A New Model of Selling: An Introduction to NEPQ
"Selling is collaborative. It's you working with the prospect to help them find and solve their problems, so you both get what you want." -- Jeremy Miner
NEPQ, or Neuro-Emotional Persuasion Questioning, is a sales methodology developed by Jeremy Miner. It's an "anti-pushy" philosophy that moves away from traditional, aggressive sales tactics. Instead, it focuses on using human psychology and behavioral science to guide prospects to a buying decision. The core belief behind NEPQ is that people hate being sold to, but love to buy when they feel understood.
Traditional sales often involve a salesperson dominating the conversation, pitching features, and trying to overcome objections. NEPQ flips this on its head, training salespeople to be problem-finders and problem-solvers rather than product-pushers. The goal is to create a friction-free sales environment by getting the prospect to do most of the talking, thereby persuading themselves to buy. This is achieved through a structured questioning framework that uncovers a prospect's true needs, desires, and emotional drivers.
The NEPQ Method and Its Components
The NEPQ method is a systematic approach built around a series of questions. It's designed to build
rapport, uncover a prospect's pain points, and help them realize the consequences of not solving their problem. The method is often broken down into four key stages, each with a specific purpose. For a beginner, understanding and using these question types is the foundation of the NEPQ method.
Connecting Questions: These are the initial questions designed to build trust and disarm the prospect. They help shift the conversation from a high-pressure sales call to a more relaxed, "real conversation." The goal is to make the prospect feel comfortable and in control.
Example 1: "Can you walk me through how you're currently handling [X] in your process?" (A soft opener that makes the buyer feel in control)
Example 2: "What got you interested in exploring a solution for [problem]?"
Example 3: "Just so I can get a better understanding of where you are, what have you tried so far to address this?"
Situation/Problem Questions: Once rapport is established, these questions are used to uncover the prospect's current situation and the specific problems or friction points they are experiencing. This goes beyond the surface level, aiming to identify the root cause of their issues.
Example 1: "What happens when that process breaks down, who does it affect the most?" (Digs into the stakes and exposes hidden friction points)
Example 2: "Tell me more about the challenges you're facing with [current solution/process]."
Example 3: "What kind of impact is this having on your day-to-day work?"
Consequence/Solution Awareness Questions: This is a crucial stage where the salesperson helps the prospect visualize the negative consequences of their problem and the positive outcome of a solution. This creates urgency without applying pressure, as the prospect is the one articulating the cost of inaction.
Example 1: "What do you think will happen if this stays the same over the next 6 months?" (Helps them visualize the cost of inaction)
Example 2: "If you don't find a solution for this, what's the worst-case scenario?"
Example 3: "How would things be different for you if this problem were completely solved?"
Commitment Questions: These are the final questions designed to gauge the prospect's readiness to move forward. They help the salesperson understand if the prospect is committed to solving their problem and is prepared to take the next steps.
Example 1: "Based on what we've discussed, does this seem like something that's worth solving?"
Example 2: "On a scale of 1 to 10, with 1 being 'not a problem at all' and 10 being 'a massive problem,' where would you say this issue falls for you right now?"
Example 3: "So, if we were able to provide a solution that addresses [key problems], what would be the next logical step for you?"
This systematic questioning framework allows the salesperson to act as a guide, leading the prospect through a process of self-discovery and self-persuasion. The NEPQ method emphasizes active listening, which is essential for understanding the prospect's answers and formulating the next question.
Independent NEPQ Activities for Online Training
These exercises are designed for individual completion, allowing each team member to practice and internalize the NEPQ method at their own pace. The emphasis is on personal reflection and documentation.
1. The "Problem-to-Question" Workbook
This activity is a personal workbook that guides a team member through the entire NEPQ process for a specific, realistic scenario. It's a great way to practice the flow of a sales conversation from start to finish.
Objective: To write out a complete NEPQ conversation script based on a given scenario.
Instructions:
Select a Scenario: Choose a realistic scenario relevant to your industry.
Step 1: Connecting Questions: Write down 3-5 potential opening questions you would use to build rapport and make the prospect feel comfortable. Focus on open-ended questions that avoid a "yes/no" answer.
Step 2: Situation/Problem Questions: List 5-7 questions to uncover the prospect's current situation and their biggest frustrations. Try to get to the root of the problem.
Step 3: Consequence Questions: Imagine the prospect has answered your questions. Now, write down 3-5 questions that would help them see the emotional and practical costs of not solving their problem.
Step 4: Commitment Questions: Create 3-5 final questions that would gauge their readiness to move forward and take the next step.
Reflect: Review your complete list of questions. How does this approach feel compared to a traditional sales pitch? What did you learn about the importance of asking questions?
2. "Objection Reframe" Journal
This exercise turns the "Questioning Objections" drill into a reflective journaling practice. It helps the individual mentally prepare for common sales hurdles.
Objective: To systematically reframe common objections into questions that uncover deeper meaning.
Instructions:
List the Objections: Start with the top 5-10 objections you hear most often in your sales role.
For each objection, write down:
The Objection: (e.g., "I'm too busy to talk right now.")
My Initial Reaction: (e.g., "I should quickly explain the value of the product to get them to stay on the call.")
NEPQ Reframe: How would you turn this into a question? (e.g., "I hear that. What specifically are you busy with that's more important than discussing this right now?")
The Goal of the Question: Why are you asking this? What do you hope to learn? (e.g., "My goal is to find out if they're genuinely busy or if this is a polite way of ending the call.")
3. The "Conversation Scavenger Hunt"
This activity adapts the "Conversation Dissection" into a focused, independent listening exercise. It trains the team to identify key NEPQ moments.
Objective: To actively listen to a sales call and identify specific examples of NEPQ principles in action.
Instructions:
Find a Recording: Find a short sales call recording online (from your own team with permission, or a general example from the web).
Listen & Hunt: As you listen, use the following checklist to mark where you hear an example:
A Connecting Question that builds rapport.
A Situation/Problem Question that uncovers a pain point.
A Consequence/Solution Question that makes the prospect think about their problem more deeply.
A Commitment Question that tests their readiness.
Analyze a Missed Opportunity: Rewind to a moment where you believe the salesperson missed an opportunity to use a better question. Write down what the salesperson said, and then write down the question you would have asked instead. Explain why your question would have been more effective in that specific moment.
These activities transform the group experience into a personal learning journey, allowing each team member to build their NEPQ skills in a way that is structured, repeatable, and tailored to their own pace and learning style.
