Success Story with Scott D. Clary Lessons - The Voice Techniques That Close 93% More Deals | Jeremy Miner - Sales Training Expert
Aug 13, 2025
Jeremy Miner, a leading sales training expert, shares his insights on modern sales techniques. He critiques outdated frameworks like BANT and emphasizes the importance of uncovering deeper buyer motivations. Discover how reframing questions can strengthen client relationships. Jeremy discusses the vital role of tonality in building trust and creating urgency, showcasing five key tones top performers use. He also introduces the NEPQ methodology, illustrating how emotional connections can drive successful sales conversations.
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Prospects Don't Know Their True Problems
- Prospects often don't know their real problems at first, so early qualification like BANT misses deeper issues.
- Reframing questions helps prospects discover larger problems they hadn't recognized.
Gold Dealer Lost Deals By Selling Surface Problems
- Jeremy Miner recounts a precious-metals dealer whose reps sell to the surface problem of inflation.
- When news later suggested inflation was improving, customers rescinded purchases because no deeper gaps were created.
Reframe Questions To Break Patterns
- Reframe generic questions into specific, unexpected phrasings to break patterned, surface-level answers.
- Use context (like tenure or vendor name) to prompt candid responses about why they might change.