Jeremy Miner, Head of the #1 fastest-growing sales company in the world, discusses generating pain in prospects, improving sales skills rooted in psychology, scaling marketing spend, understanding B2B vs B2C selling, the influence of tone, effective sales techniques, event sales, free consulting, verbal cues, their role evolution, focus on YouTube, and their new book on selling and its benefits.
Sales success is dependent on understanding behavioral science and human psychology in order to build relationships and understand prospects' needs.
B2B sales require navigating multiple decision makers and influencers by asking the right questions and adapting tone.
Marketing can create trust and influence prospects' desire for change by seeding doubt and showcasing the benefits of the solution.
Sales success is an acquired skill that can be learned through advanced questioning techniques and understanding tonality.
Asking the right questions in sales is crucial for uncovering customer pain points and needs and guiding them towards visualizing positive outcomes.
Deep dives
The Importance of Understanding Human Psychology in Sales
In this podcast episode, Jeremy Miner, the head of a fast-growing sales company, shares insights into the power of behavioral science and human psychology in sales. He emphasizes the need to move away from adversarial selling and instead focus on building relationships and understanding the prospect's needs. He highlights the significance of tone and questioning ability, which can elicit emotional responses and enable prospects to see the consequences of not taking action. By learning advanced sales techniques, such as creating gaps and internal tension, salespeople can help prospects identify their problems and be more motivated to change.
Transitioning from B2C to B2B Sales
Jeremy Miner discusses the differences between B2C and B2B sales. He explains that B2B sales cycles are typically longer and require navigating multiple decision makers and influencers within an organization. He emphasizes the importance of asking the right questions and adapting tone to match the audience, especially in B2B sales. By understanding the motivations of each decision maker and building a gap between the prospect's current state and their desired objective state, salespeople can effectively drive change and persuade prospects to take action.
The Power of Marketing and Internal Persuasion
The podcast delves into the relationship between marketing and sales. Jeremy Miner acknowledges the role of marketing in creating trust and familiarity with prospects. He explains that in marketing, it is beneficial to seed doubt and ask thought-provoking questions that make prospects realize they may have problems they hadn't considered. By guiding prospects through stages of internal tension and showcasing the benefits of the solution, marketing can influence prospects' desire for change, making the selling process smoother and more effective.
Anyone Can Become a Great Salesperson
Jeremy Miner debunks the notion that salespeople are born and not made. He emphasizes that selling is an acquired skill that can be learned and mastered by anyone. While some individuals may have natural talents or communication abilities, sales success is not solely dependent on these factors. Instead, it is about acquiring advanced questioning skills, understanding tonality, and effectively guiding prospects through the sales process. With the right training and mindset, anyone can become a successful salesperson and drive significant results.
Importance of asking the right questions in sales
In this podcast episode, the importance of asking the right questions in sales is discussed. The speaker highlights the need for salespeople to understand the motivations and underlying reasons behind a customer's desire to make a purchase. By asking probing questions, salespeople can uncover the customer's pain points and needs, allowing them to present a solution that addresses these concerns. The speaker emphasizes the role of solution awareness questions in guiding customers to visualize the positive outcomes and emotions they would experience once their problems are solved. Overall, effective questioning techniques and understanding the power of emotional persuasion are critical for successful sales.
Utilizing objections and testimonials in selling
This podcast episode also explores the importance of addressing objections and using testimonials effectively in the sales process. The speaker shares examples from experienced salespeople, including the renowned salesman, Russell Brunson. It is emphasized that objections and concerns raised by prospects should be seen as opportunities to provide reassurance and build trust. Testimonials are mentioned as a powerful tool to overcome objections by demonstrating how others with similar concerns found success with the product or service being sold. The speaker cautions against using outdated sales techniques like excessive agreement seeking or manipulative tactics and emphasizes the importance of maintaining status and genuine communication throughout the sales process.
Understanding the role of personality in sales
The podcast also touches upon the role of personality in sales. It highlights that both extroverted and introverted personalities can excel in sales with the right training and techniques. For introverts, structured approaches and step-by-step questioning methods can help overcome social barriers and enhance their selling abilities. For extroverted individuals, the focus is on slowing down and leveraging tone to establish trust and deep engagement with prospects. The importance of aligning the prospect's perception of the salesperson's status and expertise is discussed, along with the need to transition smoothly between logical and emotional thinking during the sales process. Ultimately, the podcast emphasizes the importance of acquiring sales skills and adapting to different personality types to drive success in sales.
Triggering curiosity in cold calls
In a cold call, the key is to trigger curiosity in the prospect. Instead of using a traditional script, try starting the conversation with a problem statement or a statement that grabs their attention. For example, when calling homeowners, mention that you have their county tax records and ask if they can help you out for a moment. This approach sparks curiosity and makes them want to engage in the conversation.
Disarming prospects and building trust
Building trust with prospects is essential for successful sales. One effective way to do this is by disarming them and making them feel comfortable. Start the conversation by admitting that you might not be able to help them and that they might be better off staying with their current solution. By doing this, you lower their guard and encourage them to open up. Throughout the conversation, use verbal cues to bridge from question to question and make the interaction feel more natural and less scripted. By keeping the prospect's guard down and building trust, you increase the chances of a successful sale.
Join Ryan in this episode as he sits down with Jeremy Miner, the head of the #1 fastest-growing sales company in the world, according to Ink magazine.
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Ryan Pineda has been in the real estate industry since 2010 and has invested in over $100,000,000 of real estate. He has completed over 700 flips and wholesales, and he owns over 650 rental units. As an entrepreneur, he has founded seven different businesses that have generated 7-8 figures of revenue.
Ryan has amassed over 2 million followers on social media a...
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