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

Episode guests

Jeremy Miner

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Episode notes

Podcast summary created with Snipd AI

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.

Intro

2min

Shifting Perspectives: From Cost to Results in Sales

5min

Mastering Tone to Disarm and Engage in Sales Conversations

4min

Mastering Tone in Sales

22min

Mastering Cold Calling and Accelerating Sales Processes

2min

ACTIONABLE TAKEAWAYS:

Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity.
Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully.
Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses.
Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads.

JEREMY'S PATH TO PRESIDENT'S CLUB:

Founder @ 7th Level
VP of Sales @ Pinnacle Security

RESOURCES DISCUSSED:

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