During Jeremy Miner’s 17 yr sales career he was recognized by the direct selling association as the #45th highest earning producer out of more than 100 million salespeople, selling anything worldwide – his earnings as a commission-only salesperson were in the multiple 7-figures EVERY year! He’s been featured in Forbes, USA Today, Inc, and others, and his new book “The New Model of Selling: Selling to an Unsellable Generation”, co-authored by Jerry Acuff, will be available in the spring of 2022.
Sales Revolution Facebook Group – Join the community and get the help you need on how to sell!
3 Value Bombs
1) Having the right skill level will lead to success.
2) The salesperson triggers the fight or flight mode.
3) As an entrepreneur, you have to start to be the problem finder and problem solver. Start asking the right questions at the right time. Avoid being a product pusher.
**Click the time stamp to jump directly to that point in the episode.
Today’s Audio MASTERCLASS: How to Sell to Sophisticated, Cautious, and Skeptical Buyers with Jeremy Miner
[1:55] – Jeremy shares something that he believes about becoming successful that most people disagree with.
- He believes that having the right skill level will lead to success.
[4:16] – Why is it important to have the ability to sell in today’s world?
- Selling is a must.
- Everyone is doing non-sales selling.
- Moving others
- If you want to succeed, you have to learn the proper communication skills.
[6:20] – What are the most prominent mistakes entrepreneurs make when trying to sell?
- Being way too enthusiastic about what they are selling.
- Avoid talking about the solution early in the conversation. You have to keep the excitement to yourself.
- In the first 7 to 12 seconds of any interaction, the listener subconsciously picks up social queues from you.
- Ask the right questions.
- The salesperson triggers the fight or flight mode.
- Make your listener curious about what you are saying.
[9:31] – The NEPQ methodology.
- There are 3 forms of communication according to behavioral science:
- Era One Type of Sales – the least persuasive way of selling.
- Era Two Type of Sales – the more persuasive way of selling; spin-selling.
- Era Three Type of Sales – the most persuasive way of selling.
- Neuro Emotional Persuasion Questions.
- Use of specific questions and techniques for the prospects to self-persuade themselves.
- Sales Revolution Group – Join the community and get the help you need on how to sell!
[18:08] – Why do so many buying decisions stall in the marketplace?
- Many buying decisions stall in the marketplace because your sales team is working on techniques against human behavior, which triggers sales resistance.
- Selling is all about change.
- It doesn’t matter what you sell. You are not selling the product; you’re selling the results.
[20:29] – Sample questions:
- What is your future going to look like?
- Why do you have to change your situation?
- By asking consequence questions, you allow your prospects to think about a situation in the future that may cause problems to arise if they do not act on it.
[23:20] – Jeremy talks about preventing objections versus overcoming them.
- It’s all about disarming the prospect.
- Ask the right questions to allow the prospects to open up to you and identify their problems.
[29:13] – Jeremy’s parting piece of guidance.
- As an entrepreneur, you have to start to be the problem finder and problem solver. Start asking the right questions at the right time. Avoid being a product pusher.
- Sales Revolution Group – Join the community and get the help you need on how to sell!
Who is ready to rock today, Fire Nation. JLD here and welcome to Entrepreneurs On Fire brought to you by the HubSpot Podcast Network with great shows like Goal Digger. Today, we'll be sharing how to sell to sophisticated, cautious, and skeptical buyers to drop these value bombs. I brought Jeremy Miner into EOFire studios. During Jeremy's 17 years of his sales career, he was recognized by the direct selling association as the #45th highest earning producer out of more than 100 million salespeople selling anything worldwide. His earnings as a commission, only sales person were in the multiple seven figures EVERY year.
He's been featured in Forbes, USA Today, Inc, and other publications and his new book, “The New Model of Selling: Selling to an Unsellable Generation”, is coauthored by Jerry Acuff and will be available in the spring of 2022. Today, we'll be chatting about the methodology N E P Q. We'll talk about the biggest mistakes entrepreneurs make when trying to sell the biggest myths that entrepreneurs believe and preventing objections versus overcoming them. And so much more Fire Nation. When we get back from thanking our sponsors, if you're generating seven to eight figures, plus from your website and you're not doing conversion optimization, you're leaving tons of revenue on the table.
0 (1m 24s):
Visit ConversionFanatics.com for a free proposal today and tell them EOF sent you because traffic without conversions is just sad. The My First Million podcast features famous guests, discusses how companies made their first million and brainstorm new business ideas based on the hottest trends and opportunities in the marketplace. One recent app was all about how venture capitalists make money. Listen to My First Million, wherever you get your podcasts. Jeremy say what's up to Fire Nation and share something that you believe about becoming successful that most people disagree with.
1 (1m 59s):
First of all, thanks for having me on here. And I'm going to tell you, there was a bunch of things that I could've, I probably could say for this, but here's one big one. When it comes to salespeople and entrepreneurs that they get hammered in their head, like it's the gospel that just according to behavioral science is completely the opposite way. So a lot of people in sales will say for you to be successful in sales for you to, to have success, you just have to, you have to work hard. You have to read a lot of personal development. You've got to meditate, you've got to journal. You know, you got to do all this stuff. And I always look at them and I'm like, what? Where's that coming from? I've hardly ever read any personal development.
1 (2m 39s):
I've Hardy air. I've never journaled. I've never meditated because it's all about your skill level that matters the most. Do you know when I'm in advance? And I say, I asked the audience like, Hey, you know who in here? Salespeople works hard. Everybody raises their hand. And then I'm like, okay. Out of all of you, who in here is making all the money they want to, as a salesperson, nobody raises their hand. Okay, hard work without the right skills does not mean you're going to have successful. How many broke salespeople do? We all know that work their butts off or have average income. So it's all about your skill level, because if you don't have the right skills, when the prospect answers the phone and you don't know what to say, and you don't know what to ask, that triggers them to want to engage with you.
1 (3m 25s):
Well, you can throw out every single personal development book or video you've ever watched, cause they're going to smack you in the face. So just like Michael Jordan says in is a new geography. You can take a thousand jump shots a day, but if your technique is wrong, if it's offensive, the wrong technique, you're still not going to be very good at basketball, no matter how much you practice. So in our mind, it's all about your skill level, having the right skills that are actually going to take you to really have that success,
0 (3m 52s):
Fire Nation. Are you putting in the reps? Are you putting in the reps, holding your skills? And by the way, the answer is yes. If you're listening to this podcast, because that's exactly what Jeremy's going to be helping you do as we chat here today, because let's be honest. A lot of people shy away from selling. I mean, you've seen it Jeremy. So why is it important to have the ability, the skill set to sell in today's world?
1 (4m 18s):
It's a must. It doesn't matter if you're in sales. If you're not in sales, even if you don't get paid a commission, every one in the world is out there every day, doing what they're trying to persuade. They're trying to influence. They're trying to convince, they're trying to actually move others, right? We even call that non-sales selling. So let's, I'll give you a few examples. A lot of your listeners here, if you're a business owner and you're trying to get your employees to follow your vision of where you want to take your company, what are you doing? You're persuading your influence and you're moving others. If you're an employee, who's trying to convince your boss to give you a pay raise. What are you doing? Trying to persuade. You're trying to convince if you're, I mean, hell if you're an attorney, who's trying to convince the jury that your client is innocent.
1 (5m 5s):
You are trying to convince, you're trying to persuade. You're trying to influence. I mean, politics. If you're a politician who is trying to get people to vote for you, you're out there trying to persuade your influence. And it's been around. I mean, it's been around since the beginning of time, like even before, man, like if you read, you know, in the, in the book of revelations, like in the, in the Bible, it talks about, you know, there was a war in heaven. Everybody heard this in Sunday school, there's a war in heaven. And a third of God's children were cast out of heaven and two thirds excepted God's plan. Well, when you think about the war in heaven, what was that war fought with? Was it fought with guns? Was it fought with tanks? Was it fought with bullets? No, it was a war of persuasion.
1 (5m 46s):
It was a war of influence. It was a war of moving others. Right? So persuasion. I mean, it's been around for millions of years, like long before mankind was ever put on the air. So in our day in age, if you want to be successful, anything, you have to learn the right communication skills.
0 (6m 3s):
Now, financial, I think you can already tell why Jeremy's had multiple seven figure years being a commission, only salesperson. I mean, this guy can definitely talk the talk and my listeners, Jeremy are entrepreneurs. So what are the biggest mistakes that you see entrepreneurs make while trying to sell to others?
1 (6m 24s):
One of the biggest mistakes that entrepreneurs make or salespeople, or if you're managing a sales team is they come across way too enthusiastic about what they're selling when they're talking to their prospects. And they talk about their solution way too early in the conversations. Now, when I say that at events, people are like, oh my gosh, no, Jeremy, I've always been taught that I have to be enthusiastic and I have to show them how excited I am and that somehow I showed them. I'm excited about my product that somehow magically, they're just going to be excited about it. And I agree with you somewhat, but you have to keep your excitement to yourself. You have to keep it internal hashtag get rid of the commission breath, right?
1 (7m 6s):
So you have to get rid of the commission breath. Here's one thing we all have to understand, you know, behavioral sciences, my background in college in the first seven to 12 seconds of every single sales call or interaction you were on with your prospects, they are subconsciously. They can't even help it picking up social cues from you, verbal and nonverbal cues from your tonality and what you are saying and or asking that triggers their brain to do one of two things. Now, if you don't know what you're doing, if you come across aggressive, if you come across like needy and nervous, if you come across as attached, that's the key word and you don't know the right questions to ask, well, guess what?
1 (7m 47s):
It triggers what we call fight or flight mode. Everybody's heard of fight or flight mode. I'm not sure everybody understands why it's triggered, triggered by the sales person, not the prospect. And that's where your prospect tries to get rid of you. And they say things like, oh, you know, I'm just straight shooter. Just get to the point. Or, you know, how much is this going to cost me? I don't have time or I'm too busy. Can you call me back later? Or, you know, we don't need it. Or we already have that. You know, does that ever happen? Anybody listening. And of course, now, if you know what you're doing, if you know how to work with human behavior, if you come across more neutral, if you come across more common, relaxed, and especially detached, that's the keyword detached and you know the right questions, it triggers their brain.
1 (8m 27s):
They can't help it to become curious enough where they feel like they want to engage with you. They want to open up to you as you might have something that could be very important. So the key thing here to understand as, as an entrepreneur, when you're not selling your products, whether you're a small business owner or large, you've got a big team. You have to come across detached from the expectations of making the sale and really focus on whether there's something there in the first place, whether or not you can actually solve their problems. Okay. Now do I mean that when you get on a sale call, you shouldn't make the sale. Hell no. Your goal is to make a sale on every call and every interaction. But you have to keep that to yourself. The moment your prospect feels like they are being sold is the moment they do what they start to emotionally tune off and shut down from your a hundred percent.
0 (9m 14s):
I mean, whatever you're selling right now, Jeremy I'm buying just cause of your tonality, your diction, your energy, your vibe and Fire Nation. This is what you've got to bring to the conversations that you're having. Now. One thing that my audience, Jeremy loves acronyms. They love acronyms. You have a methodology called N E P Q. Break that down for us.
1 (9m 35s):
Yeah. You know, just the boring nerd over here. PQ, NEPQ stands for neuro emotional persuasion questioning. Okay. When I was in college, my background was behavioral science and human psychology. Okay. And that's when you break it down, it's really the study of the brain and how human beings make decisions. Not only how, but why a person is persuaded and, or not persuaded to do something. Okay. So check this out. Everybody write this down so important. Okay. According to behavioral science, just the data, there are three forms of communication, right? And once you understand the differences in persuasion and where you are now in your sales ability, compared to where you actually could be completely will change everything for you.
1 (10m 16s):
So the first mode of communication, it's more known as like boiler room selling. We call that era era one type of sales coordinator, behavioral science. We are get ready for this. You're going to like, oh Jeremy, that's not true. We are. According to the data, not myths data, the least persuasive. When we tell people things, or we attempt to dominate them, posture them, manipulate them, push them into doing something. We want them to think boiler room selling, like, you know, everybody watches, you know, the Wolf of wall street show. And I'm sure Jordan is portrayed differently than maybe how he is, but they're on the phone. They're like, Hey, I've got a great opportunity for you. And then we talk about the features and benefits and we push and we tell them why they need to buy or why they need to go with you.
1 (10m 59s):
It's just like, if you tell your spouse that they need to do something for you and they, and you push them, what do they typically do? Well, they push back. That's just human behavior. That's how we're wired. So let me give you a few examples of the least persuasive way to sell presenting. Oh my God, no, Jeremy, I have to have a 60 page slide deck. When I talk about my products, see, we're all taught that we have to have these great presentations and show them how great we are and the best products. And here's our corporate office. And we've got seven awards from the BBB and all this jazz, but nobody cares. Okay, we've got the best of this. We've got the best. That, which by the way, doesn't every salesperson say they have the best product or service. How many salespeople do you know that sell to you that come to you and say, you know what, John, we've got the fifth best product in the market.
1 (11m 46s):
No one does. They all say they have the best. So when you say things like this, your prospects actually trust you less. Or when you talk down your competitors, because they're used to every sales person saying the same thing. So according to the data, it's not very persuasive. If your presentation is more than 10% of your sales conversations, what about telling your story? Well, I hate to tell you this. Nobody cares about your story when you're selling one-to-one who's Jordan, they care about, they care about their story, right? What about giving a sales pitch? We've all been taught. You've got to get a great pitch. According to the science, not very persuasive. What about putting sales pressure on them? Do you do that or let's say the big one.
1 (12m 27s):
Assuming the sale. According to the data, very low on the persuasion poll. Hence the term sales is a number of game. That's where it comes from, especially if in our more complex selling environment that requires multiple calls or touches to actually close the deal. Now, second form of communication. That was the first one. What's the second one that's known as consultative selling. It's called era era two type of sales. Now we are the Mo more persuasive when we attempt to actually have a human discussion. Okay. Consultated selling came out in the early eighties with a book called spin selling. All right, we won't go into how, where that came from. It was a professor who studied thousands of sales calls and they taught that you had to ask logical base questions about the needs of the client revolutionary right back in the day.
1 (13m 11s):
But here's, what's a potential downfall of that approach. When you only ask logical based questions, we call those surface level questions where your prospect is just going to give you logical based answers in return and do human beings buy on logic or emotion. We all know it's emotion, right? Brain studies prove that. So let me give you a few examples of questions that you never want to ask because everybody asks them. John, what's keeping you awake at night or Sally. Can you tell me two problems that you're having or who besides you would be involved in this decision or what are you looking for in a solution? See, these are just boring surface level question. There's nothing in those questions that create any type of urgency or go deep and actually help the prospect relive the pain of what's going on.
1 (13m 57s):
Okay. Now that's the second mode. What's the third mode. All right. Did you see that? Because in the second mode, you're starting to play the numbers game, cause you're just not bringing out enough emotion. Now the third mode is called dialogue. That's era three type of sales. So we're the most persuasive when we allow others to persuade themselves. Now that's where neuro emotional persuasion questions come from NEPQ. Now the key here is where we use certain questions and techniques that work with human behavior to get the prospect, to pull us in, rather than you trying to push them forward. It's all about getting them to pull you in, rather than you trying to push now, how do we do that? How do we get somebody to persuade themselves? Do we, can we show up and say, you know what, go ahead and persuade yourself.
1 (14m 41s):
And here's the bank wire. No, no, you, you have to learn skilled, specific, very specific, skilled questions. And when and how to ask them in a step-by-step that will get your prospects to sell themselves rather than you trying to do it. You know? And if they ever want that kind of step-by-step structure, John, they can go to one of our Facebook groups. You're asking me about it. It's www.salesrevolution.group. And we will actually send them a free copy of that structure if they want. But those are the three modes,
0 (15m 14s):
SalesRevolution.group, check it out, Fire Nation. A lot of answers happening there and we have a lot more value bombs being dropped by Jeremy. When we get back from thanking our sponsors, your customer's experiences, everything, when it comes to building and scaling your business and with multiple customers onboard your marketing team likely has conflicting priorities to juggle. Unfortunately, this means that customer oriented tasks can often fall through the cracks. But what if you had a system that allowed you to bring your customer's experiences to the forefront so that your marketing team isn't stuck in the weeds of operations and can instead focus on building targeted, meaningful campaigns, start giving your customers what they deserve. Campaigns built in a scalable way with responsive designs and a little extra TLC with a HubSpot CRM platform, a HubSpot CRM platform helps you tackle the most challenging part of creating content scalability with intuitive visual workflows and bot builders.
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0 (17m 28s):
So Jeremy we're back. And there's a lot that I could ask you because as you're going through that whole process, there were some things that are coming up for me over and over again. But one thing that I really do want to hone in on is the fact that so many people's buying decisions, stall, they just stall out like, they're just like, they're there, they're on the fence. They want to make a decision and then it's just stall. So why does that happen? And what can we do?
1 (17m 52s):
One thing that just drives me insane. When companies come have us come in and audit their salespeople and they're like, well, how'd you think it's the bad leads? Or, you know, it's the, the error, you know, the water quality is not good. They're not eating healthy. They're not journaling enough. I'm like has nothing to do with any of that. Buying decisions only stall because your sales teams are using sales techniques that work against human behavior, that trigger sales resistance from your prospects. You see, here's what we have to understand. All selling is in one word, is this, write this down. It's change. That's all selling is, is change. It's about that only change. It's about how good you are at helping your prospect view in their mind that by changing their situation, which means paying for your product or service is far less risky for them.
1 (18m 44s):
Then, then doing nothing at all, staying in the status quo problems stay the same and nothing ever changes for them like which is actually more risky. So whether your prospect wants something better or they're trying to get away from that pain, it's about what it's about change. Now. Here's your problem though? Human beings don't like change, even though they say they do okay, why do we not like change? Because it makes us feel uncomfortable like unsettled, especially when it's initiated by some pushy salesperson, who's ready to pitch their products or services, right? When we meet them, you see human behavior shows that we actually value something. That's familiar, something that's more traditional, maybe more consistent over something that is more new to us or something that's unknown.
1 (19m 27s):
Here's one thing we have to understand. It doesn't matter what you sell products or services. You are not selling the thing. You're not selling the thing you're selling the results of what that thing does. Like if you're a real estate agent, you're not selling the home, you're selling them the results of what that home is going to do for them. Maybe they want to be in a safer neighborhood. That's what you're selling. You're not selling the car. You're not selling the Lambo, right? You're selling of how that Lamborghini makes them have the status in their neighborhood. That that is what they want. You're not selling the life insurance policy. You're actually selling the money that's going to happen when you, when you die and your wife and children are financially protected, that's what you're selling. You're not selling the thing. So a couple of good consequence questions that I'm just going to give you a few things here that people can go to the Facebook group to get all of this, but a couple of good consequence questions that you can ask that really help them, your prospects see what their future is going to be.
1 (20m 22s):
Look like. Like what, what is your future going to look like? So when we first start off a conversation, we're, we're trying to help them see what their current situation is. We call that their current state. Now we also want to help them see what their future's going to look like. Once their problems are actually solved. We called that their objective state. So once we get them to see what their future's gonna look like and how it's going to make them feel, we can't tell them that ask questions that allowed them to tell themselves that once they see that we want to rip that away with what's called a consequence question where we basically get them to defend themselves on why they have to change their situation now. So here's the generic version. Okay. But what if you don't do anything about this and you repeat back their problem for the next three, six or even 12 months from now, I'll give you kind of an industry specific example.
1 (21m 11s):
Let's say I was just working on this script for a client right before this. Let's say, if you sell lead generation services, you help companies get leads for their business. Okay. And you've taken them through the current state, their objective state. They see what it's going to look like. Once they have these better leads, I'm going to rip that away from them. And I'm going to say something like this. Okay. But hold on though. Like what if, what if you don't do anything about this and you keep getting these lower quality leads to your sales team and your sales keep stagnating another three, six, or even 12 months from now to that skepticism in my voice. Right? Or how about this? There's a generic version. Okay. But what are the possible ramifications if you guys don't do anything about solving this?
1 (21m 54s):
So when we asked those type of consequence question is allows them to question their way of thinking. That's allowed the problem to keep happening and it triggers them to want to take urgency about doing something about solving. Does that make sense?
0 (22m 8s):
Because what I really love about how you do that is you're not telling people what their problems are specifically. You're having them think about a situation in the future that if they don't take an action to solve it, what problems will be occurring at that point? So they are actually coming up with that. They're coming up with the consequences of not taking action themselves. Instead of you just sitting there like BA BA, BA, BA, BA bad. There's like now they get defensive. And they're like, no, that's not, you know, people love getting defensive and you just don't want to give them that opportunity. So that was really interesting how you gave us that really specific example than a generic example. You know, it's all about preventing those objections versus overcoming those objections.
0 (22m 49s):
And this is something that you've really mastered over the year. So, you know, kind of maybe finished talking that through and then also take the microphone and really bring this home for us, with what you really want to make sure our audience gets from our entire conversation today.
1 (23m 5s):
It's all about disarming. The prospect, you read an every single sales book, like right behind me, I've got like seven bookshelves. There's like 3000 some books on these bookshelves. Scott. I love to read every single sales book you will ever read on planet earth. We'll talk about, you got to follow the ABCs of closing. Always be closing. No, no, no, no, no, no. You need to follow the a B D's of closing and that's always be disarming. What questions are you asking in that conversation that is continually disarming the prospect where they feel comfortable enough to open up to you and tell you what's really going on. And not only what their real problems are because most of prospects, when we first start talking to them, one thing we have to understand is that most of them don't even know they have a problem, or maybe they know they have a problem, but maybe they don't know how bad the problem really is.
1 (23m 55s):
Or maybe they don't understand what the consequences are. Like you said, of what will happen if they don't do anything about the solving the problem. Now, once you learn advanced questioning, you know, we obviously train companies and salespeople with your questions, allow them to not only see they have one problem, but it might help them to see they have two problems or three or four problems. And when they start, when you help them, see how many problems they have not by telling them, like you said, cause that goes in one ear out the other. But by asking certain questions that allowed them to see what their problems are, then you become extremely valuable in their mind where they look at you as the expert, like the trusted authority, who's going to get them the results we want right now. So let's talk about you disarm. How do you prevent objections from even happening?
1 (24m 37s):
And here's one thing I think most people don't even understand, especially small business owners. Sometimes most of the objections that you get are actually triggered by you and what you are saying to your prospects, gasp, you know, like I thought it was all the prospect's fault. No, it's what you're saying is triggering that. So let me give you an example of one thing you never want to do. This is just very basic. You don't want to say at the end of a conversation or a sale, like you're about to get the sale and they gotta, they gotta sign the contract. You're like, okay, you push the document over it. It just needs you to go ahead and sign the contract. We'll sign and contractor two words that typically trigger sales resistance because no one wants to get locked in by something they might not want to do. But if I change that wording to something that's more neutral, you know, neutral languaging, like, okay, just need you to authorize the agreement.
1 (25m 24s):
Ooh, authorize the agreement is the same thing as sign the contract, but it's far more neutral. Every Kayla's everyone's okay with authorizing agreement. So they get what they want. And John, the crazy thing about this, if you really look about it, the government does such a crazy good job at this. It's kind of crazy. Take a look at the, I R S stands for internal revenue service. Now, if the IRS was called internal taxing service, which is really what it is, everybody would be up in arms. But the term revenue is what it's far more neutral than tax. So if you hear certain things in the conversation that are signs to you, that they might possibly have an objection. You know, if they bring something up in the middle of that conversation, and if you don't address it, if you just try to swipe it underneath the rug and ignore it, what is going to happen by the time you get to the end of that presentation, they're going to have the same exact objection.
1 (26m 17s):
So I'll give you an example. Let's say that you, you know, you're a, you're a coach or something. You know, we train a lot of people in the coaching industry as well. You're a coach. You've got a great training program that teaches people how to let's say invest in real estate. That's your background. I'm just throwing out something. And the prospect says halfway through, oh yeah, I've tried a lot of these programs. It just never worked out for me. Well, if I just sweep that underneath the rug, do you think at the end, when I go through the pricing and what it's going to take for them to get success, they're not going to say, think in their mind, like, is this going to be another program that doesn't work out for me? Of course they are. So I need to cut that off and say, oh, hold on. When you say that those programs didn't work for you, what programs did you specifically go through? Oh, I went through this and I went through that.
1 (26m 57s):
And what parts of those programs do you feel didn't work for you? Well, they didn't do this and they do that. And then I might say, okay. And were there, were there other people getting results from those programs now? Most of the time, unless it's a complete scam, they'd be like, well, yeah, I saw some testimonies. Okay. So if other people were getting results, what do you think held you back from having success yourself? No. You know what? 95% of people say, well, I was just having a baby at that time and I didn't put enough time in it, or I was just distracted by my job. And now they've told themselves the reason why they didn't have success was not because of the program was because of them. So now that concern is eliminated.
1 (27m 38s):
You see how that works?
0 (27m 39s):
Fire Nation. I love how Jeremy is able to come in and shift the conversation, shift the narrative. And I mean, to me, that was just such a light bulb moment. When I said sign the contract. It's like, oh, now it's your time to authorize this agreement. Now you're saying they're doing something positive. They are taking action. They are authorizing an agreement that both sides had already agreed upon. And then of course, everything else that you shared, I think was spot on.
1 (28m 7s):
Yeah. Again me give example, let's say you go back and you're, let's say you sell training, you sales, same type of training or coaching or whatever. And it's like, you just called a training agreement. Just need you to authorize the training agreement so that we can start in on your campaigns. See how that's a benefit for them. Not just go ahead and sign the contract. No
0 (28m 25s):
Fire Nation, just little things sometimes can make big, huge differences. And that's why you want to be checking out something that Jeremy's been working on. Pretty darn hard. It's called the new model of selling, selling to an unsellable generation. You heard us talk about it in the introduction it's coming out spring 2022. So Jeremy give us the one key takeaway that you want to make sure that we really walk away with, from what you have coming up with this project. And then any way you want us to connect with you. And we'll,
1 (28m 58s):
I love your show first and foremost, is that actually up to like midnight here in a couple of, of your last guests, it was very awesome. I actually saw you at the ClickFunnels event. I was like four people down. We were on the same stage getting a similar award. So that was cool. Then I'm like, oh, I know that guy. When I got on the show, I saw him at the event. So there you go, small world. But I think the biggest thing that we have to understand as an entrepreneur, a business owner, or like somebody who wants to be that, or if you're in sales or whatever it is cause everybody's in sales, especially if you're an entrepreneur, is that you have to start thinking like what we call, you have to start thinking of yourself. Not as somebody who's just selling stuff to make money. Okay. We call those product pushers.
1 (29m 39s):
You don't want to be a product pusher. Nobody likes pushers. You want to be, what's called a problem finder and problem solver. Okay. Now what does that mean? It means asking the right questions at the right time, that allows the prospect. Like I said, a minute ago to discover problems that maybe they didn't even think they had and to help them understand what the consequences are. If they don't do anything about solving the problems. When your prospects start viewing you as somebody who's there to help them get where they want and solve their problems, they will pay you for whatever you want. Your services can be a hundred percent more than your competitors and they will gladly throw money at you because people buy on who they feel can get them the best results.
1 (30m 27s):
Okay? So we come across with anything. We have to start thinking like we're a problem finder and problem solver, not a product pusher. You don't want to be a product pusher. You don't want to ask a few consultative questions and then go into your pitch, talking about the features and benefits and how you have the best, this, and the best that it's like taking a bucket of mud, throwing it up against the wall, hoping and praying. Something you're going to say is going to trigger them to magically, want to buy from you. And we call that opium, it's a drug that so many entrepreneurs and salespeople take everyday. Kids don't do drugs. Okay. Don't take opium. It's such a hard and unpredictable the way to make a living. So John and closing, you know, if people want to learn about our training, how we've helped companies, thousands of salespeople over the last geez, 29 months, since we started, we have a Facebook group.
1 (31m 13s):
We have about 12,000. Some people in there it's rapidly growing it's entrepreneurs, it's sales professionals collaborating. We go live in there about three to four times a week with different trainings, different Q and A's. And we have a ton of free resources. So just a few of those example questions I gave you. We have a ton more in there that we just give away for free. So I think you have the website. They can just go to www.salesrevolution.group. So it's salesrevolution.group. Join the community for free. There's like a two question survey. So we know what industry are you in? What you sell helps us track data. Who's coming in. Who's what type of things you sell. And right when you join somebody on my team will tag you. So go to your, go to your Facebook messenger.
1 (31m 54s):
That's where we're messaging you. We will message you a free resource on those questions. I gave you just a nugget there, like a little hors d'oeuvre okay. And they're going to give you a lot more, going to give a whole thing of questions that we're just going to give to you. That's going to help you start selling more today. And there's even a video that we'll throw in there. Check your messenger. It's on objection prevention. I'm going to give you three tips to prevent objections from happening in your prospect's mind. John, thanks for having me on is awesome.
0 (32m 20s):
It was awesome. And Fire Nation. You're the average of the five people you spend the most time with. You've been hanging out with JM and JLD today. So keep up the heat head over to EOFire.com, just type in Jeremy in the search bar. The show's page will pop up with everything that we've been talking about here today. Your direct call to action salesrevolution.group. Check that out. And of course, keep your eyes open for the new model of selling. Jeremy, thank you for sharing your truth, knowledge, value with Fire Nation today. For that we salute you and we'll catch you on the flip side. Thank you, sir. Appreciate it. Hey, Fire Nation today's value bound content was brought to you by Jeremy and Fire Nation.
0 (33m 3s):
Are you ready to rock your very own podcast? Well, if you are check out our free podcasting course, where I teach you how to create and how to launch your podcast for free visit freepodcastcourse.com. freepodcastcourse.com and I'll catch you there. Or on the flip side, if you're generating seven to eight figures, plus from your website and you're not doing conversion optimization, you're leaving tons of revenue on the table. Visit ConversionFanatics.com for a free proposal today and tell them EOF sent you because traffic without conversions is just sad. The My First Million podcast features famous guests, discusses how companies made their first million and brainstorms new business ideas based on the hottest trends and opportunities in the marketplace.
0 (33m 48s):
One recent app was all about how venture capitalists make money. Listen to My First Million, wherever you get your podcasts.
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