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

Yeah, so my best summer

doing alarms I've managed an office okay we did I think we did a couple thousand accounts which back in the day that was like that was crazy I think we're the second office in any company ever done a couple thousand and that was with less than 20 guys 16 guys at the end but the you know average guys doing 150 180 that's wild you know it's good because we I just train them all the time I go door to door and I myself as a manager I installed three and I think 380 some accounts that summer myself like installs but summer that was my best and

Now that was back, I don't know what you guys were getting paid, but that was me negotiating.

$480 a deal. And then when I got with Apex, which later became Vivint, when me and Jared like half of, sorry Pinnacle. half of the company with us over to Bibin. I think we had to sign an NDA, probably out of the NDA by now. It was like 650 a deal. And we were just like, oh my God, we're rich, 650 a deal. This is crazy. It was like 80 or a hundred dollars in override.

I don't know what they get paid now. But so that was a jump. But then I just got, you know, Jared ended up staying as a regional manager, I just wanted to get out. Cause I was tired of, I had three kids at the time. I was like moving around every summer. I'm just like, dude, like I've got these skills. I need to go do something else. And you went and did what? I got into B2B enterprise.

So I started selling debt relief services. Okay. So now I went from door to door selling to consumers, right. For what? 50 bucks a month or whatever's for a three or five year contract. same day installs to then I have to go learn how to cold call to companies, some, you know, some fortune 1000, but primarily more SMB. Okay.

Like companies that were doing anywhere from, let's say 20 million on the low end to maybe a couple hundred to 300 million a year on the top of some, some larger than this, but mainly that. So, you know, getting them out of debt and stuff like that, cold calling. So these were much bigger deals, longer sales cycles. So I had to learn, but the same concepts were the cases door to door.

How do I interrupt their pattern on a cold call rather than the door? So I just, you know, I had to learn that. Okay. And then that next year I made close to 800 grand.

Yeah. Then actually I went to like $1.3 million a year. Then I went to like $2 million a year.

I would say just, I was still learning skills all the time. And the biggest factor that took me from the jump between door to door to more B2B high level was mastering tonality. Like, not kidding. And it sounds simple, because sales people always come to us like, what's the best closing line? How do I close them? I'm like, whoa, whoa, whoa.

Nobody makes a buying decision when you use some option close at the end. You want to install Tuesday? That's not when they decide to buy. If they say Tuesday, that means they already decided to buy before you ask that question. It's not like that caused them to buy, right? So I had to, I really, because it's not really taught in door-to-door.

So when I was in door-to-door though, I started, I hired an acting coach in Hollywood and And in the off season, I would literally fly out there every other weekend and spend a Saturday. I paid this guy a lot of money to teach me tonality. So we focus on the five core tonalities. There's a curious tone. There's a confused tone, right? Like you're not understanding something.

So you draw them in, in certain contexts. You have a challenging tone. Once you build a gap, you build trust. You're not going to challenge somebody at the very beginning. Then you have a concern tone, a tone that shows more empathy, right? And then you have a playful tone, right? Now there's subcategories of all this tone. There's like the familiar tone when you cold call.

So I had to learn like how to become familiar, right? So the prospect in B2B, and it's fun like, you know, XYZ, you know, company, this is John or whatever, like, Hey, John, it's Jeremy, Jeremy Miner with XYZ Company. And I kept going. And what does that do in their brain? Like, who's Jeremy? How do I know this guy? Yes, because I sound familiar, right?

It's like if somebody calls you, you're like, it's Amy. Amy Smith, how are you, Daryl? And you're like, I'm great, how are you? Versus like, hey, is Daryl? Is this Daryl? Yeah, Daryl, this is Jeremy with XYZ Company. The reason why I called you. So it's a pattern rupt. So the principle was there. But I had to learn more tonality, like the familiar tone.

I just kept learning tonality from just different people. You don't learn tonality in books. The biggest fault that salespeople... the biggest thing that stops them is they think they're going to master sales by reading books. And we've got a couple, you know, we get Barnes & Noble bestseller books, but I always tell them like, look, a book is an introduction. It's an introduction.

You can't master selling by reading books because they're just words. And you know why you can't master it? I'll give you an example. This is really clear. What's your favorite song? That if I said, sing that song, you could almost sing it word for word.

Yeah, and so you sing that down. What's yours?

You'd almost sing it word for word.

Okay, so let's say a Garth Brooks song. You just start singing off the top of your head. You love the song. You've heard it. It's in your subconscious, so it comes to your conscious. What's your favorite book? You've read multiple times.

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