Better Tonality, Bigger Commissions How To Thrive (Not Just ‘Survive’) When Selling In Uncertain Times Workbook “BETTER TONALITY, BIGGER COMMISSIONS” AGENDA DAY 1 : 3 Steps to becoming a TOP 1% earning salesperson who knows exactly how to sell to today’s cautious, skeptical prospects… Did you know there’s 3 little known steps that work to trigger even the most cautious and skeptical prospects to embrace change and buy? (Sadly, most sales methods out there aren’t aware these ‘steps’ exist.) Day 1’s training reveals these in a way that shifts your persuasion mindset, and lays a foundation for NEPQ sales mastery . DAY 2 : How to get prospects to overcome their own objections so you can CRUSH your competitors! You’ll learn how to use behavioral science’s ‘most persuasive’ mode of communication – of having prospects ‘convince themselves’ and overcome their own objections and concerns. You’ll also pocket my easy peazy 3-step formula for objection handling, plus what to say and how to say it, to change the game in your favor. DAY 3 : Why your current sales framework SUCKS, is losing you sales – and how to change ALL that today! Ever been baffled as to why prospects no-show to appointments, or say they’re going to buy – yet never actually do? Truth is, it’s NOT your fault. It happens because your current script, sales framework and tonality are packed with sales pressure and resistance! Day 3’s training sets you on a straight and simple ‘right skills’ path with what to say and do to FIX this foreverrr. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 1 of 47 DAY 1 3 Steps to compel and SELL to today’s skeptical buyer All selling is, is CHANGE. Whether your prospects want something better, or are trying to escape pain, its all about change. Only thing is, your potential customers don’t like change (even though they say they do.) Today you’ll learn three steps to get your prospects to WANT to change. After which, you’ll be set up to sell to even the most cautious, skeptical and sophisticated buyers. Step #1 Become a p____________ f____________ and p____________ s____________, not a p____________ p____________ . Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 2 of 47 Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 3 of 47 Step #2 Asking the r____________ q____________ at the r____________ t____________, in the c________________ . 3 Forms of communication: Era #1 form of Selling : ‘We are the least persuasive when… Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 4 of 47 Era #2 form of Selling : We are more persuasive when… Era #3 form of Selling :: We are the most persuasive when… Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 5 of 47 Step #3 Eliminating S_____________ R_____________ . It’s ALL about neutralizing hidden ________________ ________________ ABD : Always be ________________ When you ________________ yourself from the ___________________ of making A sale, you automatically remove the _____________________________________ __________________________________________________________________ . Example: Prospect: “Why should we go with you? We already have a company for that.” Instead of telling them ______________________________________________ … Find out WHY _______________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 6 of 47 Prospect: “Why should we go with you? We already have a company for that.” NEPQ (Recession-Proof) Salesperson: ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... You (using NEPQ): __________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 7 of 47 A three-second: _________________ is important… Right after, _________________________________________________________ ___________________________________________________________________ Also important..: ______________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Let’s say its an A-Type hard-core personality that is just not wanting to open up to you… NEPQ (Recession-Proof) Salesperson: ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 8 of 47 ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 9 of 47 ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 10 of 47 If you’ are in a 2 or 3 call close type of sale or even a more complex selling environment that takes multiple calls and meetings to close and you need to set up a 2 nd call demo, Or maybe a 3rd call / meeting to go over the proposal… There’s a way you’ve likely been trained … and then there’s the NEPQ way to handle the end of the call and set up another appointment: NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 11 of 47 ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Or... NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 12 of 47 ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Eliminate sales pressure… with ________________________________________ ___________________________________________________________________ ___________________________________________________________________ Prospect: “We’re happy with the current vendor / company we use…” / “We already use someone for that. – I’m not interested.” Or : Prospect (early in the call): “Thanks for the call, but we are pretty happy with our current vendor / company” NEPQ (Recession-Proof Salesperson): ___________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 13 of 47 Prospect and NEPQ Salesperson: Prospect:___________________________________________________________ ___________________________________________________________________ NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Remove: __________________________________________________________ __________________________________________________________________ Instead, say: _______________________________________________________ __________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 14 of 47 DAY 2 How to get prospects to overcome their own objections / concerns An objection is only a concern your prospect has. It’s not a rejection of YOU. Now is not the time to react... but unfortunately most sales people do exactly that: REACT to an objection. Today you’re going to learn how to avoid slipping into automatic “objection handling mode” like a robot – and instead effectively eliminate any objections you get, the NEPQ way. If you try to hide the objection, it will _________________________________ ______________________when you try ________________________________ - which will create _________________________________________________ NEPQ Solution Awareness Question: “Walk me back… when you say they _________________________________ __________________________________what ___________________________ ________________________________________________________________ ? “Walk me back” : triggers the prospect’s brain to ___________________________ _______________________about what I’m about to ask them. ] You: “Oh, and what specific parts of those do you ___________________________ ___________________________________________________________________ __________________________________________________________________ ? Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 15 of 47 Prospect: “Well, they__________________________________________________ ___________________________________________________________________ You: “Awww, Ok. And _________________________________________________ __________________________________________________________________ ? Prospect: ”Yeah, I guess there were some I saw that said they were.” ___________________________________________________ Prospect: “Well, I really didn’t ___________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ [ Now, most will start to view in their mind that maybe it was _______________ _________________ ! ] You: “Ok. So support is important to you then? _________________________________________________ What did I just do there? ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 16 of 47 3 Step Formula To Helping Prospects / Customers Overcome Their Own Concerns: #1. #2. #3. STEP #1: __ __ __ __ __ __ __ Understand exactly ________________ their ________________ is, and why they Have that ________________ . NEPQ Clarifying Q’s: • _______________________________________... [repeat back what they said], ____________________________ ________________________________________________________? • _______________________________________... [repeat back what they said], ____________________________ _______________________________________________________________? • Can you go back__________________________________________________ ________________________________________________________________? • Can you __________________________________________________ ? • Can you __________________________________________________ ? • Hold on. You’re on __________________________________________________ ___________________________________. Can you ________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 17 of 47 ______________________________ - when you said…” • Can I ask where___________________________________________________ ? • How did you_______________________________________________________ ? • WOAH, you’re______________________________________________________ ___________________________________________________________________? • Can you tell me more ________________________________________________ ? • Can you tell me what ________________________________________________ ? ___________________________________________________________________ • When you say [repeat the concern]… ____________________________________ ? ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ PRACTICE THE TONALITY! Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 18 of 47 EXTRA NOTES : Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 19 of 47 STEP #2: __ __ __ __ __ __ __ When you know what their ________________ _________________ is, and ________ they feel that way, you’ll then ________________ _____ ________________ _____ ________________, _________________________________ . STEP #3: __ __ __ __ __ __ __ You’re then going to ask them how they see themselves ____________________ _________________ is, and ________ ________________ ________ ____________________ . Examples of How to Diffuse Objections (aka: Concerns): NEPQ Starter Phrases: • Suppose it wasn’t ___________________________________________________ ___________________________________________________________________? • Suppose __________________________________________________________ ? • What if ____________________________________________________________ ? • What if ____________________________________________________________ ? Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 20 of 47 Stop saying : Re-Word it to say : If there was ___________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ...would that help you? THE PRICE / MONEY OBJECTION: “We don’t have money for this” Prospect: “We like your product, but at this time we just can’t afford it.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 21 of 47 ___________________________________________________________________ ___________________________________________________________________ [If you have asked the right questions in the conversation, they will always say ___________ .] Prospect: “Yeah, for sure.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ? Prospect: “Well, we like it… but we just don’t have the money for it.” . NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? [Here you just fill in the __________________ ___________________ they said they wanted.] Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 22 of 47 EXTRA NOTES : Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 23 of 47 THE ‘THINK IT OVER’ OBJECTION: “I need to think about it…” Prospect: “We really like this but we need to think it over.” NEPQ Salesperson:___________________________________________________ _________________________________ [repeat back what they said they wanted]? [Then say:] ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “This sounds good, but let me think it over.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “I guess I could call you in a few days…” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 24 of 47 ___________________________________________________________________ ___________________________________________________________________ [After you book the appointment, you ask:] NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ _______________________ [a better way of saying, “What do you want to think about?”], ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? THE ‘SEND ME REFERENCES’ OBJECTION: “Can you send me some references?” Prospect: “Can you send me some references from other clients you have?” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Or, NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 25 of 47 ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Well, I want to find out from them… “ NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Well, I would probably just call them tomorrow afternoon if that works?” NEPQ Salesperson: ___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 26 of 47 THE ‘NEGATIVE REVIEWS’ OBJECTION: “I saw some negative reviews about your company online…” Prospect: “We were doing some research over the weekend and saw your company has some bad reviews.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ? Prospect: “Well, there were some people saying some bad things about your company.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Well, I think some were clients, but not quite sure if they all were.” . NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Well, not quite sure, but there were probably 10-15 or so we saw.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 27 of 47 ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Prospect: “Well yeah, it sounds like you guys do great things.” . NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Sure thing.” . NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 28 of 47 THE ‘SEND ME A PROPOSAL’ OBJECTION: “Can you just send me a quote / proposal?” Prospect: “I’m really busy right now; can you just send me a proposal? And I’ll get back to you if we are interested.” NEPQ Salesperson: __________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Well, I’m just trying to see if we have the budget for your program / XYZ product or service.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ________________________________________________ . For example, what type of…” [You would start by asking a few situation questions to find out their present situation.]? NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 29 of 47 ___________________________________________________________________ ___________________________________________________________________ ? THE ‘SEND ME INFO’ CONCERN: “Can you send me some information?” Prospect: “I’m really busy today, can you just send me some information to my email and I’ll get back to you?” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ? Prospect: “Well, I’m looking to see how your XYZ product could… ” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ [Now you simply start going through the engagement stage with your first situation question. It’s a very natural way to go from just sending some information to helping the prospect uncover their problems and to start to engage with you.] Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 30 of 47 NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Prospect: “Can you call me back? I’m too busy right now.” NEPQ Salesperson: __________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ My number is ________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ _____________________________________________________available for you ? Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 31 of 47 Prospect: “I can get back to you sometime later in the week probably.” NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Now, if they don’t call back at the scheduled time, you wait two minutes (so it doesn’t look like you were waiting by the phone) and you call them : NEPQ Salesperson:___________________________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ [Then go into asking connecting questions!] Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 32 of 47 THE ‘I NEED TO PRAY ABOUT IT’ OBJECTION: “I need to pray about it” Prospect: “This is a big decision for us, and we really need to pray about it.” NEPQ Salesperson:___________________________________________________ [helps disarm the prospect]. _____________________________________________ ___________________________________________________________________ ___________________________________________________________________ Prospect: “I feel we just need to pray about this because it’s a lot of money and we’re Just not sure we have the budget for it.” NEPQ Salesperson: ___________________________________________________ _____________________________________________________________________ ___________________________________________________________________ [repeat back what they said they wanted.]” Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 33 of 47 EXTRA NOTES : Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 34 of 47 DAY 3 Why your current sales framework SUCKS, is losing you sales – and how to change ALL that today! No. I haven’t seen your sales script or framework… I’ll bet great odds though that it’s working against human behavior, not with it. Most sales processes today don’t align with human psychology. They go against how people are best persuaded and make decisions. They also create the very rejection responses we hate, yet we’re told to have a thick skin because “this” IS sales!” Today ALL of this changes. You’ll learn what actually WORKS, and the neuro-emotional persuasion questions that have changed the game of sales for me - and thousands of NEPQ students. What NEPQ Questions will do for you: ✓ Questions g___________, a___________ and d___________. ✓ Questions involve the o___________ p___________. ✓ Questions i___________ p___________ your prospect. ✓ Questions give you c___________ over the conversation. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 35 of 47 ✓ Questions cause the o___________ p______________ to p_________________ t________________________ ✓ Questions e________________ your potential customers. ✓ Questions reveal c____________________ . ✓ Questions create v___________ in you and your p_____________ or s_____________ . ✓ Questions get them to b______________ o___________ to your i____________ . You can make suggestions like: ___________________________________________________________________ ___________________________________________________________________ Or, ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 36 of 47 Introducing… The 5 Stage NEPQ Sales Structure : #1 The Connecting Stage C_________________ Questions #2 The Engagement Stage S_________________ Questions P_________________ Awareness Questions S_________________ Awareness Questions C_________________ Questions Q_________________ Questions #3 The Transition Stage T_________________ Questions #4 The Presentation Stage F_________________ | A_________________ #5 The Commitment Stage C_________________ Questions #1. The Connecting Stage CONNECTING QUESTIONS: Takes the focus off you and puts it on them. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 37 of 47 #2. The Engagement Stage SITUATION QUESTIONS: Find out their current situation. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 38 of 47 PROBLEM AWARENESS QUESTIONS: Open the emotional door to find out what their real problems are, the root cause of the problems, and how these problems are affecting them. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 39 of 47 SOLUTION AWARENESS QUESTIONS: Help your prospect see what their future will Look like once all their problems are solved. These questions also involve your prospect and their ideas which causes them to emotionally attach themselves to solving their problem - and doing that with you. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 40 of 47 CONSEQUENCE QUESTIONS: Help your prospect question their way of thinking – and explores the consequences of not changing their situation. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 41 of 47 QUALIFYING QUESTIONS: Confirm how important it is for them to change their situation Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 42 of 47 #3. The Transition Stage TRANSITION QUESTIONS: help you naturally transition into going over how your these solution will help them solve their problems. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 43 of 47 #4. The Presentation Stage PRESENT YOUR SOLUTION: Tell them how your solution is going to help them solve the Specific problems they raised. #5. The Commitment Stage “Closing” COMMITTING QUESTIONS: Help your prospect commit and take the next step to Purchase your solution, and do it now - not later. Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 44 of 47 EXTRA NOTES : Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 45 of 47 Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 46 of 47 Better Tonality, Bigger Commissions Copyright 2022 7th Level Communications, LLC Page 47 of 47
