30 Minutes to President's Club | No-Nonsense Sales
Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
Jan 27, 2025
Jeremy Miner, founder of 7th Level Sales, shares his insights on the pivotal role of tonality in sales. He explains how facial expressions can control tone, influencing conversations significantly. Miner reveals techniques for slowing down questions to elicit better responses and introduces five key tonalities—curious, confused, concerned, challenging, and playful—that can transform sales interactions. He emphasizes the power of a direct tone to motivate prospects, particularly when navigating tough conversations.
41:05
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Quick takeaways
- Mastering various tones in sales conversations, such as curious and concerned, can evoke emotional responses and foster rapport with prospects.
- Shifting the prospect's focus from price to outcomes by emphasizing results rather than costs is crucial for effective selling.
Deep dives
Results-Based Thinking in Sales
Shifting a prospect's focus from price to results is crucial in sales conversations. Salespeople often mistakenly build rapport with small talk, which may lead prospects to fixate on costs. Instead, framing questions that emphasize the outcomes of the product or service can redirect their thinking. For instance, when selling insurance, rather than discussing the policy itself, highlighting how it protects a family's financial future can be more impactful.
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