7 Probing Questions That Trigger MASSIVE Urgency...

do you ever notice when you go to close a sale that a lot of your prospects just don't seem to have much urgency to buy now and they just push it down the road well if that's the case come over here to the vi board I'm going to show you why that's happening to you and I'm going to give you about seven different what we call probing questions that trigger the prospect to have far more urgency to buy now and not push it down the road come over the buyboard I'm going to show you to

do this all right now I'm G to ask you this question type in me in the comments if you have some issues here and there just be honest with yourself you have some issues when you when you go towards the end of the conversation or conversations depending on if you sell B Toc businesses to consumer or businesses to business you try to close but have you ever noticed that a lot of your prospects they don't really feel a lot of urgency to want to buy from you it's like you help them find problems but then

at the end when you try to close they just don't feel a lot of urgency you can tell by their tonality their body language and they tell you they want to keep looking around they want to think it over they want to do more research if that happens to you type in me in the comment section okay so if you're on Instagram or the Facebook group here sales Revolution and you notice that a lot of your prospects they just don't feel a lot of urgency when you try to close them to buy even though they

have problems and then they give you some type of I want to think it over object jection type in me if that happens to you because if that happens to you today I'm going to show you first of all why it's happening so you understand it and then I'm going to show you what questions to use to get them to emotionally open up and relive their pain where they trigger where it triggers massive urgency in their brain to want to change their situation and actually do that with you the sales person now this is what

we call neq write this down Precision probing this is what's called neq Precision probing I'm going to give you a few examples here now this is an example of what we call neq problem awareness questions now if you're not one of our clients you might have no idea what neq even means neq write this down this is important to you neq stands for neuro emotional persu questions neuro emotional persuasion questions okay it's my Behavioral Science Background from University and then being in the trenches as a salesperson like you for 18 years in four completely different

Industries before I retired and started seventh level okay all right now why do we need to ask what are called Problem awareness questions why do we need to Precision probe why do we need to probe Precision why do we need to do that because we have to help the prospect relive their pain of their current situation and have a fear of future pain okay now why is that okay because we have to get them to tell themselves why they want to change that is called self-persuasion it is the highest form of persuasion according to Behavioral

Science when you tell a prospect why they need to buy from you why they need to change that goes one ear out the other because you're biased you're the salesperson they know that when I can take those statements instead of telling them why they should buy I get them to tell themselves why they should buy which is more persuasive I think you know the answer when the prospect tells themselves why they need to change your situation that's them that's true when you tell them it's just your opinion because you're the salesperson right now write this

down as well going to give you a Behavioral Science 101 lesson what are the two biggest emotional drivers that cause a human being to want to change the first one is what I said pain and the fear of future pain if we cannot help the prospect relive their pain of their current situation and have a fear of future pain they don't feel any need to change and when they don't feel any need to change there is no urgency that's why you get I want to think it over look around do more research or spouse objections

if you sell be to C okay because you couldn't help them open up emotionally to relive their pain and have a fear of future pain okay so I'm going to show you what questions and how to use your tone to get them to do that now this also causes your prospects to go below the surface and emotionally open up okay now all of us have heard of this do human beings make buying decisions logically or emotionally it's 100% emotionally brain studies prove that there's no debate in science and Behavioral Science on this 100% emotion I

feel like having a drink of water notice I said I feel like having a drink of water every decision you make every decision that you make as a human being starts with your emotional side of your brain no decision you make ever starts with your logical side of the brain did you know that I feel like doing this live for you because I like you I feel like I feel like waking up today because I have to get to work I feel like eating today because I'm hungry see you always start with your emotional side

of the brain and then you justify with logic that is the same if you sell B to B B to C Door to Door B to G it does not matter because you are talking to human beings who have the logical side of the brain and emotional side of the brain there is no difference do you see the see what I'm talking about there okay now two big spheres now let me give you some examples of this okay all right how many of you type in me if you ever have a prospect that just they

tell you an emotion like ah you know this problem is just frustrating me or I'm really stressed out about this or I'm just frustrated about this or I'm worried about this or I'm concerned about this and they tell you uh they they attach like an emotional word to their problem type in me if you have a prospect that's ever told you their problem was stressing them out or they were worried about it or concerned about it or frustrated about it or annoyed about it okay that is good now when you get that emotional word okay

all you can simply do if you want them to open up and expand on it because when a prospect says yeah I'm just stressed about XYZ that is not helping them relive pain that is still surface level logical stuff it's what's causing that emotion that triggers them to relive their pain so I'm simply going to repeat back the emotional word oh this this XYZ problems caus us some stress stress frustration concern see I can repeat back the emotional word okay so I want you to go home and try it on the the people you live

with tonight could it be your kids your spouse the person you're dating the person that cuts your hair whoever you talk to whenever they give you an emotional word like stress concern pressure tension frustration annoy just repeat back the one emotional word and watch how they emotionally open up and just spill the beans because here's what happens when they say an emotional word and I just repeat it back frustrated and I use a confused tone what happens in their subconscious we cannot help it as a human being their subconscious says oh he didn't understand what

I meant by frustrated I need to explain that better literally their subconscious tells their conscious brain that and instantly they start to open up you will never have a prospect if you say stress that's just going to set there like yeah stress they're not going to do that okay but I have to use a like a a concern hold on stress that's a concerned tone like I'm confused and I'm concerned you see what I'm doing now if I don't use a concern tone or a conf it's kind of like a a confused SL concern Tone

If I'm like oh what do you mean by stress you're going to get some people to open up but if I lean say oh how how do you mean by stress see I look confused and I look like I'm concerned their subconscious instantly says he didn't understand what I meant by stress I need to explain that better and now they start reliving their pain do you see what we're talking about okay all right now let me show you this hold on stress yeah just the other day it happened when and then they tell you when

it happened and then I can instantly ask this is called an neq probing question here okay this is a probing question remember I have to get them to open up and go below the surface that's where the emotion is that's where the sale is made okay then I'm going to say how long has that actually been going on for so you've been having XYZ problem how long has that been going on for now why do I ask that question because it helps a prospect realize how long they've had the problem how long they've had the

pain do you see what I'm doing there okay now notice what my tone is doing okay this is another probing question here so this has been going on for the past six months has that had a has that had a impact on you oh my gosh you well hold on in what way though okay see what I'm doing I'm verbal pacing the question out I'm slowing it down okay so instead of saying this this is generic I'm just going to plug in what the actual problem is are you with me on that so that's been

going on for the past three months has that had a has that had a impact on you oh my gosh well in what way though okay see what I'm doing okay you have no idea well what in what way see I'm still clarifying I'm still probing to get the prospect to emotionally help and let their guard down let me show you a few other examples here all right uh uh okay now in this example and we would teach you this that look some of you are clients some of you are not but once you're a

clients you already know all this that's why you were crushing it in sales in your industry if you're not a client what are you doing why wouldn't you be a client so you could sell more it doesn't make any sense okay so if you notice by their tonality and body language that they're emotionally opening up to you so throughout that conversation let's say they've just been they've opened up they've just emotionally open up already I might even lean in be able to say what's that doing to you what's that doing to you what happens when

that what does that do to you when that happens see I'm using a concern tone a tone that shows empathy okay remember your tonality is how the prospect interprets the intention behind every question you ask and everything you say so if they feel like I'm genuinely concerned for this situation that builds far more trust and if the process ECT trust that you understand their unique situation they also trust what that you can get them the best result that's who they buy from not just because they like you people buy from people or companies they trust

can get them the best result if they like you that's a bonus think about all the people you like in your life like relatives of yours there's some things you don't buy from them that you buy from a complete stranger right because you trust that other company or stranger can get you a better result than your relative you like your relative but it does necessarily mean you trust them enough to get you the results you want people buy from people they trust can get them the best result if they like you that's a bonus people

don't just buy because they like you or think you're a cool person that's Dale Carnegie's book 1936 How to Win Friends and Influence per people great book written in 1936 we live in 2024 prospects are much differently power of the internet social media didn't exist in 1936 it definitely impacts your sales now if you don't understand that okay all right let's keep going here or I could do this uh Prospect says yeah we're having some problems with XYZ and ABC I then can say can you give me a specific example of when that happened can

you give me a specific example of when that happened see most salespeople would just stop so when the prospect says we're having problems with this and this like oh okay and then they just go on to the next question on their script you have to probe you have to get them to relive their pain if you can't get them to relive their pain they feel no need to change and if the prospect feels no need to change that's why they don't buy from you they don't feel the urgency because you can't get them to relive

their pain remember pain fear future pain biggest emotional drivers that causes a human being to want to change see we're all going back into that word change all the time can you give me a specific example when that's actually happened see how I'm concerned there okay Prospect well just last week we had an issue with our system shutting down and our clients lost access to close to two days and we couldn't get a response from the company I'm just making something up okay then I'm going to probe oh how how often is this happening to

you guys how often is that actually happening to you guys oh my gosh it happens a couple times every couple months so when their systems go down like that how does that affect your company so when the system goes down how is that affecting the company they start to tell you how it's affecting their company reliving that pay but then I'm going to move in and say how does that affect you personally though now this is an example this is more B2B here because you're talking about a company okay how does that affect you personally

when that happens see I'm concerned I'm using a concern tone a tone that shows empathy okay see what I'm doing there let me show you one more example here now if you want to learn more questions like this and other questions for your industry go and click the Subscribe button my only warning to you is this if you do subscribe to this channel make sure sure you do not share this YouTube channel with people you know who you compete with so if you have a friend that sells the same thing you do you don't want

to share them this channel because you don't want them to learn these type of things you're going to learn here all right so only share this with people that are in sales or other people selling anything if you're not competing with them that's my warning to you if you want to build far more urgency you have to learn how to use what are called verb pauses I'm not kidding you when I say this people say Jeremy I need to learn how to close more I'm like you need to learn how to use verbal cues verbal

pauses and verbal patient questions out so the prospect opens up emotionally because that's when the sale's made not when you use a option close it the end that's not when the prospect decides to buy Behavioral Science 101 okay so in this example I'm going to show you how to get your prospects to have certainty do anybody heard that word certainty you know what the number one reason is that your prospects give you objections uncertainty what causes uncertainty in a prospect's brain the salesperson does not the prospect what causes certainty in their brain the salesperson when

they have a higher skill level okay certainty and uncertainty are triggered by you the salesperson not the prospect I can control if that Prospect has certainty with what I'm offering and the problems I solve and their problems and on the flip side if I don't have the right skills how to use my tonality the right questions to ask I can also trigger uncertainty that leads to more objections okay see what I'm doing there okay so let me give you an example of this this is what's called an any PQ write this down this is called

an neq probing question right here here probing question okay so I can control what I want the prospect to focus on in the question I ask so think about that from your industry okay this is generic here so after they say something I say so why is this so important to you now though why is this so important to you now now what word am I keen on the word this so I'm asking why is this so important to you now now look here at these dots these are verbal pauses I want to pause a

split second before I say the word I want them to focus on in their brain and I want a verbal pause for a split second before I finish the sentence okay if I say this too fast it will not have any yeah why is this so important to you now though oh I don't know it's just something we're looking into so why is this so important to you now can I ask why this is so important to you now though okay the word this see now I just what did I just cause their brain to

do focus on whatever this is so let's say if I sold life insurance as an example that's the biggest industry we train in the world now why is this that would mean financial protection for their family so important to them now if I sold solar why is this would be locking in the rate lowering their bill eventually not having a bill if I sold let's say cyber security the word this could be reduced reducing their false positive rate so they stop rejecting good customers at the bank see it's all going to be different for the

industry but the word this gets them to focus on whatever you're so so why is this so important to you now though now I got their brain to focus on whatever this is do you see what I'm doing here okay now I can also focus on now as a timing thing I can ask the same question so look this question right here is exactly the same as this question right here but notice how I get their brain to focus on now like now like today timing compared to this whatever the issue is okay and I'm

asking the same question but my tone and where I pause trigger their brain to think about different things you see what we're talking about so can I ask why this is so important to you now though can I ask why this is so important to you now though now their brain is going to think why is this so important to do now the word now builds what urgency well the reason why we need to look at doing this now is because and they start telling you why they need to change their situation now okay now

I'm pausing for a split second before the word now and I'm pausing for a split second WR it can I ask why this is so important to you now though now if I didn't pause why is this so so important to you now though well it just is see when I ask the question too fast I give the prospect no time to internalize the question I'm asking that is the number one reason when you ask questions that your prospects give you vague generalized surface level answers is because you ask the questions so fast you give

them no time to think deep about what you're asking and that triggers a knee-jerk response surface level vague generalized response okay so if I'm selling at a car dealership or furniture store and the the prospect walks in and I say hey welcome to the store today how can I help you just looking you ask the question too fast you're going to get a knee-jerk reaction so I might say hey welcome into the store today are you guys just kind of you know out just kind of looking around today yeah yeah we're just look oh and

you know what your you know what you're possibly looking for okay I'm slowing down I'm verbal pacing the question out does that help all of you today all right Perfect all right now type in the chat here what you got here biggest aha moment I'm going to end it with this okay so type in the chat biggest aha moment something you picked up from that basic live that you did not know before the live today okay I want you to type in the chat biggest AA moment something you picked up today that you did not

know before today okay hope that helped you today learn how to build more urgency in the sale that was just kind of a sample if if you want more training like this go ahead and subscribe to the channel my only warning is like I said earlier don't share this Channel with your competitor so if you have a friend that sells the same thing you do and you don't want them to learn these type of things don't share it with them only share it with friends who are outside of your industry who you don't compete with

I can assure you you don't want your competitors learning the things I will show you on these training videos