Jeremy Miner. The Real Reason They Dont Buy. Episode 801 with The Real Brad Lea (TRBL)
Mar 31, 2025
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In this engaging discussion, sales expert Jeremy Miner, founder of 7th Level, reveals the hidden truths behind why people hesitate to buy. He emphasizes the importance of emotional connection and how to navigate objections that are merely stories. Listeners learn about the art of asking insightful questions, fostering trust, and the significance of authenticity in sales conversations. Jeremy also explores the psychology of selling, offering strategies to disrupt conventional thinking and enhance engagement, making this a must-listen for anyone looking to master the art of influence.
Emotional connections drive purchasing decisions, emphasizing the importance of understanding clients' feelings over traditional logic-based approaches.
The NEPQ framework prioritizes emotional engagement and unique questioning techniques, fostering deeper insights into prospects' concerns and needs.
Mastering body language and tonality significantly enhances sales communication, allowing for more effective persuasion and connection with prospects during interactions.
Deep dives
The Importance of Emotional Connection in Sales
Establishing an emotional connection is essential in sales, as humans primarily make decisions based on feelings rather than logic. By understanding a client's needs, fears, and desires without becoming immersed in their narrative, sales professionals can influence decision-making effectively. This approach requires mastering emotional connection techniques, which go beyond traditional questioning methods. Salespeople need to understand that clear communication of genuine concern for the prospect's wellbeing can foster trust and facilitate deeper engagement.
NEPQ: A Framework for Effective Selling
The NEPQ (Neuro Emotional Persuasion Questioning) framework is designed to transform sales tactics by focusing on emotional engagement rather than surface-level inquiries. Utilizing connection questions helps disarm prospects and encourages them to open up, leading to more profound insights into their concerns. By transitioning from price-based thinking to results-oriented conversations, salespeople can better position their offerings as solutions rather than mere products. This shift in focus ultimately cultivates a foundation for trust and rapport, essential components for successful sales.
Understanding Buyer Psychology and Patterns
Prospects often have ingrained perceptions and patterns when it comes to sales interactions, which can create barriers to engagement. By recognizing these patterns, sales professionals can employ strategic techniques to interrupt and redirect conversations. For example, rather than leading with typical greetings, asking unique or unexpected questions can foster curiosity and engagement in prospects. This cognitive shift is crucial for breaking through pre-established defense mechanisms that inhibit open dialogue.
Shifting from Selling to Helping
Effective sales techniques focus not just on selling to prospects but rather positioning oneself as a helper in their decision-making journey. This involves adopting a mindset where the salesperson is seen as an ally who understands the prospect's pain points and needs. By examining the underlying reasons that prevent a prospect from making a commitment, the salesperson can tailor their approach to address these specific barriers directly. Ultimately, this perspective nurtures a relationship that emphasizes partnership and shared success rather than a transactional dynamic.
The Role of Tonality and Body Language in Communication
Tonality and body language play pivotal roles in how messages are received in sales conversations, significantly influencing the connection a salesperson has with a prospect. A sales professional must convey confidence and understanding through their voice and posture, adapting their delivery to match the emotional state of the prospect. Strategies include using varied tones to express enthusiasm or concern, thus allowing prospects to feel more at ease and open during discussions. Mastery of these nonverbal cues can drastically enhance the effectiveness of communication and overall persuasive impact.
Continuous Learning and Commitment to Mastery
Commitment to continuous learning and skill development is vital for anyone looking to excel in the sales field. There are various stages of sales professionals, ranging from 'wingers' who lack structure to those committed to mastery through consistent training and education. Successful individuals recognize that investing in their skills accelerates their growth and enhances their earning potential. By observing and learning from both successes and failures, professionals can cultivate a deeper understanding of effective sales strategies that lead to long-lasting client relationships.
Most salespeople think people don’t buy because of objections.
“I need to think about it.” “I’ll talk to my spouse.” “It’s too expensive.”
But here’s the truth: those are just stories—not the real reason behind lost sales.
In this powerful episode, we break down the psychology behind emotional selling, influence, and how to get people to move—without pushing or convincing.
🎯 You’ll learn how to:
Build deep emotional connection fast
Ask smarter questions that don’t feel scripted
Understand what’s really holding people back
Become a master of influence in sales (or life)
Whether you're a closer, coach, entrepreneur or just want to get better at persuasion—this is for you. Follow Jeremy Miner at: Instagram: @jeremyleeminer
X: @JeremyLeeMiner
Facebook: Jeremy Miner
TikTok: @jeremy_miner
Watch the full video episode on Brad’s Youtube here: bradlea.tv
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