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.

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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.

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Show Notes

**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.

• • Persuading
  • Influencing
  • Convincing
  • 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:
  1. Era One Type of Sales – the least persuasive way of selling.
  2. Era Two Type of Sales – the more persuasive way of selling; spin-selling.
  3. Era Three Type of Sales – the most persuasive way of selling.

• 1. • 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!

[15:33] – A timeout to thank our sponsors, Conversion Fanatics and HubSpot!

[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!

Killer Resources!

1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!

2) Free Podcast Course: Learn from JLD how to create and launch your podcast!

3) Podcasters’ Paradise: The #1 podcasting community in the world!

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