This is a YouTube video titled "What’s the Purpose of NEPQ Solution Awareness? | Matthew Ryder" containing a monologue by Matt Ryder recorded in September 2023. In this content, Matt Ryder explains the concept of Solution Awareness in sales, emphasizing goal setting, emotional engagement, and the importance of achievable yet challenging milestones in the sales process.
Solution Awareness for me is where a lot of the selling is done, what you really want out of Solution awareness, what is the goal? And then you would kind of ask if that's really what they want. And you try and stretch that goal. The key is to stretch it far enough to where it's kind of just out of reach, but like, not so far that it's unattainable. It's like if I'm dealing with a super large weight loss client, like for example, that needs to lose 400 pounds, I would reduce that to like 60 or 100. Get a really good first milestone that's going to be within the initial engagement period that we're going to be talking about. So it needs to be difficult, but achievable. Can't be really easy because then it lacks urgency. So you want to be able to push that gap far enough. And then from there, like, what are the tangibles that happen when we achieve the goal, when we solve the problem, achieve a solution, what are the differences? And then from there, if we can attach an emotion to the difference, that's when it starts to get super juicy. And that's why, like, there is always a sale to be made and there is always an emotional component, because humans have to biologically feel something to do something.
