Jeremy Miner

versus actual sales training from a company like yours? I don't think there's anything. In sales, there's really no difference whether you have a college education or anything. Like my background, I'm a psychologist. I went to school to become a psychologist, behavioral scientist. So did I take some of that to learn how to influence? Yes, right?

versus actual sales training from a company like yours? I don't think there's anything. In sales, there's really no difference whether you have a college education or anything. Like my background, I'm a psychologist. I went to school to become a psychologist, behavioral scientist. So did I take some of that to learn how to influence? Yes, right?

Because when you're a psychologist or a psychiatrist, you're taught that every human being has a certain way of thinking. We call that a frame or a belief system, right?

Because when you're a psychologist or a psychiatrist, you're taught that every human being has a certain way of thinking. We call that a frame or a belief system, right?

so what are some belief systems that prospects would possibly have when you first start talking to a salesperson what's the first thing that comes to your mind how much is this going to cost me right that's a belief system right so it's a frame so as a psychologist you're taught with a patient how do you take them out of their way of thinking so let's say they're like oh you know i'm going to commit suicide i want to commit suicide

so what are some belief systems that prospects would possibly have when you first start talking to a salesperson what's the first thing that comes to your mind how much is this going to cost me right that's a belief system right so it's a frame so as a psychologist you're taught with a patient how do you take them out of their way of thinking so let's say they're like oh you know i'm going to commit suicide i want to commit suicide

How do I take them out of that belief system? That's called a deframe. And then how do I reframe them into a new belief system where they need to live because they've got people counting them. That's, you know, framing them into something else. So as a salesperson, it's the same concept. Every prospect you talk to has a way of thinking or belief system, like how much is this going to cost?

How do I take them out of that belief system? That's called a deframe. And then how do I reframe them into a new belief system where they need to live because they've got people counting them. That's, you know, framing them into something else. So as a salesperson, it's the same concept. Every prospect you talk to has a way of thinking or belief system, like how much is this going to cost?

Or, you know, maybe their belief system is, you know, I'm not going to make a decision today. So how do you take them out of that way of thinking and reframe them into a new way of thinking? We call that results-based thinking, just as an example. So I took that, what I learned in university and applied that into sales.

Or, you know, maybe their belief system is, you know, I'm not going to make a decision today. So how do you take them out of that way of thinking and reframe them into a new way of thinking? We call that results-based thinking, just as an example. So I took that, what I learned in university and applied that into sales.

So as far as most salespeople though, like having a college degree doesn't really, not really going to help them sell more, if that makes sense. I always say, you know, I was talking to this company that we were training today and I said, there's four types of salespeople. Okay, there's really four types of people in the world, but four types of salespeople.

So as far as most salespeople though, like having a college degree doesn't really, not really going to help them sell more, if that makes sense. I always say, you know, I was talking to this company that we were training today and I said, there's four types of salespeople. Okay, there's really four types of people in the world, but four types of salespeople.

There are, I'm going to pronounce this right. There are the wingers, people who wing it, right? So, you know, the salespeople that every prospect they talk to, they're going to say something different and they don't really have a process. They just kind of wing it, right? And then when they don't close the deal, they typically blame the leads. They blame the prospects. All my leads are broke.

There are, I'm going to pronounce this right. There are the wingers, people who wing it, right? So, you know, the salespeople that every prospect they talk to, they're going to say something different and they don't really have a process. They just kind of wing it, right? And then when they don't close the deal, they typically blame the leads. They blame the prospects. All my leads are broke.

My prospects have a bad mindset. and they never blame their skill level, right? And those salespeople typically go by the wayside, they get fired. That's the first brand. Second type of salesperson is called, we call it a dabbler, right? If you've ever been to any of the Tony Robbins events where he talks about this, okay. So he talks about stressors, dabblers, and committed to mastery.

My prospects have a bad mindset. and they never blame their skill level, right? And those salespeople typically go by the wayside, they get fired. That's the first brand. Second type of salesperson is called, we call it a dabbler, right? If you've ever been to any of the Tony Robbins events where he talks about this, okay. So he talks about stressors, dabblers, and committed to mastery.

So I'm like, how do I do this for sales? So second type of person is called a dabbler. And those are typically people who buy a couple sales books a year. They maybe go to a free event here and there. They might follow you on Instagram or YouTube to get some tips. And they're just like, you know, eventually I'm going to figure this out. I'll get enough reps. You know, I'll get enough.

So I'm like, how do I do this for sales? So second type of person is called a dabbler. And those are typically people who buy a couple sales books a year. They maybe go to a free event here and there. They might follow you on Instagram or YouTube to get some tips. And they're just like, you know, eventually I'm going to figure this out. I'll get enough reps. You know, I'll get enough.

I'll make some mistakes. I'll learn from those. And eventually I'll get good. Most salespeople are dabblers, right? They stay average. If they ever get good, it's because they work 12, 14 hours a day, they play the numbers game, and eventually they burn out. Third group, we call the know-it-allers. So those people invested in sales, like sales training themselves.

I'll make some mistakes. I'll learn from those. And eventually I'll get good. Most salespeople are dabblers, right? They stay average. If they ever get good, it's because they work 12, 14 hours a day, they play the numbers game, and eventually they burn out. Third group, we call the know-it-allers. So those people invested in sales, like sales training themselves.