When Jeremy Miner, the general manager of 7th Degree Communications, started in sales, he saw something: nothing he did worked (comparable to the early experiences of many salespeople). Like us, he had learned many strategies from the design of former sales and so-called “sales masters”, however, he hadn’t hit the six figures a year they claimed they could make by following their techniques. At the same time, he was in college studying behavioral science and human psychology. Moreover, he was struck by the contrast between what he discovered about the human mind and what he had been shown in sales. He was studying how the brain makes decisions and how people are convinced to do something. It was the complete reverse of typical sales techniques.
“I recognized that I wanted to succeed in sales. To do this, I realized that I had to take a gigantic leap outside my comfort zone. Complying with the statute was not going to work,” Miner said. “So, instead of just paying attention to the methods I had been taught, I decided that I would definitely go in search of an additional sales training program with the behavioral science aspects of Jeremy bought several training courses and traveled to many events, but none had the worries I needed to get my potential clients convinced in a detailed sequence rooted in human psychology. .
So he developed it himself. “You might think that would have been easy, given that I was looking at behavioral science in the institution. Vice versa! But as I continued my experimentation procedure, I, at some point, reached a point where I understood the series of issues that I currently call “neuro-emotional persuasion concerns” (much more on this soon). figured it out, I ended up earning $2,370,485 in direct compensation as a W-2 sales rep.
Methods That Brought Jeremy Miner to $2.4 Million
Miner is currently showing students around the world how to practice the brand new sales model, which suggests ditching the traditional version. He delves into each of the neuro-emotional persuasion concerns of his program. These concerns are meant to help the prospect convince themselves that they need what you are offering.
Ask questions more than present. “I currently tell my interns that prospects should be the ones talking for about 80% of the conversation. To help you, ask questions. ‘Involve, don’t inform’ is one of the three main forms of communication that I in the new version of selling. The “old version” of marketing asks some questions. But 99% of salespeople don’t ask the “ideal” questions at the right time in the conversation. They just ask “surface” questions. that allow you to get superficial solutions from your potential customers.
On the contrary, it is essential to ask some competent concerns that highlight the emotions of your potential customers about what their problems are doing to them. These can be what I call “problem awareness” questions where you ask what problems they have and exactly how they affect them. These are followed by “solution awareness” questions, where you ask what they have done in the past to solve their problems, what has worked, as well as what has not worked, what makes them helps to see you much more as a reliable authority. who is there to help them, and not just market to them,” Miner said.
Help the prospect recognize the consequences of not solving their problem. “Another type of NEPQ survey that is particularly reliable is what I call “consequence questions”. Once you’ve defined the problem and what the remedy might be, it’s critical that the prospect state out loud the consequences of not solving their problem. In other words, they’re listening in their voice to what would definitely happen if they didn’t fix the problem (buy your remedy) – what they would miss. Maybe it would be a loss of direct social media exposure if they don’t buy your organic social media reach service, or they lose a sense of security if they don’t immediately acquire your security gadget system,” Miner said.
When they’re the ones saying it out loud, they’re more likely to persuade themselves. Compare that to if you filled in the blanks for them and said, “You’ll lose direct social media exposure if you don’t buy this today.” The reality that it was you who claimed it transforms the effectiveness of the statement. Even if it’s as true as they think it is, they don’t want to hear you tell them – they’ll probably get defensive and walk away from the call.
Involve as well as find in a useful discussion.
So he shouldn’t just adhere to a script or offer a pitch, but he shouldn’t just ask for information either. On the contrary, the best sales discussions work in an exchange between salesperson and prospect. I call it “discovering and finding each other”. Imagine this as if you were talking with a friend to whom you had no purpose to offer. You ask your close friend how the business is going and he complains about something related to what your organization is fixing. So you ask a few more questions to get a better understanding, then mention what you’re doing. The equal playing field is your mutual curiosity to hear what others have to say.
It should be no different in a sales conversation. It shouldn’t be you pushing your article down a possibility’s throat. It’s just not what they want, and it’s also a great way to lose a possible sale.