Good pod - took plenty of notes thank you Situational questions Get them to understand their situation Know your situation Be very clear and ask specific questions Tailor your follow up questions to their answers so it’s unique and not generic In the podcast he was representing a business coaching business talking to another business and asked a specific question - what are you looking to scale to in the next 12 months? As opposed to generic what are your goals Something this can be reframed to for solar is - what investments do you plan on making to your home in the next 12 months? Where are you at with this? Not extrovert and not introverted but ambivert Teach extroverts to talk less and slow down, stop killing their own deals by saying too much and talking out of a deal Is sales something you’re born with? No. No one is born with the skill in asking good questions and having the right tonality. Asking the right questions at the right time. Advanced objection handling skills. These are things you can learn and aren’t born with Question the narrative - why is it a numbers game? Why do I have to knock a 100 doors to close 1? Why cant I talk to 5 and close 3? Why does it have to take 9 months average sales cycle? Why cant I close in 2? The start of the conversation is the most important to get the prospect to let their guards down * If it opens up on zoom with hey how are you doing- you respond “oh you know being the boring guy, how about you are you being boring?” * This is playful * This is a pattern interrupt * This gets them to laugh and let their guard down * “Im hanging out staying out of trouble, are you in trouble over there??” * “Im surfing online looking for better hair product (making a joke of yourself)” * Use a playful tone * This is not manipulating - if I cant get them to let their guard down they will never emotionally open up What causes a human to change: pain and the fear of future pain If they don’t open up emotionally they will never tell you their pain Sales is not something you do to people its something you do for people Sales people are viewed in society as a lower status - so don’t present yourself as low status Sales isn’t you versus the prospect to win them over, its collaborative Always keep their guard down not just at the beginning, continue to disarm If someone says something like “well you know just wanted to see what you guys got” you can respond with “yea thats the biggest reason why people come to us” * This allows you to reframe and disarm * You don’t need to say something about why you’re the best or be super funny just disarm that objection where they try to put their guard up again Every industry has different pattern interrupts, and has different frames * Identify yours * In my industry frames are: walking up to the door for intro, sitting down at table with customer, walking around property with customer, closing deal, leaving the house, following up SS Milgram experiment on zapping people and people obeyed the experiment because of appeal to authority In the example where he’s B2B and CEO walks out and dictates how the meeting will go and most sales people would just go along with that flow, he would instead disarm by saying something like “jeez you guys must have a lot of time on your hands I have to go to my next meeting with [insert competitor] in 30 mins how about we get started now” * This de-frames them from authority and reframes with you at equal footing * Situational status * Throughout the conversation you need to continue to elevate yourself so you hold the frame as authority You should follow up, but you should never say the words Follow Up when talking to customer This verbiage triggers reptilian part of the brain If you use the same words as every other sales person you are going to trigger this * Words like just checking in, follow up, If you say “I’m sorry if this offended you” people will respond they weren’t offended people are people pleasing and don’t want to offend others Role playing * Can you sell me this glass * Uhh I’m not sure if you would even need a glass, what kind of glass do you use now? What type of glasses do you have in the kitchen, im not sure you would even need this one * Crystal glasses * Ahh and how long have you had the crystal glasses * About 3 months * Oh they’re newer! I guess what caused you to go with the crystal glasses versus all the other options out there? * To be honest * Thank you for being honest I hoped you would be! * Well my girlfriend bought them for me * So as far as the crystal glasses your girlfriend got what caused her to get those? Its off the record dont worry im not going to post it where she sees it and you get in trouble;) * She likes to spend my money * And how much do they cost?? * Idk * Well if you thought about how much did she spend * Couple hundred * Well how much do you want to put in glasses if you already put in a couple hundred * Not much * Is that why youre kind of looking at that glass? * Yea it makes sense * Yea possibly… so the glasses that you guys have … the crystal glasses are decent glass, what caused you to look and think about something else? * I think because im making the decision this time and it just doesn’t make sense to spend so much money on glasses * You making the decision - why is that so important just so I understand? I dont want you sleeping on the couch tonight! * She’s just not here so I need a glass now * Ah ok well this could be a good glass just depends on how much you want to put in the glass so youre looking for a glass that its a little less money than the crystal glass * Thats probably one of the biggest reasons why people come to us for sure * The goal is to walk the customer down the path skillfully that feels like a conversation “Well I’m not really sure if you don’t know but if you did know “ - linger on something if prospect says they don’t know or aren’t sure get them to answer * “Well if you really thought about it” * Rarely they might still be unsure so then you can offer them suggestions to preload it Jeremy Miner hired Leonardo DiCaprio’s acting coach for vocal and tonality * Your facial expressions are the remote control to your voice * Try having a confused tone with a straight face - it doesn’t work * Leaning in creates serious and soft expression and engaging * Keeping a straight face is too monotone Look out for emotional words and repeat them back questionably to prospect - if they say stressed out / anxiety / pressure / tension / worried / frustrated or etc, anxiety? * Need to use a confused concerned tone to get them to open up 5 main tones you have to master: * Curious tone to get them to offer information * Confused tone * Challenging tone - to be used in the mid to end conversation where you’ve built trust and can challenge - “what if you don’t do anything about this?” * Concerned tone that shows empathy * Playful tone There are sub categories to tones: * Familiar tone is a sub category of curious tone * Skeptical tone is sub of challenging “ why did you actually do that” * Serious tone
Great conversation fellas
Jeremy, love the watch. Share the brand/model of it?
21:48 It's called an ambivert.
Good pod - took plenty of notes thank you
Situational questions
Get them to understand their situation
Know your situation
Be very clear and ask specific questions
Tailor your follow up questions to their answers so it’s unique and not generic
In the podcast he was representing a business coaching business talking to another business and asked a specific question - what are you looking to scale to in the next 12 months? As opposed to generic what are your goals
Something this can be reframed to for solar is - what investments do you plan on making to your home in the next 12 months? Where are you at with this?
Not extrovert and not introverted but ambivert
Teach extroverts to talk less and slow down, stop killing their own deals by saying too much and talking out of a deal
Is sales something you’re born with? No. No one is born with the skill in asking good questions and having the right tonality. Asking the right questions at the right time. Advanced objection handling skills. These are things you can learn and aren’t born with
Question the narrative - why is it a numbers game? Why do I have to knock a 100 doors to close 1? Why cant I talk to 5 and close 3? Why does it have to take 9 months average sales cycle? Why cant I close in 2?
The start of the conversation is the most important to get the prospect to let their guards down
* If it opens up on zoom with hey how are you doing- you respond “oh you know being the boring guy, how about you are you being boring?”
* This is playful
* This is a pattern interrupt
* This gets them to laugh and let their guard down
* “Im hanging out staying out of trouble, are you in trouble over there??”
* “Im surfing online looking for better hair product (making a joke of yourself)”
* Use a playful tone
* This is not manipulating - if I cant get them to let their guard down they will never emotionally open up
What causes a human to change: pain and the fear of future pain
If they don’t open up emotionally they will never tell you their pain
Sales is not something you do to people its something you do for people
Sales people are viewed in society as a lower status - so don’t present yourself as low status
Sales isn’t you versus the prospect to win them over, its collaborative
Always keep their guard down not just at the beginning, continue to disarm
If someone says something like “well you know just wanted to see what you guys got” you can respond with “yea thats the biggest reason why people come to us”
* This allows you to reframe and disarm
* You don’t need to say something about why you’re the best or be super funny just disarm that objection where they try to put their guard up again
Every industry has different pattern interrupts, and has different frames
* Identify yours
* In my industry frames are: walking up to the door for intro, sitting down at table with customer, walking around property with customer, closing deal, leaving the house, following up SS
Milgram experiment on zapping people and people obeyed the experiment because of appeal to authority
In the example where he’s B2B and CEO walks out and dictates how the meeting will go and most sales people would just go along with that flow, he would instead disarm by saying something like “jeez you guys must have a lot of time on your hands I have to go to my next meeting with [insert competitor] in 30 mins how about we get started now”
* This de-frames them from authority and reframes with you at equal footing
* Situational status
* Throughout the conversation you need to continue to elevate yourself so you hold the frame as authority
You should follow up, but you should never say the words Follow Up when talking to customer
This verbiage triggers reptilian part of the brain
If you use the same words as every other sales person you are going to trigger this
* Words like just checking in, follow up,
If you say “I’m sorry if this offended you” people will respond they weren’t offended people are people pleasing and don’t want to offend others
Role playing
* Can you sell me this glass
* Uhh I’m not sure if you would even need a glass, what kind of glass do you use now? What type of glasses do you have in the kitchen, im not sure you would even need this one
* Crystal glasses
* Ahh and how long have you had the crystal glasses
* About 3 months
* Oh they’re newer! I guess what caused you to go with the crystal glasses versus all the other options out there?
* To be honest
* Thank you for being honest I hoped you would be!
* Well my girlfriend bought them for me
* So as far as the crystal glasses your girlfriend got what caused her to get those? Its off the record dont worry im not going to post it where she sees it and you get in trouble;)
* She likes to spend my money
* And how much do they cost??
* Idk
* Well if you thought about how much did she spend
* Couple hundred
* Well how much do you want to put in glasses if you already put in a couple hundred
* Not much
* Is that why youre kind of looking at that glass?
* Yea it makes sense
* Yea possibly… so the glasses that you guys have … the crystal glasses are decent glass, what caused you to look and think about something else?
* I think because im making the decision this time and it just doesn’t make sense to spend so much money on glasses
* You making the decision - why is that so important just so I understand? I dont want you sleeping on the couch tonight!
* She’s just not here so I need a glass now
* Ah ok well this could be a good glass just depends on how much you want to put in the glass so youre looking for a glass that its a little less money than the crystal glass
* Thats probably one of the biggest reasons why people come to us for sure
* The goal is to walk the customer down the path skillfully that feels like a conversation
“Well I’m not really sure if you don’t know but if you did know “ - linger on something if prospect says they don’t know or aren’t sure get them to answer
* “Well if you really thought about it”
* Rarely they might still be unsure so then you can offer them suggestions to preload it
Jeremy Miner hired Leonardo DiCaprio’s acting coach for vocal and tonality
* Your facial expressions are the remote control to your voice
* Try having a confused tone with a straight face - it doesn’t work
* Leaning in creates serious and soft expression and engaging
* Keeping a straight face is too monotone
Look out for emotional words and repeat them back questionably to prospect - if they say stressed out / anxiety / pressure / tension / worried / frustrated or etc, anxiety?
* Need to use a confused concerned tone to get them to open up
5 main tones you have to master:
* Curious tone to get them to offer information
* Confused tone
* Challenging tone - to be used in the mid to end conversation where you’ve built trust and can challenge - “what if you don’t do anything about this?”
* Concerned tone that shows empathy
* Playful tone
There are sub categories to tones:
* Familiar tone is a sub category of curious tone
* Skeptical tone is sub of challenging “ why did you actually do that”
* Serious tone