Prospects don't buy because you tell them to. They buy because your questions helped them discover why they should.
Nepq Sequence
Core Principle
Miner's NEPQ Sequence uses five question types to guide prospects through their own buying journey: Connection, Situation, Problem-Awareness, Solution-Awareness, and Consequence questions. Each builds on the last, leading the prospect to their own conclusion that they need to act.
Step-by-Step Execution
Example in Action
You: What got you interested in looking into this? [Connection] Prospect: Our sales team has been underperforming. You: Walk me through how training works for your reps right now. [Situation] Prospect: Honestly, it's pretty ad hoc. New reps shadow for a week, then they're on their own. You: How has that impacted your team's results? [Problem-Awareness] Prospect: Ramp time is 6 months, and half the new hires quit before they get there. You: If you had a system that cut ramp time in half and kept those reps, what would that look like for your revenue? [Solution-Awareness] Prospect: We'd probably add $500K this year. You: And what happens if nothing changes and you keep losing reps every quarter? [Consequence] Prospect: We'll keep bleeding money and falling further behind our targets.
Practice this technique with an AI-powered roleplay scenario.