Donald Miller
speaker
269 appearances
1 recordings
1 series
first heard Jan 2025
last heard Jan 2025
Donald Miller’s voice in public audio — every appearance, attributed to the second.
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Appearances
And we tend to buy products from account executives who are able to do that.
We are literally going to write them an email right now. And we spent the next hour formulating 250 emails. I said, hit send. And then I needed to get off the stage because I had a flight. So the chief revenue officer got up, said, Don, thanks. And I rolled my bag out of the back of the door. Got a call two days later to my staff. Chief revenue officer said, I've never seen anything like it.
Well, we've worked with a number of politicians on the Republican and Democratic side. I'm not a Republican or Democrat. I find myself pretty much squarely in the middle and don't really like either party because I think they're destroying the country. But I've gone in and I've helped some folks. And a few elections ago, Hillary Clinton's tagline was, I'm with her.
We closed $2.4 million worth of sales in the room.
OK, well, if I'm with her, the story is about her. It's not about me. I don't know where we're going. I'm with her, but I don't know where we're going. I don't know what we're trying to accomplish. I don't know what's in it for me if we get there. In fact, I don't even know where there is. She did not effectively invite people into a story. And so it's not that people liked Donald Trump more.
And it's not because we coerced the audience into buying anything. It's not because we manipulated anybody. What those customers were doing were sitting the fence because they didn't fully understand why they needed that product. And every sales rep in that room made it clear. And now they tasted that success. I'm sure they've made tens of millions now because that was over a month ago.
It's just that they didn't show up in the polls to vote for her. She had an incredibly low turnout. Donald Trump also wasn't all that much better. He also had an incredibly low turnout, but he just had more people than she did. And then you have Joe Biden later on, who's running against January 6th. He's running or he's running not against January 6th.
And they're starting to have very different sales conversations. and sending out very different proposals and giving very different presentations, that formula works for follow-up emails, works for in-person conversations, works for keynote presentations, works for elevator pitches, works for proposals. That's the formula you want to use to close sales.
He's running against the spirit that led to January 6th. He's running against, you know, he had all sorts of villainous things that he could point out that he's running. It was a clearer narrative.
And so it's very important that we understand unless we're inviting people into a very clear story in which they, they, they, they get to be the good character winning the day to experience a better life, people are going to tune you out. You will see examples of that everywhere now that I just said it.
You can't write, especially a response email, if you've already started a conversation with somebody, You can't write a good email without having done a very good job listening. If I said, Hala, you and I had a great conversation. Congratulations on your 8 million. I think that's incredible. I heard you when you said you have 60 employees and things have gotten more chaotic. I felt your pain.
Yeah. Well, you know, the reality is You probably talked to people, Hala, and I may have been one of them at some point because I'm not perfect, but you probably talked to people and it felt like the story was all about them and it really wasn't about you. And we might call that person a narcissist or something like that.
Chapter five of my new book will walk you through five meetings that will completely revolutionize your staff. And within about three months, you won't feel that pain anymore if you run these five meetings. That's me listening and saying, well, here's the part of my product that would solve Holla's problem.
You start doing that, you're going to sell a lot more books and a lot more leashes for dogs and a lot more nutritional supplements or whatever it is that you sell. You're going to sell a lot more of them.
That's because they see life through a prism and the prism is they are the hero trying to win. But the reason that that rubs us wrong, because it really shouldn't rub us wrong, but the reason that it rubs us wrong is because them winning is not helping you win. In order to sit here and listen to this person who's all about them winning means that you don't get to win.
Well, story is the universal language. And when you're having any kind of conversation, whether it's getting together with a friend to catch up or it's a sales conversation or even if it's a conversation with your therapist, what your brain is doing the entire time is trying to organize events into the structure of story. Your brain is subconsciously figuring out who the hero is.
And it's not a win-win scenario. It's not a mutual thing. What we're actually looking for is somebody who enters into our story and helps us win. So let me give you an example. Let's say you're at a cocktail party and you meet two people who do the exact same thing. The first person you meet, you say, what do you do for a living? And they say, well, I'm an at-home chef.
You know, I come to your house and cook. You'd probably say something like, really, where'd you go to school? Where'd you learn to cook? And have you ever cooked for anybody famous? And what are your favorite restaurants? You'd make casual conversation. And you would, at the end of the day, you'd think, well, that's a really kind person.
what the problem they're up against is, how they're going to get out of that problem, what the happy ever life will look like if they do get out of that problem. So because most people are not actually very good communicators, it's very hard to figure out what the story is actually about. But if we actually lay out our communication in the form of story,
Two hours later, you meet somebody and they do the exact same thing, charge the exact same amount of money and have the exact same quality food. And you say, what do you do? And they say, well, you know how most families don't eat together anymore because they don't have time? And whenever they do eat together, they don't eat healthy. I'm an at-home chef.
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