Next Level Podcast with Jeremy Miner The Art & Science of Persuasion - Michael Bernoff's Top 1% Sales Blueprint
Jan 14, 2025
Michael Bernoff, founder of the Human Communications Institute and author of 'Average Sucks,' shares his expertise in persuasion and communication. He discusses overcoming mediocrity in sales by aligning personal identity with professional goals. The conversation highlights the transformative power of neuro-linguistic programming (NLP) and the use of effective language. Bernoff introduces techniques like 'pattern interrupts' to shift client perceptions and emphasizes the importance of genuine connections over manipulation in the sales process.
AI Snips
Chapters
Books
Transcript
Episode notes
First Sales Job
- Michael Bernoff's first sales job involved cold calling from a phone book for the Vietnam Vets Memorial.
- A colleague's natural talent highlighted the importance of self-perception in sales success.
Sales is Serving
- Many people misunderstand sales as manipulation, but true sales is about serving.
- Focus on providing value, entertainment, and helping clients achieve their desires.
Change Client Identity
- Help clients change their identity from non-buyers to buyers.
- Frame questions to evoke their desired future self, motivating them to purchase.
