Avoid overdoing sales techniques + sales power moves to improve your close rate

#1 · March 23, 2023, 2:48 am

Quote from Ali Scarlett on March 23, 2023, 2:48 am
A main reason for staying away from certain NLP advice and sales techniques is because it drives away the customers who are annoyed by them and/or see right through them.

But, more than for improving your close rate, it's also good to avoid to:

Come across as a straight shooter: (as stated in the assertiveness lesson) direct communication is usually better.

Be a more eagle-like salesperson: seeing the relationship as more important than a single sale (and, thus, avoiding tactics that lean toward the manipulative/value-taking side).

Be a higher-quality salesperson: displaying high-quality character throughout the sales process (by avoiding too much game-playing and poor-quality behavior/communication).

Example 1:

A review about a company that teaches people how to grow their cleaning business:

This seems to be the approach of trying to assess people's pain points and frame one's own product as the solution.

However, sometimes, salespeople overdo it.

They'll pry to get you to open up about your challenges and (sometimes even how they're affecting you in your personal life), then try to get you emotionally invested in the idea of all of that pain going away while continuing to talk up their product as their "cure-all".

Plus, you can see in this case that the salesperson even goes so far as to frame their product as an "opportunity" that will be lost if they don't buy now.

See another example with the same company:

Example 2:

Some potential power moves:

Pushing them into the student/child role: with the "ask as many questions as your 'little heart' desires".

Asking for personal information to reinforce their emotion-based tactics: such as asking for their kids' names so they can later use it in their techniques (e.g. "And, if we could take this problem away, how would that impact your life? How would that change your ability to take care of Suzy?")

False entry barrier: with an approach of "if you're not a quick decision-maker/don't have decision-making capabilities, we're not a fit for each other". That way, if you say you're unsure or would like time to think about it, you're not a "decision-maker" (and, it's implied, perhaps not a good business owner if you can't make decisions quickly).

Trying to become the "chooser": by positioning themself as elite to make the prospect feel "lucky" to be "chosen by them" and rejecting prospects by saying "you're not a fit for us".

These games feel "too much" to me and reflect poorly on the salespeople in my eyes.

Happy to read any thoughts and feedback.

A main reason for staying away from certain NLP advice and sales techniques is because it drives away the customers who are annoyed by them and/or see right through them.

But, more than for improving your close rate, it's also good to avoid to:

Come across as a straight shooter: (as stated in the assertiveness lesson) direct communication is usually better.
Be a more eagle-like salesperson: seeing the relationship as more important than a single sale (and, thus, avoiding tactics that lean toward the manipulative/value-taking side).
Be a higher-quality salesperson: displaying high-quality character throughout the sales process (by avoiding too much game-playing and poor-quality behavior/communication).

Example 1:

A review about a company that teaches people how to grow their cleaning business:

This seems to be the approach of trying to assess people's pain points and frame one's own product as the solution.

However, sometimes, salespeople overdo it.

They'll pry to get you to open up about your challenges and (sometimes even how they're affecting you in your personal life), then try to get you emotionally invested in the idea of all of that pain going away while continuing to talk up their product as their "cure-all".

Plus, you can see in this case that the salesperson even goes so far as to frame their product as an "opportunity" that will be lost if they don't buy now.

See another example with the same company:

Example 2:

Some potential power moves:

Pushing them into the student/child role: with the "ask as many questions as your 'little heart' desires".
Asking for personal information to reinforce their emotion-based tactics: such as asking for their kids' names so they can later use it in their techniques (e.g. "And, if we could take this problem away, how would that impact your life? How would that change your ability to take care of Suzy?")
False entry barrier: with an approach of "if you're not a quick decision-maker/don't have decision-making capabilities, we're not a fit for each other". That way, if you say you're unsure or would like time to think about it, you're not a "decision-maker" (and, it's implied, perhaps not a good business owner if you can't make decisions quickly).
Trying to become the "chooser": by positioning themself as elite to make the prospect feel "lucky" to be "chosen by them" and rejecting prospects by saying "you're not a fit for us".

These games feel "too much" to me and reflect poorly on the salespeople in my eyes.

Happy to read any thoughts and feedback.

Valentin, Alex and Bel have reacted to this post.

#2 · March 23, 2023, 10:15 am

Yes, great examples of the limitations of the "hard-selling" techniques via the effect and reactions they evoke.

And NLP practitioners often evoke those same reactions.

The simple NLP command of:

Just imagine...

To evoke the perferred emotional states annoys anyone with half power-awareness and raises major red flags.

Ali Scarlett, Alex and Bel have reacted to this post.

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#3 · March 23, 2023, 7:55 pm

Thank you for sharing, Ali.

I remember, before-TPM, watching a video of a supposed marketer for lawyers who basically framed his whole 30-minute video-pitch like this:

"I am highly requested and with a proven track record of increasing substantially my clients' income;
I only work with lawyers who have shown potential, demonstrated by already reaching at least $ XX thousand in income per year;
I don't have much time, in fact the more time passes the less available I am;
if you want to work with me: a) you need at least $ XX thousand in income already; b) you must be prepared to invest at least $ 5 thousand;
if you write to me and you don't have the requirements above, I not only won't work with you, but I will ban you from ever working with me in the future".

Very inviting 🙂

Ali Scarlett has reacted to this post.

#4 · March 23, 2023, 8:57 pm

Quote from Valentin on March 23, 2023, 8:57 pm
Hey everyone, I'd like to introduce another sales approach called the Neuro Emotional Persuasion Questions (NEPQ) method. This sales method claims to focus on problem-solving and avoids product pushing.

It involves a series of questions that help the prospect recognize their own problems and come up with solutions, thus internally persuading them to consider the product or service being offered. some examples of questions:

Connecting Question example (establish rapport and find common ground) : "What was it about the ad that got your attention?"

Situation Question example (assess the prospect's current situation): "What are you using now for your lead generation process?" , "What are you using now for your phone service?"

Problem Awareness questions example (encourage the prospect to acknowledge their issues): "Do you like your current phone provider?". "Are you satisfied with the number of leads you're generating?"

Solution Questions example (involve the prospect in finding a solution): "What have you done about changing your lack of phone signal?" or "What steps have you taken to improve your lead generation?"

Consequence Question example (make the prospect consider the implications of not addressing their problem): "What if you don’t do anything about this problem and your situation gets worse?"

Qualifying Questions example (gauge the prospect's commitment to change): "How important is it for you to change your situation and start now?" and"Why is that important to you right now though?"

Transition Question example (connect the prospect's emotional problems to the product or service being offered) : "Based on what you told me, our solution might actually work for you because you mentioned _____, and it's making you feel _____. This is what we do..." (briefly describe the advantages and benefits of your solution). Then ask, "Do you feel like this might be what you’re looking for?" If they say yes probe further with "Why do you feel like it is though?"

The NEPQ method is framed as being designed to create a more engaging and emotionally-driven conversation, allowing the prospect to feel heard and involved in the decision-making process. 7th level, the company that created the NEPQ sales method, claims that NEPQ leads to a more positive sales experience and higher chances of closing deals. Happy to hear thoughts, feedback, and opinions on the NEPQ sales method. Do you think it's an effective, eagle-like and high quality approach?

Hey everyone, I'd like to introduce another sales approach called the Neuro Emotional Persuasion Questions (NEPQ) method. This sales method claims to focus on problem-solving and avoids product pushing.

It involves a series of questions that help the prospect recognize their own problems and come up with solutions, thus internally persuading them to consider the product or service being offered. some examples of questions:

Connecting Question example (establish rapport and find common ground) : "What was it about the ad that got your attention?"

Situation Question example (assess the prospect's current situation): "What are you using now for your lead generation process?" , "What are you using now for your phone service?"

Problem Awareness questions example (encourage the prospect to acknowledge their issues): "Do you like your current phone provider?". "Are you satisfied with the number of leads you're generating?"

Solution Questions example (involve the prospect in finding a solution): "What have you done about changing your lack of phone signal?" or "What steps have you taken to improve your lead generation?"

Consequence Question example (make the prospect consider the implications of not addressing their problem): "What if you don’t do anything about this problem and your situation gets worse?"

Qualifying Questions example (gauge the prospect's commitment to change): "How important is it for you to change your situation and start now?" and"Why is that important to you right now though?"

Transition Question example (connect the prospect's emotional problems to the product or service being offered) : "Based on what you told me, our solution might actually work for you because you mentioned _____, and it's making you feel _____. This is what we do..." (briefly describe the advantages and benefits of your solution). Then ask, "Do you feel like this might be what you’re looking for?" If they say yes probe further with "Why do you feel like it is though?"

The NEPQ method is framed as being designed to create a more engaging and emotionally-driven conversation, allowing the prospect to feel heard and involved in the decision-making process. 7th level, the company that created the NEPQ sales method, claims that NEPQ leads to a more positive sales experience and higher chances of closing deals. Happy to hear thoughts, feedback, and opinions on the NEPQ sales method. Do you think it's an effective, eagle-like and high quality approach?