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to talk next and I'll have to have you flip this phone around once we once we go live so let's go live on IG check the connection so we're live on Instagram and then let's go live here on tick tock three two one okay [Music] okay foreign we're going uh live today in our Facebook group sales Revolution so we're going to go live here on seven different platforms so we're gonna go live here on our Tick Tock phone over here hello Tick Tock people we love you we're gonna go live here on our Instagram phone we've got about 264 000 followers on this account now you guys are rolling we love it and then we're going live here on my desktop using a device called stream yard we're going live in our Facebook group sales Revolution there's about 41 some thousand of you in there almost 42 000 in there Facebook business page about a hundred thousand of you in there and then YouTube LinkedIn and my personal Facebook all right now today we're gonna give you I'm going to give you up here on this whiteboard behind me I'm going to show you nine any PQ clarifying questions that you can use doesn't matter what you sell we train 158 different Industries including yours watching me right here in this shirt The Tick Tock people hate you I know I know what are we gonna do over there so we're gonna go so I'm going to give you nine nepq clarifying questions that will help you trigger your prospect to actually open up and go below the surface and I'm going to show you some different examples on how we're going to use those so I'm going to give you nine I actually might be nice and give you a few more if I'm feeling some love from you guys all right so hopefully everybody had a Merry Christmas and a Happy New Year now if you're brand new to our Facebook group or maybe you're brand new on YouTube or LinkedIn or IG or Tick Tock you just start to follow me I'm the founder of an organization called seventh level okay now seventh level is a sales training company the train sales people exactly like you yes we do events all over the world um exactly like you watching me right now so we train sales professionals like you we train sales Executives like you we train coaches Consultants like you we train Sales Management like you sales leadership entrepreneurs business owners and we train you and your teams specific skilled questions and techniques that work with with human behavior that might be important to use techniques that work with human behavior rather than work against it now that's called nepq it stands for neural emotional persuasion questions we're going to talk a little bit about that today all right so that's what I mean when I say nepq now we have to teach you the right tone because there's certain questions you have to ask in your sales process that are more of a curious tone where you're okay John can you walk me through more of a curious tone there's other questions you have to ask in more of a skeptical challenging tone and then there's other questions you have to ask and more of a concern tone a tone that shows more empathy well do you know which is which and when and how to do that if you don't that means you're losing sales that are clients who sell exactly what you are they make those every single day all right now if you want to start learning those same skills that our clients have in your industry if you want to start making your first 10 grand a month in commissions with what you sell if you want to start making your first 15 or 20 grand a month every single month in Commissions in your industry let's say you want to start making 25 or 30 or maybe 40 or 50 000 a month in commissions with what you sell or hire because we have clients in your industry that do that every single day I can assure you we have almost 12 000 testimonials at this point in the last two and a half years more than any other company in our space especially in three years that's almost impossible so if you want to acquire those skills then message me directly right now so if you're on LinkedIn or the Facebook groups or uh IG or Tick Tock message me directly right now okay if you're on YouTube you won't be able to message me just post hashtag Guinea PQ or you can join our free Facebook group all right and what I'll do is uh either me or someone on my team what am I sure against one of my stunt doubles will message you back some training options that we have for your industry if you want to sell more okay all right now what I want each of you to do real quick before I give you these questions on the board what's up Sam how's it going thanks for the hearts I want to be rich Joe I love that um all right so what I want you to do is go down to the bottom of your phone and I want you to smash the heart button and I want you to smash the like button alright so I want you to go smash the heart button and smash the like button so if you're on Tick Tock if you're on IG Facebook groups smash LinkedIn smash the heart button I want you to smash the like button I better see hundreds of smashed hearts and hundreds of smashed likes if you want me to give you these 9 to 11 in apq clarifying questions I won't even charge you for those in being MrNice Guy here all right all right let's go and smash that now uh what I'm also going to do as well but you know what let's just roll into it now if you're on the live do this if you're on the live post hashtag live so if you're on the live post hashtag live Daniel hey this is my first live nice to meet you what's up Daniel so if you're on the live post hashtag live and if you're on the replay I want you to post hashtag replay okay all right let's go ahead and jump into what I'm going to cover today because I know unfortunately none of you care about me you just care about these questions you just care about yourself you guys are so selfish what are we gonna do hey thank you for smashing that I love that all right now let me I'm going to give you some examples of what are called any PQ clarifying questions and these have to be asked after you ask what are called expanded probing questions okay now these are very important to help get your prospect to go below the surface with their answers and tell you what's really going on how do you do that okay so these clarifying questions help you clarify what your prospect is saying so you uncover what's really going on what are the real problems how are the you know what's the root cause of the problem like what's causing the problem and then how are those problems actually affecting them even personally okay they'll also help you probe deeper to pull out your customers emotions to get them into what we call their emotional state which triggers them to want to change their situation because they feel urgency from where they are compared to where they want to be what's up Kayla what's up Cody all right thanks for being on here right so how do you do that so I'm going to give you some very these are very simple questions npq clarifying but they're also very powerful if you know how to use them and where to use them in the right tone all right so I'm going to show you up on these on the board here and we're gonna roll over here so blank let's put this um IG phone maybe over here will you be able to still see the video there where we can it's the connected they should be able to read there's a little bit of a light there we can see that I don't know if they can see that a little bit better maybe here okay got it yeah yeah well Tick Tock we're gonna have to move that back a little bit because Sarah okay they're just going to be back here yeah looks a little bit crooked but I don't know Tick Tock we're sorry if you guys can you just cuss us out it's okay we love you Tick Tock give them a Snickers bar they get angry on Tick Tock now the IG guys they're really nice Facebook you guys are nice you know Tick Tock big a little bit aggressive sometimes okay now where's that light back there okay hopefully we got rid of it all right so hopefully you guys can see all this I didn't have much time to prep I just got back from the freaking airport ran in here like a mad dog all right so let's go over here so let's say the prospect says something and it's a simple clarifying question because you have to clarify what they mean you have to clarify what's behind the question so if they say something this is a really easy question to ask you that most people don't even know how to ask it John how do you mean exactly or John when you say it's too expensive in what way or Sally when you say blank how do you mean by that Sally when you say blank how did you mean by that just so I understand see that's a simple clarifying question okay the problem is is that most don't know how to ask these simple questions so a prospect asks them something or let's say a prospect says something and they just roll off the they just roll up whatever is off their mind even though it might not be the right answer for that okay so you need to clarify why they're asking how do you mean by that exactly just so I understand or John when you say blank how did you mean by that just so I have a better background or just so I have more context now I'm also going to show you something here this is called a probing statement okay I know I wasn't even going to talk about probes today but why not I don't want to be selfish with you guys all right so this is called a probing statement so anytime a prospect ever gives you a word that has to do with uh any emotion okay so let me give an example let's say your prospect says they're stressed or somehow in that conversation they say you know what this has caused me to be frustrated or this has caused some anxiety or this has caused me to be worried or I I'm really annoyed when my vendor says this or I feel a lot of pressure from my boss or you know I feel strained with work or I'm just nervous all you simply do is repeat back that one emotional word and watch how they just spill their guts okay so a prospect says you know you know Blake I'm just I'm so stressed out by this issue stress or how do you mean by stress see how you do that see how easy that is you can quite literally just repeat back the word frustrated nervous worried in what way concerned see how I'm just repeating back the emotional word and watch how they expand on that answer so you have to get them to expand on their answers so they can relive their pain if you can't get the prospect to relive their pain they don't feel any urgency to want to move away from that pain okay so these are just simple exercises when you say stress how did you mean by that exactly or what do you mean by stress John see how easy that is all right let's keep going here because I've got a training call right after this I gotta fly through this folks all right now here's an example so let's say in that same scenario they say oh I'm just feeling some stress with you know my let's say you sell B2B and they're like I'm just feeling so stressed out because my department head says that we have to you know Inc we have to we have to cut our advertising costs by seven percent in the next quarter just I'm just randomly making something up and they're like it's causing me to feel stressed how do you mean by stress ah okay and how long has that stress been going on see this is more of a probe here this is more of a probe okay so at this point after we clarified we probe off that okay and how long has that been going on for oh the past three years okay so you you've had that same stress the last three years has that has that had a impact on you oh my gosh Jeremy you have no idea well what way though see how I'm doing that okay has that now it's important here that you have a verbal pause so when you probe first of all you want to ask how long that's been going on now why do you want to ask well how long that's been going on because then they tell themselves how long they've had the problem then they tell themselves how long they've had the stress or the anxiety that builds more of a gap from where they are we call that their current state compared to where they want to be we call that their objective State what's the Gap all these Newfound problems that your questionability has allowed them to see they have that they never knew they had before they first started talking to you this is really simple nibbles I'm giving this is little stuff I'm giving you folks this is easy basic stuff okay hold on so how long is that stress been going on for over the past three years okay so having that stress has that has that had a impact on you notice that did you see how my tone changed at the end so that's stress you've had that stress the last three years has that has that had a impact on you notice how my tone softens it's more of a concern tone at that point see how that works that triggers the prospect to think deeper about the question I just asked if you can't get them to think deep about it they give you a knee-jerk reaction they stay surface level and that's why all of you get I want to think it over I need to do more research I need to keep looking around I need to get more quotes because you don't know how to bring them below the surface yet now you can acquire those skills make selling like 10 times easier than it is for you now you make 10 times more money than you are now I don't care if you're already doing good we've taken people that make 250 000 a year in commissions that now make six or seven or eight hundred thousand a year Market missions they thought they were the god of sales but they just didn't know how to take the prospect really deep under the surface okay now once they say oh my gosh you have no idea well in what way though hold on in what way say I'm doing that that concern tone okay let's keep going all right I'm going to give you some more four more here be MrNice Guy we might even have a couple more on the next page all right let's keep looking at what we got here okay can I ask what's causing this issue what's causing this to happen just so I understand what's prompting you to look into changing this just so I have a better background can I ask what originally LED you to this decision in the first place well what is this why is this so important to you now though can I ask why this is important to you now just so I understand why so important you now can I ask why see these are easy clarifying questions depending on what they say now obviously if they say something there's going to be we're not going to say what's causing this to happen if that doesn't make sense to ask that okay but if they have like something that they said and you want to bring out more pain hold on can I ask I mean what's what's causing that to happen see my how my tone I'm concerned I'm concerned for them you see how that builds trust and Authority with your prospect because they trust you if they don't trust you they don't buy from you okay trust means they trust that you can get them the results they want all right that's way different than if they like you like and Trust are two different things okay here's some more here's some more okay can I ask why that's important for you now or can I ask why or can you be more specific when you said blank I didn't understand John can you walk me through I'm having a hard time understanding that Sally can you unpack that for me for a bit or John can you unwrap that a little bit I'm a little bit lost or can you give me example of can you give me an example of that so I have more context so they tell you something like oh well we don't like the company that we're with when they do this and this can you give me an example of that just so I have more context see how you're clarifying that you're clarifying to find out what's behind that because if you can't clarify to find out what's behind that they stay surface love with you they don't relive their pain pain is good for you and the prospect you know what I'm gonna give you some more I said I was going to give you nine I've already given you like nine or ten I'm gonna give you like six or seven more because why not Merry Christmas okay here's more John could you share with me what's motivating your decision to and then you repeat back whatever you whatever that is okay what are you hoping to accomplish by us possibly working together what would that do for you personally okay now look at this one those dots right here okay dots mean that's a verbal pause okay so you want to have verbal pauses between some of your questions all right because verbal pauses trigger the prospect to like hang on to what you're about to say it draws them in okay uh if anybody's ever seen like Tony Robbins speak like when he gets off stage you'll notice he'll ask a question and like halfway through that question he pauses for about two seconds and then he finishes the rest of the question another really good politician that was really good at that was President Obama he was really good at verbal pauses and I don't get into politics guys I'm like an independent I just kind of vote on whoever I think is the best person I don't care about politics I know some of you are going to get angry and fight okay that's okay I still love you love you Democrats love you Republicans I'm just Mrindependent guy here all right so communication Styles he was very good at verbal cues and verbal pausing okay that triggered the prospect to want to engage all right what are you you hoping to accomplish by us possibly working together now possibly here is more of a neutral term this is asked more early in the conversation at the end of the conversation when you're like kind of committing them to take the next step to close you're not gonna you don't need to use the word possibly at them this is more in the beginning phase okay what were you hoping to accomplish by us possibly working together okay that's a neutral word it makes the question more neutral where the prospect opens up instead of shutting down well I didn't say we were going to work with you when I say possibly they can't say that because I'm just being neutral I'm not assuming there okay tell me what's driving the need to change their what's driving the need to change their situation just so I understand or how about this okay um let me ask you in this way I've got some notes Here For You okay uh okay I see tell me what's driving the need to change your situation now though why not push it down the road can I ask what's driving the need to change this XYZ just I mean why not just push it down the road like unsuccessful businesses would if you sold B2B see how I'm just applying that okay I'm gonna give you more being really nice now I know I'm going to give you like 20 today I already knew that but I just thought I'd keep you on pins and needles how about these here um yeah let's see here what do we want to do here can you walk me through the steps that led to this conclusion to bring us in can you walk me through the steps that led your company to want to bring us in what would it mean for you to be able to solve that problem though in what way okay what would that do for you well how do you mean see how what would that do for you what would that mean for you okay so once we get them up into their future State that's in more of our solution awareness questions and they say like oh my gosh like I would do this I would do that you being able to do those things what would that what would that do for you what would that mean for you see those are clarifying questions okay notice my tonality the I want to say soft but I show more empathy there more concern at the end of that okay here's here's another one here um okay let's say you're selling B to B okay this question I'm about to give you if you sold B2B helps you find out what's behind this person's why and what it's going to do for them let's say that they're the department head they don't own the company so you have to find out what's at stake for them okay so you might ask this question so what's in it for you to implement this for the company though just so I understand but what's in it for you to be able to implement this for the company well I mean if I implement this and it goes well I can get a promotion see now they're more on your site see how you're getting them to pull you in okay if we were able to solve this what would that mean for you well how would it make you feel though okay see those are clarifying questions all right now I'm going to give you one last example on how to use this make sure you write this down Okay so let's say that you're in a conversation and the prospect says you know we've been trying to get we've been trying to get both these projects off the ground for months now let's say if you sold B2B okay here's the keyword trying now why is that what does that word say to you so if you sold B2B and the prospect says you know we've been trying to get both these projects off the ground for months now well the word trying is the key word there so you want to say John hold on you mentioned you've been trying what hasn't worked so far you see Trine is the key word that word represents what human feelings of frustration about not being able to accomplish their goal or get the result they want that is your golden opportunity to do what to bring the prospects problems to the surface of their mind to have them relive the pain of their feelings and then help them be open to your Solution that's going to solve that okay so anytime you hear words like this you have to clarify John hold on you said you're you've been trying how do you mean by trying or what did you mean by the word trying or hold on when you say when you say you've been trying what didn't quite work for you guys just so I understand okay Shrine is the word see how that works okay I'd give you more but I already gave you like 19 or 20. so that's all you get today all right so we are going to be going live tomorrow inside the Facebook group I believe it's 6 PM Eastern I'll be interviewing one of our clients every week we interview a new client from a new industry uh this client was already doing well when he first started with this I think he was making close to 200 000 a year he now makes well over half a million dollars a year so we went from close to being at 200 000 a year to now making like 550 000 a year selling the exact same thing how is that possible well tomorrow we're going to break down the interview okay so make sure you show up now I'm only going to do that in the Facebook group tomorrow so if you want to be on that for me to break down the interview and he's going to show you the certain questions we've taught him how to ask that more than doubled his sales I think probably about a hundred and fifty percent increase or something like that which isn't you know we have some clients that 500 increases or more but 150 percent is not a bad margin okay so if you want to be on that interview make sure you join our free Facebook group you gotta I'm going to have somebody post this in the group here I'm gonna have somebody post it on IG Valor Felicia or somebody or Quincy if you could post that on IG and we're going to post it on Tick Tock and we're also going to post it on LinkedIn and YouTube so you're going to go to www. salesrevolution.

pro so Felicia will post that in there on IG and Tick Tock thank you Felicia go to salesrevolution dot Pro salesrevolution. pro we let you you join for free there's about 41 or 42 000 people in there sales people and entrepreneurs and you know Sales Management and all that so make sure you join that right when you join uh the Facebook group uh somebody on my team will message you through my county that might be me every once while I get in there uh somebody will message you a free training called the nepq101 mini course we always do that for people when they join the Facebook group all right so we're going to break down that interview tomorrow at 6 PM Eastern it'll be recorded as well if you're in the Facebook group so salesrevolution dot Pro it's not. com it's salesrevolution dot Pro salesrevolution dot Pro it's not.

com if you go. com nothing's gonna happen all right now you want to start making I'll type it in here sales Revolution dot Pro be a nice guy type it in type it in all right now if you want to start making your first 10 grand a month in Commissions in your industry if you want to start making your first 15 20 or even 30 grand per month and your industry in exactly what you sell now or let's say you're already close to being there well how do you get to 40 or 50 or 60 000 a month in commissions with what you sell because I can assure you we have clients in your industry that make that every single month now are they any different from you well apparently they drink water they eat food they go to sleep at night and they wear clothing I don't know I don't think they're that much different from you you know the only difference is they just acquired more advanced skills that work with human behavior than what you have now so if you want to acquire those same skills message me directly right now so if you're on IG or Tick Tock message me directly right now if you're in the Facebook group sales Revolution or LinkedIn or the Facebook business page or my Facebook message me directly right now if you can't figure that out post hashtag nepq hashtag anypq neither myself or someone on team will message you different training options that we have for your industry if you want to sell more all right peace love I've got a training call here in about two minutes I've got to prep for love you guys Well Done Damn you good you make me want to sell you my wife that's funny somebody said that on Facebook I can't see your name that's a funny joke all right everybody we'll see you tomorrow inside the Facebook group 6 PM Eastern salesrevolution. pro we'll see everybody soon see you guys on Tick Tock you guys are awesome today all right we'll see you guys on YouTube make sure to join the free Facebook group and Linkedin salesrevolution.