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

Okay, you've read that. What about yours? Outwitting the Devil. Okay, so you've read it several times. Heard the song several times. There's about 330 words in an average song. And in one page of the average book, it's about 330 words. Can you recite word for word any page of your favorite book? No, just a couple concepts, but that's it.

Yet, your favorite song has the same amount of words and you recite it word for word. Why? Tonality. The tonality and the melody causes your brain to retain the information. That's why salespeople... they think they're gonna buy a book for 27 bucks and like quadruple their sales, but they can't retain it because there's no tone, there's no melody.

Even when you're doing the book audios, you can't really teach tonality in a book audio because like the way it's set up, you have to basically, that's you the person to read from the book word for word. So you can't teach tonality. That's why you have to have video courses. You have to have in-person, you have to have virtual, and that causes your brain to retain it because they hear the tonality.

Yeah, because your tone is how the prospect interprets why you're asking the questions, like the meaning behind your questions. Right. So there's not a lot of sales trainers to talk about. I know Jordan Belfer talks a little bit about tonality. But for me, I can I can have the worst script ever.

And if I master tonality, I'm going to outsell those reps that have, let's say I write the script for them, the best script, and they don't know it's tonality, I'll sell them five to one just with the tonality.

Yeah, and I like mirroring. The only problem with mirroring that I found, this is just my personal thoughts, is that when you're talking to a friend that you trust, Would it be awkward for you if they started repeating back everything you said? Yeah.

So that's why I don't understand why salespeople think that if they repeat back things that the prospect says, that the prospect is somehow going to trust them because it doesn't sound like a natural conversation. It sounds salesy. So what I learned how to do is to get the prospects to mirror me. So a lot of people are like, you got to mirror the prospect. Like if they move in, you move in.

I'm like, well, why not learn how to get them to do what you're doing? because then they're qualifying to you rather than you qualifying to them. Because I always say, who has the problems, the prospect or you? The prospect has the problems. You are the one that solves them, so why are you qualifying to them?

And what you guys were saying earlier is you were detached from the outcome. The biggest thing is when you get to a certain skill level, you are far more detached because you're in control of the conversation. The prospect feels like they're in control though, but you are really the one in control. And a lot of people will be like, oh, you know, NAPQ, it's just, it's not aggressive enough.

I'm like, actually, it's the most aggressive methodology out there because the prospect never feels like they were sold. Yeah. So when you're aggressive, the prospect feels the pressure. They feel like they're being sold. That's why they get triggered. That's why they throw out so many objections.

But if I can prevent most objections from happening because they don't feel like they're being sold, they almost feel like they're trying to convince you to let them pay you to solve their problems, that's pretty damn aggressive because they don't feel like they're ever sold. It's like the Chinese, like the art of war, right?

It's like they win the war by getting the country to self-destruct from the inside without firing a shot. That's the most aggressive war.

And it's getting them to be open enough to tell you their pain. Because I think a lot of questions that every industry asks, you know, that are just the standard questions, like the prospects know where those questions are leading. So they kind of go surface level because it's like, you know, the water filter sales guy that Cole calls you like, do you like drinking water?

Yes, like that's a dumb question, right? So instantly you're triggered, like it doesn't make any sense, right? So it's just, it's asking the question, but it's kind of like reversing the frame. So like, let's say if I sold, you know, let's say if I sold life insurance, you know, life insurance salesperson standard question would be like, hey, you know, what are you looking for in a policy?

Or, you know, what's an issue you're having that caused you to come to us? Well, most prospects know where that leads to. So I might, I might lead with a different question. Not the first question might be like, okay, so help me understand. You've already got this $60,000 word policy. I mean, what's, what's caused you to feel like that's not going to be enough?

Well, I mean, it's not enough because now they're defending themselves on why it's not enough and why they need more. See, I'm getting them to defend themselves and qualify to me why they need me. Whereas other salespeople are trying to convince. The prospect now is convincing me why they want what I have.

Rather than trying to outpay the next highest bidder. It just doesn't make any sense.

But it's also the tone and how you ask that. Because notice I'm kind of using like kind of a skeptical, like why am I even here? Compared to most people, they'd be like, so I don't, I don't understand. Like you've got the $80,000 policy. What's caused you to feel like it's not going to be enough. It's just like monotone flat. It doesn't trigger any emotion. Right.

But I'm like, I'm not understanding. Like you've, you've already got the $80,000 work policy. What's. What's causing you to feel like that's not gonna be enough?

Yeah, yeah. The maybe, right? Think it over, the could be.

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