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courses
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All Selling is,

is CHANGE.
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CHANGE…

Makes human beings feel unsettled and

uncomfortable when its initiated by
pushy salespeople ready to pitch their
products or services quickly in the
conversation.
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You’re not selling the

THING, you’re selling
the RESULTS of what
that thing does!
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3 Steps To Become A
Recession Proof Sales Agent!
1. Become a problem finder & problem
solver, not a product pusher.

2. Asking the right questions, at the

right time.
3. Eliminating sales resistance.
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“Maybe selling just

wasn’t for me…”
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“You will fail for the simple

reason you don’t learn the
RIGHT SKILLS necessary to
succeed.”
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Traditional selling skills

A lot of techniques didn’t work AT ALL…

= I’d LOSE a LOT of sales!

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Now, at the same time,

– at college…

I was majoring in behavioral

science & human psychology.
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Step #1
Become a problem finder &
problem solver, not a
product pusher.
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I’m going to start by

asking you…
WHY are you an agent?

WHY are you in business?

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Do prospects in your
industry have problems?

– Raise your hand if your

prospects you talk to…
have problems.
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It’s NOT your leads

It’s NOT your mindset

It’s NOT your personal development

It’s NOT your motivation

It’s NOT your work ethic

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If you’re full-time already,

– Keep your hand raised if you

can TRIPLE the hours you are
working now?
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You must NOW be

even better at
problem FINDING.
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– Asking the right questions

at the right time to help
them uncover challenges
and problems they don’t
even know they have!
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What are most salespeople?

Well, they are what

we call PRODUCT
PUSHERS!
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Step #2
Asking the right questions
at the right time in the
conversation.
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At college…
I was majoring in behavioral science
and human psychology.

The study of the BRAIN…

How human beings make DECISIONS.

Are PERSUADED, or NOT persuaded!

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Era #1 : “Boiler Room Selling”

We are LEAST PERSUASIVE when we:
- Tell people things
- Attempt to dominate them
- Posture them
- Manipulate them
- Push them
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Presenting
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Telling Your Story

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Giving A Sales Pitch

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Putting Sales Pressure

On Them
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And the BIG one…

“Assuming The Sale”

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Era #2 : “Consultative Selling”

We are MORE PERSUASIVE when we
attempt to have a DISCUSSION.

DOWNFALL?
- Logic = surface level.
- Do people buy on logic, or EMOTION?
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“What’s two problems that are keeping

you awake at night?”

“Can you tell me the top two challenges

you’re having?”

“What are you looking for in a solution?”

“What sort of budget have you set aside?”

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Era #3 : “Dialogue” | NEPQ

We are MOST PERSUASIVE when we
allow others to PERSUADE THEMSELVES,

– When we ask
Neuro-Emotional Persuasion
Questions.
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NEPQ Questions…

Are not designed to get

people to say what you
want them to say, or just
surface level questions.
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1. The Connecting Stage 3. The Transition Stage

2. The Engagement Stage 4. The Presentation Stage

5. The Commitment Stage

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Realize this :

The first 7-12 seconds your

prospects are picking up
your verbal and non-verbal
cues…
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#1. If you’re aggressive,

needy and attached…

It triggers their brain to go

into fight or FLIGHT mode.
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#2. If you’re neutral, calm

and detached…

It triggers their brain to

become curious, where they
want to engage and OPEN UP.
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Connecting Questions...

– Is where you take the focus

off you and put it on them.
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Alright, the first part of the call is pretty basic. It’s really more for us to
find out what you might be eligible for, what you have in place now
when something does happen to you; compared to what you might be
looking for as far as financial protection just to see what that GAP
looks like, to see if we can actually help.

And at the end of the call, if you feel that this might be what you’re
looking for, we can discuss possible next steps. Would that help you?
Or - Are you with me?
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Situation Questions...

– Is where you find out their

current situation.
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NO INSURANCE / NO ASSETS Ok, so walk me back here. Let’s say that you…
you pass away, God forbid, let’s say 3 days from now. Because none of us know
the exact time or hour, right?

Let’s say you passed away. Who would actually be the one… that would be…
paying for all of your expenses? Like… who would be paying for ALL the
mortgage payments, the funeral expenses, you know… meeting the funeral
director, paying the car payments, the credit cards, putting your kids through
school? Like, Who would be paying for all of that?

(paints the picture, emotional visualization of this person doing those things and
being emotional while doing them.)
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Problem Awareness Questions…

– Open the emotional door to

find out what their real problems
are, the root cause of the
problem, and how these
problems are affecting them.
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— Do you WANT your ____________ to have to pay for all of those expenses, if
you….. didn’t have to? (They will probably say “No.”)

So how many months would she be able to pay the house payment and all your
other expenses without your income?

Let them answer.

What happens to her and kids at that point though?

(This is where we start building the GAP in the prospects mind. From where they
are compared to where they want to go!)
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Solution Awareness Questions...

– Help your prospect see what

their future will look like once all
their problems are solved.
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Let’s say we could find a plan where we could pay off the home
completely, the cars in full, all the credit card debt, the student loan
debt - so all the debt was completely gone; so cindy and the kids can
stay in the home, stay in the schools, and live off her income.

Knowing that was there, what would that do for you guys?

What would it do for you personally though? (emotion)

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Consequence Questions...

– Help your prospect see what

the consequences or
ramifications are if they don’t do
anything about solving their
problems.
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(HAVE INSURANCE) Ok, but what if you don’t do anything

about this, you just stick with the same policy…and you pass
away many years before you thought…

…But there's not enough money for Cindy to pay for the house
and all the kids expenses… . What happens to them at that
point? (challenging concerned tone)
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Commitment Questions...

– Help your prospect commit and

take the next step to purchase
your solution to get what they
want!
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Do you feel like this could be the answer for you?

(They will always say “Yes.” or “Yes, but…we don’t have the
money.”)

Why do you feel like it is though?

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Step #3
Eliminating Sales
Resistance.
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It’s ALL about…

Neutralizing hidden SALES

PRESSURE that’s in the sales
conversations you have with your
potential customers.
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When you detach yourself

from the expectations of
making a sale,
you automatically remove
the pressure from your sales
conversations.
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- Emotionally shut down.

- Don’t open up to you.

- They stay surface level with you.

= “I want to think = “I need to talk

it over…” to my spouse…”
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Prospect:

“Well why should we go with your

company?

We already have a policy with

_____________ why should we go
with you?”
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Most Salespeople:
“Well, why wouldn’t you go with us?
We are rated the #1 company
We have the best price
We have the best coverage
We have the best customer service
Owners have the best integrity
We have an ‘A-Rating’ with the Better
Business Bureau
We have the best this
We have the best that…”
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Instead of telling them why

they should go with you…

- Find out WHY they even

asked you this question
in the first place.
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Prospect:

“Why should we go with you?

We already have a company for

that.”
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www.imarketing.courses

NEPQ Salesperson:
“Well, I’m not quite sure that you… should
yet… (pause 2 seconds)
We would have to understand more
about what you have in place now to pay
for the mortgage and all the expenses…
– just to see IF we could actually help you.
For example… what type of policy do
you… ?”
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A three-second pause is
important…

- Right after, “Well, I’m not sure

you should yet.”
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– Let’s say its an A-Type

hard-core personality that
is just not wanting to open
up to you…
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NEPQ (Recession-Proof) Salesperson:

“Between you and I…

- And, ‘off the record,’

What’s the real reason why you’re

looking for_________ ?”
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NEPQ (Recession-Proof) Salesperson:

“Now, between you and I… and,

‘off the record,’

What’s really holding you back from

moving forward so that you can protect
your family financially?”
 www.imarketing.courses
www.imarketing.courses

3 Steps To Become A
Recession Proof Sales Agent!
1. Become a problem finder & problem solver,
not a product pusher.

2. Asking the right questions, at the

right time in the conversation.

3. Eliminating sales resistance so your

prospects open up to you!
 www.imarketing.courses
www.imarketing.courses

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@jeremyleeminer