30 Minutes to President's Club | No-Nonsense Sales #418 - Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
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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.
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Results-Based Thinking
- Frame prospects' thinking towards results instead of price, even in initial interactions.
- Focus on the value you provide, not the cost, to avoid being commoditized.
Objection Prevention
- Objections are triggered reactions caused by uncertainty and fear of change in prospects.
- Prevent objections by addressing hesitations directly and building certainty.
Always Be Disarming
- Disarm prospects by making them feel comfortable and open to sharing.
- Use a soft, concerned tone and direct questions to lower their guard.
