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

It's like in solar, you know, when solar salespeople and companies would come to us, they'd ask all these yes questions to get them to always say yes. I'm like, Those are really good questions. However, the prospect knows where those lead. And so that's why they're, they're like clamming up at the door or virtual.

So, you know, let's say if I'm finding out about their bill, a lot of solar ships would be like, Oh, your bill is really high, right? With all the rate hikes. And even if they really, they are the most process, unless they're late ends of like, they're not that bad. Because you're like up playing something, which they know why. And so they downplay it.

So we were teaching startups like, and this is a little bit in the conversation. So tell me a little bit about your bill. I know a lot of the year it's pretty low, but what have they been making you pay lately? And so I'm downplaying it. And then I'm saying, what have they been making you, making you, making you pay lately? Like I'm concerned. See that tone, the shift in the tone.

Like tell me about your bill. I know a lot of the year it's pretty low, but what have they been making you pay lately? See, I'm downplaying it so they upplay it in their brain. Right, right. It's beautiful.

Oh, who's that?

Oh yeah, I actually know Tony was one of our first 500 clients. I interviewed him on a podcast a couple of years ago. He's great.

Yeah, he mimics the tonality for sure.

We're huge on tonality, right? Because like I said, that's how the prospect is interpreting the meaning behind why you're asking them something. So if I'm like, if somebody's on the fence and they're just not moving forward, and this could be any industry, I might lean and be like, hey, can I ask you something? It's like concern tone, very soft, right? Lower the tone. They're not going to say no.

Yeah, sure. What's going on? This is off the record. I'm not going to go post it on Facebook. What's really holding you back? but it's the tone, it's that concern tone that shows empathy. Because if I'm like, hey, let me ask you a question. Like, what's really holding you back? Oh, I don't know. It's just a completely different response.

It completely changed. It's so true. Cause a lot of salespeople like, Hey, let me ask you. And they just bulldoze. Right. Right. And use the prospect, you know, if you're bulldozed, you're kind of, you're resistant. Right. And so are the prospects. But if you ask for permission, like, Hey, can I, can I ask you something?

Nobody's going to say no, no, you cannot, but it's how you ask it in that tone. Right. So if they call like, you know, Hey, we really liked your presentation, but you know, now it's not a good time. Right. You know, most of us, we were like, well, why is it not a good time? And I try, you said you needed it, blah, blah, blah. And they just argue. And then it's over numbers game.

I'm like, yeah, that's not a problem. Can I, um, can I ask you something before we get off the phone? So I'm selling the exit, selling the exit. Yeah, sure. Go ahead. How can I, communicate to you that you might be making a mistake without you getting upset with me. Nobody's gonna say, you can't, see now I'm opening them up, but I'm using a concerned tone, a tone that shows empathy.

If I used a curious tone, it wouldn't land. I love it.

My mindset when I was in sales from the very first door I knocked on to even now is I don't view selling as something that you do to someone. I believe it's something you do for someone. And it's a big mental shift, right? Because when I was on the doors and they're like, yeah, you know, whatever, we get into it and they don't buy or whatever. I'd be like, oh, sorry, I couldn't help you.

And I just go on to the next door. Like I literally didn't even think about it right after that. It's like Tom Brady throws an interception. He just goes back. He doesn't think about it 10 seconds later. He just goes to the next, you know, the next play when he gets the ball after that or whatever.

so i think you have to have a mindset of like you don't necessarily really care if the prospect doesn't buy because it has no impact on you you're not the one that has a problem right so yeah removing your identity from the situation they're not attacking you they're just saying no to the offer or whatever yeah it's just like but i would always i'd go back like okay but what did i say what did i not ask because they had problems yep i could solve those so the missing link was me right not them i never blamed the prospect

Never. I think the kiss of death for salespeople is blaming the leads, blaming the prospect. I always blame myself. What did I say? What did I not ask that caused them to react that way, that caused them not to buy?

What was that? To me, because I played high school sports and I played college baseball. So to me, I was very competitive. Now, I'm not a person that's going to talk about that. I like to keep that to myself. It's like an internal driver. Like I'm not gonna be like, oh, we did this, we do that. Like, I'm just gonna keep it to myself.

And I'm like, I don't know who said it, Steve Martin or like become so good that they can't ignore you. That's just how I grew up as a kid because I grew up on a cattle ranch. My parents weren't wealthy. Nothing was ever given to me. You know, playing football and baseball in high school, I wasn't the most gifted, but I was extremely competitive and I would outlearn other people.

So my batting stance, I would have better techniques because I'd spend more time on it. Right. I'd analyze different pitches coming from the player's hand compared to other people would just get up there and hit or not hit, right? They didn't care. So to me, it was all about commitment to being number one. I could never be number two. And sales was the same way.

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