Closers Are Losers with Jeremy Miner

Episode 277 Elevating Sales Mastery: Skills for Deep Prospect Understanding

Jun 13, 2023

24:23

Creator website

Episode guests

Matthew Ryder

Jeremy Miner

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Highlights

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Understanding the prospect's true situation is crucial in sales, and it involves asking situation questions and digging deeper to uncover the root causes of their problems.

To effectively motivate prospects towards change, it is important to tap into their pain points and deliver solution awareness questions in a conversational and unbiased tone.

Deep dives

Importance of understanding the prospect's real situation

To effectively sell to prospects, it is crucial to help them understand their real situation. Many prospects may be unaware of the depth or severity of their problems, and it is our role to guide them in recognizing and comprehending these issues. By asking situation questions and digging deeper, we can uncover the root causes of their problems. This understanding allows us to build a gap between their current state and where they want to be, which is essential for motivating change. By helping prospects see and feel the consequences of their current situation, we can create the necessary emotional drive for them to take action towards their desired objective.

Building the Gap: Problem Awareness Questions and Emotional Root Causes

02:04

The Power of a Relaxed and Unbiased Communication Style

00:57

Introduction

2min

The Power of Vulnerability

2min

How to Build a Gap in Your Sales Process

3min

The Power of Scripts in Sales

2min

The Importance of Questioning

2min

How to Solve an Emotional Need

3min

How to Get Prospects to Ask Problem Awareness Questions

5min

The Power of Positive Thinking

2min

The Honeymoon Stage

2min

10.

How to Sell to an Unsellable Generation

2min

In this engaging episode of Closers Are Losers, Matt and Jeremy dive into NEPQ training and uncover powerful insights to assist prospects in understanding their true situations. They dive into the art of going beyond surface-level conversations and explore effective techniques for gaining deeper understanding. Join them as they share valuable strategies to unlock prospects' hidden needs and deliver impactful solutions. Don't miss out on this episode filled with actionable advice and expert guidance!

[3:00]- Matt and Jeremy discuss situation questions and building trust to open up prospects.

[6:00]- Jeremy and Matt explore finding a prospect's problems and their root causes, highlighting the effectiveness of NEPQ.

[13:00]- Jeremy and Matt emphasize how problem-solving fulfills emotional needs in prospects.

[16:00]- Jeremy warns about the impact of tonality when asking questions, as it can cause emotional shutdowns if mishandled.

[23:00]- Jeremy introduces "New Model Selling," discussing its benefits and where to obtain it.

✅ If you're wanting to sell more of your products/services, book a call with a team member to go over training options so you can make more money! 👇🏼📞

https://7thlevelhq.com/book-demo/

Resources:

✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup

✅ About Jeremy Miner and Matthew Ryder:

Jeremy Miner, Chairman at 7th Level, is an internationally recognized sales trainer who has taught thousands of people how to go from just getting average results in selling to becoming a high 6 figure and even 7-figure sales earner and be viewed as the "Trusted Authority" in their market.

Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to connect with their prospects, how to cold call, how to overcome their prospects objections/concerns, and finally how to close more sales without being a pushy, sleazy, disrespected salesperson. 7th Level Communications was created to take any salesperson, no matter their experience, from wherever they're in selling to getting them to a High 6 Figure and even 7-figure annual income in sales.

Visit https://7thlevelhq.com for his latest blogs, news, tips, and training.

Matthew Ryder, an ex-special force turned salesman, Chief Executive Officer at Sales Sniper Consulting, and Chief Executive Officer at 7th Level, co-host of the “Closers are Losers” podcast, has been selling pretty much full-time for about 12 years. He spent the last few years selling full-time as a commission-only sales rep and has achieved the rare feat of making seven figures in commissions, averaging close to one million every month in contract value!

✅ Connect with Us:

Connect with Jeremy Miner on Facebook: https://www.facebook.com/jeremy.miner.52

Follow Jeremy Miner on Instagram: https://www.instagram.com/jeremyleeminer/

Connect with Jeremy Miner on LinkedIn: https://www.linkedin.com/in/jeremyleeminer/

Connect with Matthew Ryder on LinkedIn: https://www.linkedin.com/in/matt-ryder-3b0a811b0/

Connect with Matthew Ryder on Facebook: https://www.facebook.com/matt.ryderSS

✅ About 7th Level:

Our vision is to transform sales teams by completely disrupting selling and the traditional sales training space with the New Model of Selling. Our mission is to generate significant and sustainable increases in your business' performance, sales, and revenue. Check out the company website here: https://7thlevelhq.com/company/

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