Facebook group or you just sort of following me on Instagram or you start following me here on Tick Tock or YouTube or LinkedIn you're like who the hell is this guy in the Hugo Boss shirts my name is Jeremy minor I'm the founder of seventh level I used to be the CEO I got demoted from that two years ago no longer the CEO anymore Matt is I got demoted for being the chairman last month I'm just the boring old founder guy so I am the founder and we're an organization that trains sales people exactly like you okay so we train sales professionals like you we train sales Executives like you we train sales leaders like you uh we change uh Sales Management like you business owners like you entrepreneurs coaches Consultants okay tonality in the right questions is key you're the goat I don't know if I'm the goat I could be what else could I be besides the goat maybe the I don't know what's a good term for Me Maybe I look at myself as the Ah that's too cheesy I look at myself as more of like the ostrich you just like you think it's a nice pretty ostrich and then all of a sudden like the freaking fastest boom it's right there I'm more of the ostrich not the goat you gotta call me the ostrich I love ostriches it's like a sleeper you don't know what's coming in boom it's there all right love it all right now here's what we're going to do today all right so as a company what we do is we help you and your teams transform the way you sell what does that mean it means learning specific skilled questions and techniques that work with human behavior rather than work against it and what does that even mean what does it mean to use techniques that work with human behavior rather than work against it because if we don't understand that that's the reason why you're triggering so much sales resistance now that is known that methodology is known as nepq that stands for neuro-emotional persuasion questioning now we have to teach it's not just the questions but we have to teach you the right tone how do you get your prospects at ease how do you get them to let their guard down because there's certain questions that you have to ask in your sales process that are more of a curious tone uh can you walk me through that's a curious tone now there's other questions in other parts of your sales process whether you sell B to b or b2c that it requires more of a skeptical tone a more challenging tone then there's other questions another part of the sales process where you're going to lean in and you're going to learn to have more of a concern tone a tone that shows more empathy now how do you know which questions to have the right tone it's very important if you want to make way more than you are right now I don't care if you're already making a few hundred thousand a year once you learn what our clients know in your industry you can make way more than that I can assure you now speaking of that you want to start making your first 10 grand a month in commissions with what you sell or let's say you want to start making your first 15 grand every month or the first 20 grand every month or you want to start making 25 or 30 000 every month in your industry or let's say 40 or 50 000 Plus because I can assure you we have clients in your industry that make that every single month so if you want to be like them message me directly right now so if you're on IG or Tick Tock message me directly right now I'm not that cool but you can message me if you're on LinkedIn or the Facebook group or the Facebook business page or my Facebook message me directly right now if you're on YouTube you can't message me can't message on YouTube you got to join the Facebook group now if you can't figure out how to message me because you're an old dude you just can't figure out social media like me I'm just making fun of myself in the comments section post hashtag nepq hashtag nepq and somebody will message you more details uh for specific training for your industry if you want to sell more it's a free world you don't have to learn Advanced Techniques to sell more you can always keep at the same level it's a free country free countries okay now let's jump into this if you're on the live right now I want you to go down to the comments section yes our corporate offices are here in Scottsdale Arizona well done if you're on the live right now I want you to go post hashtag live down in the comments section whatever platform you're on and if you're on the replay go post hashtag replay so if you're on the live right now go post hashtag live on your phone until I see hundreds of hashtag lines I'm just not going to start because it's 65 degrees out today I could go golf it's a really nice day in Scottsdale I really love to golf in fact I'm taking golfing lessons starting in two weeks from a lady that's on the P what's the women's PGA Tour what's it called that it's just the lp the LPGA or something she's freaking good so I'm gonna start taking lessons from her gotta get better so I better see hashtag life yeah you're going to make fun of me hashtag live #replay and I want you to smash the heart button and smash the like button so I want you to smash the heart button smash the like button LinkedIn user have you ever worked with someone in that mortgage industry between thousands in that space train every industry on planet Earth right now except underwater basket weaving if anybody knows anybody in underwater basket weaving industry let us know it's the only industry we have not gotten into yet okay enough about me I know you guys don't care about me selfishly you just care about yourself doggone it okay so we're gonna go over three questions to help your prospects internally commit and purchase what you're offering now before we do that before I go through any of this let's go through a little bit of the background you got to give me a hard Step at 42 after Blake because I have to get to that appointment okay traditional selling techniques or repackaged consultative selling techniques cause sales people to have to play the numbers game because they work with they work actually against human behavior okay now these techniques are designed to push your prospect forward rather than get your prospect to pull you in and the techniques revolve around you going through the numbers try and make a sale okay now type in the comments section whatever platform you're on and I'm going to move these IG phone over here so they can see that if you don't mind okay uh let's make sure they can see that whole Bowl ah I'll put them on me right now type in the chat if you're on IG Tick Tock or any of the other platforms Here YouTube Facebook if you've ever heard of the ABCs of closing type in me if you've ever heard of the ABCs of closing type in me if you've ever heard of the ABC's at closing I'm assuming that's all of you type in me in the comments if you've ever heard of the ABCs of closing okay A lot of people are like that okay now you know the old movie Glengarry gun Ross took place in the 80s early 90s Alec Baldwin the chalkboard put that coffee down coffees for closers now how can I come that the ABCs of closing is actually causing you to lose deals that you could be making how can I communicate that to you without you getting upset with me you see selling is not adversarial it's not you against the prospect trying to win them over so you can make money that's what average sales people do in our time and age if you want to be a top one percent earning salesperson in your industry you have to understand that selling is collaborative you working with the prospect to help them find and solve problems they didn't realize they had now that being said does that mean when I was in my 17-year saskar you might not know this but in my 17-year sales career in four different Industries two B to C two B to B I made a little bit under 33 million dollars in straight commissions I was a W-2 employee half the time their time I negotiated 10. 99 because it's better for my taxes do you think I was closing the sale at the end do you think I just got to the end and said well John if you're interested uh just call me back or uh well I guess email me back if you want to do something together that obviously doesn't work either right so we got to figure out what does okay here's one thing that we have to understand when you put sales pressure on a human being what does the human being typically do they Retreat from that sales pressure right just like if you are interested in dating somebody and you constantly text them all the time and you push and push and push what do they typically do back in the very beginning because you don't have any trust and credibility yet they run the other way same is true in sales and what exactly do you do when you feel pressure from a salesperson here's what you do you do one of two things let me know if I'm right when you feel sales pressure from a salesperson trying to sell you something you either one you get defensive right you throw out objections and you reject what they offer type in me if that's you that's usually more of an A type personality that does that if you're more of a passive personality here's what you do oh that looks really good uh can you send me some information I'm really interested uh and let me go through the information and I'll call you back I'm really interested is that you and then you email them and you start to text them and call them back and they never respond they just go M. I.

A well that's because you haven't learned the difference between putting external sales pressure on a prospect compared to your question ability and your tonality ability that causes so much internal tension with the prospect from where they are compared to where they want to be and the Gap is so big that they feel massive urgency to want to change massive difference in external sales pressure rather than you getting them to feel internal tension to want to change massive difference when you learn that selling becomes really easy all right so today I'm going to show you a few different things all right I'm going to do something a little bit differently here and I've got to kind of jump around here because I've got to leave in about 12 minutes one thing I want you to write down then I'm going to give you some questions on the on the background I'm going to show you why you're going to use them and for what situations okay you're not going to use them all in different situations or just certain situations one thing I want you to understand today's consumer does not want to be topped at and sold to they want to be asked heard and most importantly understood now you have to have a skilled conversation with them you can't wing it and hope and pray it works out either so in the new model of selling when I'm talking about ndpq we don't even use the term closing I don't like that term I think it has a negative stigma I think it dehumanizes your prospect because if you heard somebody at Best Buy saying oh yeah I just closed her I just closed that guy how would you feel it's like another number and don't be no I just don't like it okay now here's what we use instead we use the term commitment not closing commitment write that down it's a commitment for the prospect to take the next step and purchase your solution so they get their problems solved and they get where they want and it's absolutely crucial that you remember the commitment or AKA closing is actually only about five percent of your sales process and why is it such a small percentage of your process because the sale was already made in the prospect's mind during your engagement process like your Discovery process as you ask skilled questions that built a gap from where they are compared to where they want to be we call that their current state compared to their objective State now what's the Gap in between all these Newfound problems that your questionability has allowed them to see they had that they didn't know before that conversation okay now commitment can take one of two forms depending on if you sell b2c business to consumer or B2B it could a number one and maybe I don't know if I wrote this down I don't think I wrote the standout that's fine a number one takes a commitment to take a series of intermediate action steps which leads to the sale now we call those micro commitments or any PQ micro commitments so especially if you sell B2B okay you're not closing on the first call usually not on the second call especially if you're selling to large Enterprise depends on if you sell SMB or large Enterprise but they're taking smaller steps micro commitments that leads to the larger step of purchasing it could be a next step demo if you sold SAS it could be a next step proposal it could be a next step meeting with the board it could be a next step meeting with the department head just depends on your industry those are smaller commitments that lead to the ultimate commitment to purchase what you're offering it now could also mean this it can mean a commitment to purchase your solution and do business with you right away okay now whatever you do depending on if you're selling b2c or B2B you have to ask for a commitment for them to do something otherwise the sale will get stalled and you lose it okay and then they go off into Never Never Land okay all right now let's say that you're in a sales role that's not a one call close Okay I'm going to show you some questions back here if you're in more than a one call close and I'm going to show you one call close to you okay because we have clients in all different Industries B2B and b2c so let's say that you're in B2B and you need to schedule a next appointment okay all right John uh John that was a good conversation I understand you understand your situation better now uh with your permission what I'd like to suggest is the next step so with your permission now there's just one way I'm going to show you some different ways John with your permission what I'd like to suggest is the next step is we could be mean different things review more about your business plan that we discussed if that's the type of Industry you're in uh look more closely at the XYZ product and how it can help you solve the ABC challenge you mentioned depending on what you sell okay see how I'm just adding that in uh put together a proposal for different options that we have to solve XYZ problem uh have a meeting to review this with your board of directors so they understand ABC Next Step would be schedule a demo to go over how we might be able to help solve XYZ situation and you you don't want to make it generalized like that those are just general questions because like I said we train every industry but you would plug in what they said to make that very specific now you want your prospect to feel that they're part of that process rather than you trying to force them into that process okay now if you don't understand any PQ before that you go in with your traditional selling skills and put them put try to do that not going to work as well that's why you want to understand all of it not just little nibbles you don't understand all of it you're not gonna have the same results that clients do who are in your industry that know all of it right just obvious all right now you can also ask a little checking for agreement questions throughout the conversation okay now at the end of that I didn't even go to this with you at the end of that the next step would be blah blah blah would that be appropriate would you be opposed to that would that help you would that work for you see I'm asking for their permission no that would not work for us no that would not be appropriate people don't say that at that point because you build a gap in that Discovery call okay that's just basic stuff right there okay now let's skip apart I'm going to skip some parts I got six minutes Blake's tell me to cut it here all right now let's say you get to the end of your sales process whether you sell B to C whether you sell B to B doesn't really matter okay it doesn't really matter actually I'm going to give you a few more questions before that I'm just being nice here okay I wrote a few of these down I don't want to skip them for I didn't write them up here on it skipped it for you you can ask checking for agreement question what are your thoughts on that are you with me on that how do you see that part benefiting you the most though does that make sense or do you want me to go over that with you again do you feel comfortable with what we've covered so far see those are called check-in for agreement questions okay so you know that they're on the same page with you okay if they had if you notice that they had some concerns now how do you notice if they have concern some concerns you have to learn how to read body language if you can see them and you have to learn how to interpret their tone because if let's say that you're presenting in front of a boardroom you sell B2B okay and you're talking to 10 different people and you notice Kayla over there in the very end looks up when you go through a slide she looks up at it and kind of rolls her eyes kind of looks down well Caleb's part of that decision making process you probably want to see what's going on in her mind don't you or do you want to just hope and pray that it's not a big deal and you hope and pray it goes through at the end probably I wouldn't want to you have no control so I might go to hey Kayla um I I apologize I know we haven't met yet when I went over that slide uh where I was talking about XYZ you seemed a bit hesitant when I went over that can you tell me maybe um what's behind that just so I have an understanding notice how my tone drops it's more of a concern tone that shows empathy see what I just did there well I didn't understand this and then you can help them resolve the concern okay that's just one technique to do there okay so let's say you get it in a sales process time to commit them to take the next step and purchase what you're offering you lean in and say something like this do you feel like this could be the answer for you let me do it again notice my tongue well you guys can't even see me over here moving around do you feel like this could be the answer for you now this right here verbal pause verbal pausing verbal pause allows the prospect to think deeper about the question because if I just said do you feel like this could be the answer for you well it's a knee-jerk question too fast I'm gonna get a knee-jerk response yeah I think it is do you feel like this could be the answer for you notice how my tone goes down that's a verbal pause when I pause there okay now once you've learned in epq you're going to get one or two responses and it's designed to do this foreign they're going to say yeah I really do or they're going to say I do but and they're going to tell you their objection they're going to tell you the real concern that's why it's designed to ask it in that format as a close-ended closing question I know that you guys have all read Rose could close into question that's what average sales people do these days never ask you to close you've got to be all open it's designed to do one of two things do you feel like this could be the answer for you one or two answers nobody's going to say this but no I don't okay I got two minutes they're gonna be like yeah yeah I do or yeah but I'm not sure we have the money I'm gonna tell you the real concern do you want to know the real concern yes so you can help them over let's say they say that yeah I do but I'm not sure we have the money well money aside why do you feel like it is though that's a probing question well the reason we like it is because the blah blah blah then see this is a probing question ndpq probing question well hold on why do you feel like it is though let's say like yeah I really like it okay but why do you feel like it is though it's more of a skeptical job well the reason why we like it is because of this because of that because of this now then I want to ask a second commitment question I've got to hurry okay here's the one typically we train most Industries and it just depends we make it more specific to your industry well okay yeah I really like okay hold on what why do you feel like it is a well because okay but what specific part besides blank you repeat back one thing they liked what specific parts of what we went over today do you feel like are really going to help you the most well I also like this part I like this part I like this aspect or you can say this okay I mean do you feel like this is something that you can do now it could be you could be have do use depend on your product or service your industry do you feel like this is something that you can have that will really get you guys where you're wanting to go do you feel like this is something that you can do that's really going to get you where you're wanting to go just depends on your industry see how that works this is a really good okay but what specific parts of what we went over do you feel like are really going to help you the most okay well I don't really have anything else to go over with you okay Okay one minute one minute I gotta hurry why do I have really I don't really have anything else to go over with you it looks like we covered the basis of what you were looking for in X and Y and Z repeat back what they wanted really The Next Step would be is we'd make some type of arrangement for your whatever it's called that you sell you can do a credit card debit card bank wire invoice depending on if you sell B to C or B to B you'd re-language that a little bit okay you can use it then at that step we would blah blah blah and you tell them the next steps and after that you say would that be appropriate or how would you like to proceed from here or you can say would that be appropriate just a simple question most attention yeah that'd be appropriate or they're going to say okay we're good or they're going to say yeah but and then they're going to tell you another concern and now you're there to help them overcome it okay folks I gotta go I got an appointment I'm already late thank you for uh knocking me off because I would usually go 10 minutes I'd be getting get in trouble by not being at this appointment all right just went over something basic we will go live in the Facebook group tomorrow with a client every Wednesday we interview a new client from a completely different industry 52 freaking weeks a year sometimes with new two clients a week okay tomorrow I'm going to be interviewing a gentleman that's only been in our virtual training courses our Advanced Center Circle for about four months he started around seven Grand a month right when he came to training next month he went to 11. next month he went to 16. I think in the month of yeah the month of December I think he went to 23 and then this month I think he's over 30.

okay next month he'll be over 40. we're going to interview and break down his sales process and we've taught him and he's going to give you some different questions that you can use in that format to take for your industry now you got to be in the Facebook group tomorrow we don't go live on Instagram and Tick Tock very often so if you're on Instagram and Tick Tock if you want to see those interviews and get golden nuggets and Q and A's you'll need to probably join the Facebook I'd love this Jeremy you're great thanks very much Ella that's very kind of you to say I'm not that cool I'm an ostrich not the goat anyways I'm the ostrich not the goat all right now you can't self-label yourself without that's just you know when people are like on the goat I'm like dude you can't call yourself a goat freaking Michael Jordan doesn't call himself the goat LeBron James doesn't call himself the goat Tom Brady doesn't come yeah it's like saying the best company like people can say that your clients say that you can't say that yourself it just means you're really not hate when people say that it's so annoying okay so if you want to join the Facebook group Let's uh let's have somebody in the in the team post the Facebook group on IG and Tick Tock maybe Felicia if you can do that uh go to you are the goat you're funny thank you very much very kind uh so go to salesrevolution. pro go to salesrevolution.

pro I'm going to have somebody drop the link in the Facebook group or well they're on Facebook let's have somebody drop the link on uh LinkedIn let's have somebody drop the link on Tick Tock because they're asking for it and let's have somebody drop the link um on IG real quick you got any roofers in their group yes we train thousands in Roofing too so Facebook user her asset we train every industry when I say every industry that means drum roll every industry that's what that means I love you guys but that's what that means every industry means every industry Forbes says there's 158 different Industries subsets of those who weren't all of those at this point that's how big the company's got do you have long terms carousels in your government every industry gonna be hard on you Valerie yes every industry every industry do you train food sales no Shannon that's the only industry we do not train we purposely say Do not train the food sales industry that's in B2B because we just want them to stay out in the jungle just let them figure out on their own we purposely banned food sales people I'm just joking okay I gotta go all right you want to learn more advanced skills because I just give you little nibbles on these that's very basic stuff I gave you if you want to start making your first 10 grand first 15 grand every single month you're you know I'm always cheeky with you guys your first 20 grand every single month or 30 grand every single month message me directly right now if you're on IG Tick Tock LinkedIn Facebook group Facebook message me directly right now YouTube you got to join the Facebook group you can't message me on YouTube okay so go to salesrevolution. pro salesrevolution.