Selling Concepts (NEPQ) Flashcards
1
Q
After a question
A
Either deflect or probe and clarify.
You are making them defend their answer when you probe.
2
Q
Instead of ‘Sign contract’
A
Authorise agreement, that gives feature and benefit
3
Q
If the ask how you are
A
Utilise a sarcastic, funny response to get them to pull in
4
Q
Avoid questions
A
Which have answers that a blatantly obvious to the prospect
5
Q
A
I need to clarify something that we weren’t quite sure of…
6
Q
Rather than “to be honest”
A
Just so you’re aware/you know
7
Q
A
Would you be opposed to moving forward today so that you can (feature) and get (benefit)?
