Build a Better Agency Podcast EP 391: How sales prospects want to be sold to with Jeremy Miner
So many of us hate selling or feeling like we are “being sold to” because it has the old reputation of being manipulative, exploitative, and too pushy. Thanks to the sales tactics of the old days, our sales prospects have walls up before a call or meeting even starts.
When we know the psychology of sales and truly understand how people want to be sold to, that’s where the magic begins. Jeremy Miner, voted in the top 50 best salespeople worldwide, has some knowledge to share with us about approaching the sales process in a way that sets you up for success from the beginning.
Not only can you ditch lengthy sales pitches and pretend to care about the weather in your prospect’s city, but you can also get to the root of their needs much more efficiently and teach them how you fit into that equation. Your prospects win because they learn about their company’s problems, you win because you know how to solve them, and you both win again because fixing those blind spots helps you both make more money. What do you have to lose?
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
What You Will Learn in This Episode:- Jeremy’s first door-to-door sales job
- How to get sales prospects to pull you in rather than you pushing them to make a decision
- Getting to the bottom of your prospect’s problems and figuring out how to solve them
- The least persuasive way to sell
- Leading sales conversations with emotion instead of logic
- The NEPQ approach to sales conversations
- How Covid impacted selling to prospects
- Building a visual gap between where your sales prospects are and where they want to be
- Asking the right questions