Jeremy Miner

speaker

541 appearances 3 recordings 3 series first heard Jan 2025 last heard Aug 2025

Jeremy Miner’s voice in public audio — every appearance, attributed to the second.

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Next Level Pros · #135: "You can't master selling by reading books" Mastering Tonality · 24 Jan 2025 podcast

And you would even think like, you know, Oh, cabinet salesperson's making 500 grand a year, but there are a lot of people out there that do that. Uh, solar is a huge opportunity. It's a big space. We train life insurance, huge. Whereas a lot of life insurance agents might suck and don't make any money. We're like, well, the industry is doing trillions of dollars a year.

So it's based on their skill level. Whereas door to door is a huge opportunity. You might have a lot of people that don't do well at it, but still huge industry. So what's different skill level for sure. Medical device sales. I mean, I could keep going on.

It's such a, it's a hard one to answer, because most of it, unless you're selling $10 magazine subscriptions door to door, is based on really, your earnings are gonna be based on your skill level.

Also, but I could sell... I've got, you know, we have life insurance reps in our training program that do over seven figures a year in commissions. Wow, that's incredible. You're selling $150 a month life insurance.

A lot of it is just one-to-one. And then maybe they start building out teams and we teach them how to recruit and they get overrides as well. So it's such a hard one because then, you know, we have solar sales people. salesperson that can't sell anything. And then you got a guy come in that makes, you know, 1.5 million commissions the next year. Is it the industry or is it the skill level?

Sometimes it's a little bit of both, but I think higher ticket stuff on average is a better opportunity. You just have to have a higher skill level to be able to sell it. You know, it's different than going from, like, pest control to solar. Right.

It's a little bit different. So I would say higher ticket. I don't want to give a straight jacket interpretation that cause I see life insurance others, but I would say higher tickets going to be a better opportunity.

I think most salespeople are, they don't really understand the psychology behind how the brain actually makes decisions. So me being in behavioral science and human psychology, like I geeked out on the stuff at university and I studied it like a mofo. So when I first started in door to door like you guys did, when I knock on a door,

if they slammed the door, said no, most reps in door to door would be like, oh, you know, this neighborhood's bad, or they're all broke, or they have a bad mindset. But I was thinking like, oh, like I said earlier, like what did I say, or what did I like do there that triggered them to react that way? Right. Because I wanted to, like, get inside their mind. Right.

Because I figured, like, if I can learn what triggers somebody to say no or what triggers I want to think it over or what triggers I need to talk to my spouse. And if I could learn how to, like, get rid of that out of their mind, by default, I'm just going to sell more. So I always focused on, like, how do I prevent these objections from happening rather than like, how do I handle them?

Because if I did get an objection, I'm like, oh, I did something wrong upstream that triggered them to think this way. Does that make sense? It's like Tom Brady, right? It's like in the NFL, the more interceptions you throw, the more fumbles you lose, less likely you win the game. So I always looked at sales the same way. Like the less mistakes I make, right? I'm unlikely to lose the sale.

The more mistakes I make, I'm... likely to not get the sale. So I just, I thought about selling differently. So I think the first thing is understanding the psychology behind why a person buys or doesn't buy.

I think there's a lot of truth in that. I focus more on like with any personality, I'm focused on how do I disarm the prospect where they left their guard down? And that's with any person, especially with an A-type, right? Because you know, the A-types try to bowl you over. So like, how do I disarm them where they start to emotionally open up? And a lot of it is just strictly with your tonality.

So like I would say, let's say the prospect would be like, yeah, come on in or whatever. And I literally would do this all the time. I'd be like, now, hold on, hold up. Before I come in, like, you're not going to get mad at me if I can't end up helping you, are you? Oh God, we would never get mad at you.

See how I'm triggering them to like pull me in because I'm using like this concern like tone, right? And they're like, oh God, I would never. Or I'd be like, now hold on, you're not going to get angry at me if I don't take off my shoes. Like I don't want to, oh, we would never get angry. So I'm just triggering them to like come to my side and pull me in.

So by the time I get to anything, they're just already bought in. So a lot of it is your tonality.

And it's not even because we, you know, when we train in EPQ, the, you know, how to ask these questions, we see a lot of new clients where they come in and they're like, I've just got to ask these questions on my script. I've got to memorize these canned lines. I'm like, That's good.

You need a script, but you need to understand how to be flexible with set script because you have to learn, like once you understand, like, okay, I need to ask, let's say we call them connection questions to take the prospect out of price or cost-based thinking, immediately start again to results-based thinking. And I also need to get them to let their guard down.

so what if the prospect tells me something different from my first question do i need to ask this next question there not necessarily because then it sounds almost like i'm script like i didn't really listen to what they just said right so that you have to learn how to take what the prospect says and be able to tweak your next question and tie in what they just said to that question and if you don't understand the psychology behind

where you're at in that sales process, you're just going to sound scripted, monotone, like a salesperson, and then their guard is up and they stay surface level.

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