Traditional sales training taught you to CHASE prospects... NEPQ teaches you to POSITION yourself so they chase YOU. Here's what 99% of sales reps are doing wrong: They're asking questions that put them in the LOWER status position. ("Can I show you something?" "Would you be open to?" "Does that make sense?") These questions trigger DEFENSE in your prospect's brain. And defense = objections, stalls, and ghosting. The Black Book reveals the question frameworks that flip the entire dynamic: → Pros

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