NEPQ Script

Five Stages of NEPQ

 The Connection Stage
 The Engagement Stage
 Situation Questions
 Problem Awareness Questions
 Solution Awareness Questions
 Consequence Questions
 Qualifying Questions
 The Transition Stage
 The Presentation Stage
 The Commitment Stage

Always present yourself s Neutral, Calm and Detached.

The Connection Stage

Hey Prospects Name, this is just Your Name with the Conex Depot.
It looks like you filled out some info in the past about possibly getting
help with storage solutions for your site, right?
Shuffle papers as if you were reading this info on them
Prospect Responds
Hey, and when you filled out that info, what was about it that attracted
your attention?…
Do you know what you’re looking for?
(…) these indicate pauses in your conversation so that
you sound more calm, neutral and detached.
Prospect Responds
Now this call is pretty basic, it’s really more for us to find out what you’re
doing right now to help finding the right storage solutions, what results
you’re getting, compared to what you might be wanting, to see what that
gap looks like…
Towards the end of the call, if you feel like it might be what you’re looking
for, we can talk about possible next steps…
Would that help you?
YES – transition into Engagement Stage
NO – go to next prospect

The Engagement Stage

 Situation Questions
So Prospects Name, can you walk me through what you’re doing
now for storage at your site?
Prospect Responds
Depending on the prospects response, you will transition
into possible solutions that are not shipping containers.
What about a shed/barn/etc?
Being portable? (Impact)
After each question let Prospect Respond but don’t
answer the responses with solutions, instead Bridge the
Questions with “ahh, I see, makes sense, etc.
Remember tonality, you don’t want to sound scripted.
 Problem Awareness Questions
 I see Prospects Name, so with the current strategies to reduce your
storage needs do you… do you LIKE… the results you’re getting?
Prospect Responds
1. YES – What do you like about them?
Prospect Responds
So, to me, it sounds like things are going 100%
perfect for you…What would you change if you could?
Prospect Responds
Usually response will be “we like what we
are doing but it’s not 100% perfect”
Not 100% perfect? {Concerned tone)
Watch how they respond from there
2. NO – So what would you change if you could? (Curious tone)
Transition to Solution Awareness Questions
 Solution Awareness Questions
 Part 1
So before we got on this call Prospects Name, were you out
there looking for solutions so that you could reduce your
storage needs?
1. NO – What prevented you from doing it in the past?
2. YES – What did you do?
Prospect Responds
How did that work out?
Prospect Responds
What kind of results did you get from it?
Prospect Responds
What do you think held you back from success?
Prospect Responds
Use only 2 or max 3 of these with each
Prospect
3. YES but with BAD results
Do you know if other people were getting better
results from that?
Prospect Responds
Why do you think others were able to get better
results, but you didn’t?
Prospect Responds
What do you think held you back from getting the
kind of results you wanted at that time?
Prospect Responds
 Part 2
Ok, so let’s say we were able to reduce your storage needs
and reduce your bill…like we do with our other clients…
I mean, it’s not gonna be much, but… around 5-10K or so over
the next 10 years…what would that do for you personally?
Prospect Responds
What do you mean by that?
Prospect Responds
Transition to Consequence Questions
 Consequence Questions
 And Prospects Name, have you thought about what would happen if
you don’t do anything about controlling and reducing your storage
needs?
Prospect Responds
Do you want to go through all of that…if you…if you didn’t have to?
Prospect Responds
Go on to Transition Stage

The Transition Stage

Based on what you told me… what we are doing could actually work for
you…
Because you know how you said… repeat back what they said they
wanted
And because of that, it’s making you feel … repeat back what they told
you it’s doing to them emotionally.
I think you mentioned a little bit… stressed sometimes…
Prospect Responds
Transition in to the Presentation Stage

The Presentation Stage

All right Prospects Name, so this call helps me better understand your
situation and the challenges you and your family/business are going
through compared to where you want to be…
Really the next step is, if it’s appropriate…
We would pick a time and date for you to go over any additional questions
you may have
Would that help you?
Prospect Responds
Do you prefer mornings, afternoons or evenings?
Prospect Responds
I have available punch in 2 or max 3 options.
Prospect Responds
Transition in to Commitment Stage

The Commitment Stage

Perfect, so Prospects Name, before I let you go…
Besides a meteor striking the earth and ending life as we know it or you
secretly fighting crime like your friendly neighborhood Spider-Man…
Would there be any reason for you and your spouse not to be there
at whatever time you agreed on?
Prospect Responds
Awesome, we will see you there. Have a great whatever the case may be.