How to Sell More Than 99% Of People (3 HOUR MASTERCLASS)

you know been looking online for different hearing aids looked at here.com drove down to Costco talked to them Mound was one of them as well you all seem very similar why should I go with you well I probably first need to understand your needs what is it that you need why should I go with Miracle Ear because we're the best why should I go with you cuz I'm going to change your life I going make you here again okay I want all three of you to come up on stage with me real quick now I'm

going to start with you who's one of your competitors in the marketplace Costco Costco if I asked a hearing specialist at Costco the same exact question I asked you and I said why should I go with you what do you think they would say sure Costco would be like oh yeah it's cheaper okay they say was cheaper okay and who's one of your biggest competitors besides Costco uh hear USA okay okay here USA online if I asked a hearing specialist there the same question and I said why should I go with you what do you

think they would say sure because somebody referred them to us and they believe in our product okay and if I asked one of your competitors the same question I asked you what do you think they would say same quality Better Price okay thank you for that so what I think I heard all of you just say in your mind is that in your prospects brain you all sound the what you all sound the same could that be a problem for you if I should Describe the word sales or selling in just one word what would

that word be product what else help service what else relationships personal satisfaction personal okay value value okay I like all of what you said and I agree with it what if we took all of that and we combined it in one word that word is change you see all selling is is change so whether your prospects are wanting something better or they're moving away from pain it's all about change so it's about how good you are at getting your prospects to view that in their mind that by them changing their situation that means purchasing what

you are offering them that by them doing that that is far less risky for them than them doing nothing at all staying in the status quo their problems stay the same and nothing ever changes which is more risky now think about what I just said okay all selling is is change yet human beings don't like change why do we not like change we especially don't like it when it's initiated by some pushy salesperson that's ready to push their products or Services quickly in a conversation and repeatedly human behavior shows that we value something something that

is more familiar to us even if we don't like it that much over something that is new something that is foreign to us and I'll give you an example of this all of you know the person that always tells you bad things about the person they're with right so raise your hand if you know of a business associate a friend a family a relative and all they do is complain about the person they're with that you know he said this she said this raise your hand if you know somebody like that everybody knows that person

right somebody you guys don't know anybody back here I'm so shocked raise your hand if you know somebody that like complains about the person are with all the time or maybe the one's not raising their hand maybe that's you oh oh my gosh now do you ever wonder why they stay in that relationship even though they don't like it it's because they're afraid of change there's that word change again so how do we help so that's what you're going up against pretty much with every single Prospect you talk to to some degree now the question

is how do you help your potential customers overcome that fear of change it's very easy Once you learn the skills how it's also on the flip side very hard if you don't first thing we have to realize is that you're not selling the thing so in your case you're not selling them hearing aids you're selling them the result of what the hearing aids will do for them now that's going to be different for every Prospect you talk to right for one patient it could be uh to get their hearing back so they can create memories

with their grandkids for another patient it could be getting their hearing back because they're younger their hearings going out early and they're having a hard time at their job and they might be worried they're getting fired see for every patient that's going to depend on what you pull out of them so you're always selling the results of what the hearing aids do for them you're not selling the hearing aids themselves now how are we going to do this I'm going to ask you this question how are you going to have a competitive advantage over everybody

else in your Market in 2024 2025 2026 and Beyond what's going to separate you from everybody else how many other companies in your industry all say what we're the best we're the cheapest we get the best quality we got the best product do any of them say we're the seventh best probably not right so how are you going to stand out it's simply this the ones who will own this Market are simply the ones who learn notice I said learn how to best communicate with their prospects the ones who know what to say and what

to ask that will cause the prospect to want to open up to want to gauge and actually go below the surface because that is where the sales made so today I'm going to show you three things we're going to spend I think we've got 3 hours together it's more like a kind of a not keynote but more/ Workshop So today we're going to spend 3 hours uncovering these three things so how do you become the trusted Authority in the prospect's mind number one we're going to learn what's called problem finding how to become a problem

finder and Problem Solver not a product Pusher product pushers do not do well in our day and age they play the numbers game number two how to ask the right questions but at the right time in the conversation and especially with the right tone because I want you to write this down your tone your tonality is how your prospect interprets the intention behind everything you say and ask your tonality is how the prospect interprets the meaning behind why you're even asking the question in the first place we're going to focus a lot on today and

then number three I would say the most important is eliminating sales resistance so your prospects let their guard down so how do we get them to actually let their guard down now raise your hand if you ask questions and a lot of your prospects give you vague generalized surface level answers raise your hand if that ever happens to you okay but why we're going to focus on what causes them to do that and how to eliminate that so they don't feel like they need to be surface level with you okay now I'm going to tell

you a little bit about my story for a couple minutes cuz my story relates to what is necessary if you want to take your sales ability to a level that most people don't even think they can get to so I got started in selling 23 years ago as a broke burned out college student and I got my first job cuz no one would obviously hire me with that experience selling home security systems door too raise your hand if you've ever sold door to door okay so I know who my people are now as you know

the company will give you a script they'll give you a couple books read these books by the sales gurus they'll drive you out in the van everybody remember the van and they basically like you know kick you out of the van and they say hey go make some sales it'll be easy we'll pick you up after dark you remember okay now I still remember I was the last one dropped off the last block I still remember looking back at my sales manager his name was exay he had this like curly blonde ha he like one

of those Surfer guys and he said yo Miner remember when you knock on the door show them how excited you are about the product show them your enthusiasm show them that you believe in it and they're going to believe in it I said that that makes sense if I show them how excited I am about it if I show them I believe in the product then somehow magically they're going to believe in it too I mean what did I know I was 21 years old so I started knocking on the doors was really excited and

I started talking about the features and the benefits and how we had the best this and how we had the best that and I was really enthusiastic and I started noticing from the very first door I was getting all these objections what they didn't tell me about that we don't need it your price is too high it's too expensive I can't afford it I don't have the budget for it we've already talked with somebody from your company I need to do more research I need to keep looking around I need to talk to my spouse

I need to think it over can you call me back in a week a month a year later raise your hand if you ever get any of those objections some of you don't get any objections in here masterful how do you do it so I finally got to a point about oh I don't know let's say seven eight weeks in barely making any sales now for my door to door people when you don't make any sales how much money do you get paid oh zero Bagels because of straight commission right you don't get these big

bases or anything so seven eight weeks in I barely made any sales barely made any money I remember standing on a curve one late Friday evening had worked 12 hours that day had Sweat Just rolling down my chest if any of you sold door to door in the summer you know what it's like your legs just feel like jello after walking like 12 to 13 hours knocking on these crazy doors you're all by yourself I had made zero sales for that day so I made 0 in fact that entire week I made zero sales so

I'd made 0 and I'd work 63 hours and I thought to myself you know maybe maybe selling maybe selling just wasn't for me I wasn't born a a natural salesperson like all those other people were I didn't have the gift of the gab like everybody else did maybe I should just quit have you ever felt that way yourself have you ever noticed that you had more money going out of your bank account than you had coming in well that's where I was at so when my sales manager xain picked us up that night he popped

in a Tony Robin CD completely changed everything I ever thought about skill development and 22 years ago yes they used to listen to these these round things called CDs it's like a miracle now Tony said something and I might be butchering it so forgive me forgive me Father here but Tony said something like this he said you will fail for the simple reason you don't learn the right skills necessary to suceed you will fail if you don't learn the right skills the right skills he actually went on to say everyone has taught skills but he

said there is a difference in skill in anything you do that there are some skills that are let's say far more advanced and more effective than other skills so I committed to myself that I'm going to have to learn how to do this because working 63 hours a week and making Z is probably not going to work out for me probably not because I I know you like me want to provide a great lifestyle for your family that's why you are here today that's why you're employed with Miracle Ear you want to help people don't

you I can see that now how did I do that so at the same time like Jared was saying my major was Behavioral Science and human psychology which is the study of the brain and how and why human beings make decisions how does a person what cuses a person to say no compared to somebody saying yes what is triggered in your brain to do that now as a salesperson we possibly just maybe want to have an understanding of how that works in decision- making with our brains when we're talking to people yes and here was

my dilemma see I was being taught by my professors that the most persuasive way to communicate was over here but the sales gurus and all the training programs I was going through they were saying it was over here we're talking about exact opposite opposite ways of thinking so I thought to myself how do I take what I'm learning about the brain and how do I learn the right questions to ask how do I learn how to use my body language how do I learn how to use my tonality that would work with human behavior that

would cause my prospects to actually do all the work rather than me doing all the work that would cause my prospects to sell themselves rather than me trying to convince and sell them cuz who wants to do that that would cause my my prospects to overcome their own objections rather than me throwing out rebuttal that very rarely work and that would cause my prospects to pull me in rather than push and pressure because I know you don't like doing that you don't like when sales people do that to you right when I started to learn

that overnight practically selling became very very easy and exceptionally profitable now why did I just tell you my story because none of you in here give a damn about my story you only care about whose story Your Own Story You're a human being that's just human behavior 101 see I told you that because I'm not anyone famous in fact I'm just like you I'm just a person who very early on decided that if I wanted to live a lifestyle that was greater than most people that I was not going to be able to follow the

status quo of what everybody else was doing and as a salesperson if I wanted to sell far more than everybody else I couldn't do what use traditional selling techniques like everybody else was doing see there's a difference in skill level so how do we do that let's go back to that thing about people are born salespeople because this is one thing we all have to understand I wasn't born out of my mother's womb with Advanced questioning skills raise your hand if you're born out of your mother's womb with Advanced questioning skills oh nobody what what

oh back there see I wasn't born out of my mother's womb with Advanced tonality skills raise your hand if you're born with Advanced tonality skills nobody and unfortunately for me I wasn't born with Advanced objection handling and objection prevention skills raise your hand if you're born with Advanced objection handling and prevention skills Nick here see I had to learn those skills I had had to acquire those skills so when you hear someone say oh they're just a natural born salespeople what does that mean that's a myth can anybody tell me some scientific data that shows

your DNA when you come out that shows you're a natural born closer I haven't seen it so if a kid who grew up in the middle of Missouri on a cater Ranch outside of a town with less than 800 people can acquire those skills what does that mean for you that means you can acquire the same skills too you can sell two three five times what you're doing now even if you're already doing well once you actually commit to acquiring a much more advanced sales ability than what you currently possess now like I said how

are we going to do this step number one because it's all talk until we do what we learn the skills okay now are you going to be able to master persuasion and human behavior in a three-hour seminar well let me know if you can I'd this is a start of that right okay so step number one how do we become a problem finder and Problem Solver not a product Pusher now let's go back and I'm going to ask you this question here I'm going to have you write some things down do your prospects you talk

to raise your hand if they have problems okay everybody better be raising their hand on this one now raise your hand if they have emotional needs okay see there's never been a product or service ever invented that doesn't solve a problem and or an emotional need who in here like a you know really expensive sports cars raise your hand okay like a Ferrari does a $500,000 Ferrari solve a problem not really unless you're a race car driver right because if you want to go from point A to point B you can drive like a what

2001 used Honda but it does solve what an emotional need higher status maybe you drive down the neighborhood and you sell that you know Dr Jones has got the new Ferrari so you want to keep up you want to you want to show them that you're successful as well maybe as a kid you were bullied in high school and you want to show your peers that you've arrived you're successful maybe your dad told you you wouldn't amount to anything and now that car represents success for you it builds status see your industry the great thing

about it is you solve problems and emotional needs now the thing we have to learn though is how to get the prospects to actually want to open up and tell you rather than staying surface level that's the game changer now so I want you to write here's what I want you to take a pen and a piece of paper I'm going to give you one minute and I want you to write down the two biggest problems that your prospects have now I'm going to come around and ask some of you so you might want to

be ready or you might want to take a bathroom break for two minutes okay so write down the two biggest problems that your prospects have write down the two big I'm very sarcastic write down the two biggest problems that your prospects have now that doesn't mean that they don't have the money for what you're offering that's not a problem that you solve necessarily so what are the two biggest problems that your prospects have write down the two biggest problems that your prospects have now if you see me wipe away tears I do love you I'm

not crying the whole time I have dry eye syndrome so I don't wipe around I'll just start crying the whole time so write down the two biggest problems that your prospects have and then I'm going to come around and ask you what are the two biggest problems that your prospects have two biggest problems I should have asked you the 10 biggest problems but we'll keep it to two two biggest problems that your prospects have everybody should know these for sure can somebody give me a problem that you wrote down what about you yes go ahead

sir can't hear well they can't hear okay that's good what's that can't hear family you can't hear their family right that's a that's a problem and probably an emotional need yeah to to hear the family okay that's a that's a big problem right somebody else what's another yes sir um Bo down they're losing their identity yes to themselves and their family see that's even deeper I like that they're losing their whole uh self identity right they they don't know exactly yes can't participate in the activities they love and enjoy that's a huge problem yes sir

my family's on my case all the time because I can't hear them yeah maybe maybe the spouse can't you know they're they're upset they don't they're not listening right yes sir feel isolated yes that's a big emotional need see see we're okay we're starting to think here okay now I want you to raise your hand so look at the two problems you just wrote down and those were excellent by the way look at the problems you just wrote down I want you to raise your hand if your solution solves all of those raise your hand

I'm assuming you should all raise your hand on this one yes yes does your solution solve those two problems it be right that's why Miracle Ear as a company now here's the question you have to ask yourself though cuz what I think I heard all of you just say is that your prospects have problems and or emotional needs and your solution solves us would we be right so if your prospects have problems and your solution solves those why are so many not buying from you what's the missing link problems you can solve it seems like

a good match why are they not buying okay we're getting there this is good now go back the missing link is not your prospects oh they're just oh all the people I talk to they just don't have any money they're just they're just bad leads the money exists it's not like they don't have the money unless you're selling a $25 million solution to somebody that's homeless they have the money or they can find the money money right see they're already currently spending that same money you're asking for on something else something else is more of

a priority in their mind of where they're currently spending that money so how do we reframe their way of thinking and take where they're currently spending that money and move it over to now where your solution is the number one priority raise your hand if you want to start learning that today okay we're going to talk about reframing it's not your mindset it's not that you don't Journal enough it's not that you don't take enough cold showers it's not that you don't meditate enough in the jungles of Brazil and I love all that stuff but

when the prospect says hello if you don't know what to say or ask or how to use your tone to get them to let their guard down all those cold showers are not going to really help you sell more it's not that you don't read enough personal development I love personal development how does that help you sell more though you know the biggest question that people ask me when I come I only do I only do two of these Keynotes a month the reason why is because I don't want to be on the road all

the time okay we should turn down usually 10 to 15 speak Eng gauges the month the biggest question that salespeople ask me is Jeremy you might be asking yourself this how do I increase my confidence level would that be a question you might ask yourself how do I increase my confidence level in sales you ever asked that yourself how do I increase my confidence level the only answer I could ever give you is you're going to have to increase your skill level that's it how can you increase your confidence level if your skill level's down

here can you imagine asking a neurosurgeon how do you increase your confidence level but their skill level is down here see you can get pumped up by a bunch of self-held books which I love but when you start getting rejected and you start getting a lot of objections where does that confidence level go back down to where your skill level is so when you increase your skill level where does your confidence level go it goes there when you increase it more it goes there because it's all pertaining on how many sales and how many people

you help that increases your confidence nothing more nothing less that's what we're going to focus on now it's also not that you're not motivated raise your hand if you're motivated I'm assuming you're all here you're motivated right that's why you came here and it's definitely not they don't work hard enough raise your hand if you work hard okay every hand I just saw raised their hand here because your bosses are probably somewhere in the back so you had to raise your hand on that one okay so if it's not I mean you're all work hard

so it's none of those things well what could it be now can I can I ask you a really cheesy question and I already know what answer you're going to give me raise your hand if you want to Triple the sales you did last year this year you want to Triple the amount of sales or the upses or the cross sales you did a few of you don't they're like I just want to I want to increase it by 10% okay so you all want to do that now keep Your Hand raised everybody that raise

your hand keep your hand raised because I have to ask you this keep your hand raised if you can triple your working hours two people you can increase you can triple your working hours so look you already work 8 to 10 hours a day are you going to work 24 to 30 that's not even possible so how are you how are you going to Triple your sales if you can't triple your working hours what are you going to do Tri you have to Triple your skill level or are you with me with what're where we're

going okay all right now who in here likes to read books okay one of the first sales seminars I ever went to was with my good friend Brian Tracy raise your hand if you've ever read a book by Brian Tracy great guy really good friends with him now and Brian told me something there at the Salt Lake City I think it was a Salt Lake City Convention Center the at the end of the summer of 2001 and he said use your vehicle as a university on Wheels and so from that day forward I turned off

the radio I turned off the political talk shows and Sports Center all the things that I used to listen to and I started listening or reading five books or five training programs a month times 12 months a year on sales persuasion and influence times the past 23 years so if I did my math right that's 1,300 want to say 88 books or training programs on sales persuasion and influence now in every single one of those books there's three things that you always hear when you read them or training programs that you go through what do

you hear sales is a numbers numbers game that's always in every book ABCs of ABCs of closing you've all heard that and you have to be a problem solver those are the same you hear in every single book or every training program you've ever gone through now as you really look at what problem solving means how can you be a problem solver if the prospect doesn't buy from you tell me how that works can you be a problem solver if they don't buy no because you're not solving anything so if you want to sell more

because problem solving happens after they buy after they have the haing NES after you solve the problem that's when you're a problem solver so if you want to sell a lot more you got to be a lot better at what we call problem finding so write that down now what is problem finding I think we all understand when we first start talking to our prospects most of them don't really understand what their real problems are would we be right rather than I'm having a hard time hearing yes okay that's very surface level or maybe they

understand they have a problem having a hard time hearing but they don't understand the depth of that problem they don't understand how bad that problem really is and they especially don't understand the consequences of what happens if they don't do anything about solving the problem are you with me on that because if we can't help them through our questioning and tonality ability build a gap from where they are to now where they can see they can be they feel no urgency to what change and when they feel no urgency to change you get what nothing

objections which lead to what them not buying you see this is all interrelated here now let's keep going on now what are most salespeople now this is not your fault but it is your what it is your problem most salespeople have been trained to be what we call product pushers we've been trained to ask a few logical based questions can you tell me what problems you're having with your hearing they tell you a couple problems and you say how how is that affecting you and they probably give you vague surface level answers and then you

do what you go into your sales pitch talking about the features and the benefits and how you can do this and how you can do that that is like taking a bucket of mud and throwing it up against the wall hoping and praying that something you're saying is going to magically cause that Prospect to want to buy from you we call that hopan it's a drug that so many salespeople take we just hope and pray that slide number 15 is going to magically show them all the great things about you and they're going to magically

buy so if you want to be a top 1% earner a top 1% salesperson your industry you got to stop taking the hobi of drugs okay that is a very hard and unpredictable way to make a living as a salesperson now step number two and we're going to start getting into some industry specific stuff with you guys asking the right questions but at the right time in the conversation now let's go back to where I was at remember I was in college major in Behavioral Science human psychology study of the brain how and why human

beings make decisions how and why a person is persuaded to do something and or not do something so check this out according to Behavioral Science there are three forms of communication now I suggest you might want to write these down because once you understand the differences in Persuasion and where you are now even if you're already doing good compared to where you could be Everything Will Change for You So era number one the first mode of selling I'm not going to give you the scientific term for it you'd get bored but if I said the

words boy the room selling what's the first image that comes to your mind if I said the words boy the room selling what's the first image that you just thought ofch of people pounding the yes would it be something like this wolf on Wall Street hey I got a opportunity for you and we talk about the features and the benefits and how we have the best this and we have the best that but according to the data the pesky data those facts we are the least persuasive when we sell that way hence sales is a

numbers game okay you're starting to correlate that okay so we're the least persuasive when we tell people things when we attempt to dominate them even if you know everything there is to know about the technology you're selling the hearing aids that is the least persuasive way to sell because human beings do not buy logically they make decisions what emotionally you can be the greatest expert on hearing aids and it's going one ear out the other have you ever noticed that so we attemp to dominate them we attempt to posture them maybe we attempt to manipulate

them or even worse we push or pressure them according to the data we are the least persuasive when we sell that way now I'm going to give you a few examples of the least persuasive way to sell okay now don't don't shoot me I'm just the messenger here presenting we now you have to have a presentation of some sort hearing tests and stuff but we've all been taught we have to have a great presentation okay we show them the slide decks some Industries do some don't we'll talk about that here's a picture of our corporate

offices here's a picture of our JD Customer Service Awards here's our pictures of our AAA rating with the Better Business Bureau here's a picture of our Founders they've got the most Integrity here's a picture of this and on and on and on we've got the number one this we've got the number one that once again how many sales people do you know that have tried to sell you something that came up to you and you're like yeah we're the 17th best in the market anybody no they all say the what we're the best we're number

one even if you are number one I hate to tell you your prospects don't believe you why don't they believe you why do they lose TR trust when you say things like that anybody ever watch Like The Bachelor The Bachelorette the you know the the television show some of the guys you can raise your hand nobody's raising their hand they're like I'm not confessing okay he's he's okay so every season they come on and the an answer says what this is the most dramatic season ever and you you start to think what what's GNA happen

come on oh come on they've said that for 23 years straight would we be would we you right okay so when we say now that doesn't mean you come out and say well we're actually not that good you're not going to say anything like that okay you don't want to go from like up here to all the way down here okay I just want to make sure we're all on the same page okay but the reason why your prospects actually trust you less when you say things like that or if you talk down about your

competitors is because they're used to every salesperson doing what selling selling the same thing so every salesperson's ever sold them anything from a vacuum cleaner to a car to a life insurance policy to cyber security for their office to hearing aids to anything is all saying the same thing so what category are your prospects automatically putting you in when you sound like everybody else selling them something the same category they put all the other salespeople lower status so how are we going to change that now don't get me wrong you have to have a presentation

typically now we train just so you're aware we train seventh level 161 different Industries okay including yours in every industry the data shows us the average salesperson prevent presents about 50% of the time that means you're talking half of the time we have to get that down to around 10% that is a whole another training in itself okay what about telling your story when you're selling one to one I hate to tell you nobody cares about your story they only care about whose story their Own Story what about putting sales pressure on them who's guilty

okay you might not think you're guilty okay there is a massive difference I'm going to show you a lot of this on the the Whiteboard today there's a massive difference to getting your prospects to feel so much internal tension from your questioning ability and how you use your tone that causes them to feel they might have much bigger problems than they thought they had compared to you putting external sales pressure on them and I will show you the difference today with some of the tweaks that I've just done okay and then here's the big one

if we can get to the big one some of you are going to get upset with me when I say this assuming the sale what we've all been taught to assume the sale now that doesn't mean we're not going to assume the sale after we build more trust and build a bigger Gap but especially if we start assuming the sale from the first moments of that conversation okay and it's exactly why most of the sales trainers you might have learned from say what sales is a numbers game basically what they just told you is hey

what I'm training you doesn't really work that well so unfortunately for you you're just going to have to work harder you're just going to have to do more you're going to have to put in more hours you're going to have to be dedicated you're going to have to motivate yourself raw you're going to have to call more leads you're going to have to go through rejection you're going to get thick skin how selfish of them how does that give you any competitive Advantage are you just going to work an hour long longer than anybody else

is that what it's all about okay it will be a numbers game if we use traditional selling skills that trigger the prospect to go into fight or flight mode we'll go over that later now era number two this is more known as consultative selling okay now this came out in the late 70s and early 80s uh with methodology like U Sandler Institute uh books like spin selling Neil rackam college professor never sold anything by the way and they taught that you needed to add ask logical based questions to find the needs of the client now

that was revolutionary in the ' 80s compared to Boiler Room selling but what's a potential downfall when we only ask logical based we call those surface level questions what type of answers are prospects going to give us in return logical based surface level answers and once again do human beings buy make buying decisions on emotion or logic it's 100% emotion then they justify logic do you want me to show you I feel like a drink of water every decision you make starts with your emotional side of your brain I feel like coming down here on

the floor right now so I can be closer to you see my decision started with my emotional side feeling side and then I justify of logic I feel like I drink of water because I'm thirsty I feel like because of okay I feel like getting these hearing aids so I can hear better every decision your prospects make starts with their emotional side of their brain now if you're having a hard time getting your prospects to emotionally open up the question you would want to ask us is Jeremy I'm not quite sure how to get my

prospects to want to open up to me and actually tell me how not being able to hear is affecting them personally can you teach me how to do that because every Prospect you talk to it doesn't matter if they're a like hardcore acore personality is what they're a human being and they make decisions emotionally did you know if you get in a car wreck and your emotional side of your brain is damaged you can't even decide you want to go to the bathroom you can't decide if you want to eat you can't decide anything you

are a vegetable okay all right right now so we're more persuasive when we have this discussion and this is why I always say this you can never sell to just the needs of the client let me repeat that that sounds counterintuitive you can never sell to just the needs of the client and why because most of your prospects don't really know what they need when they first start talking to you would we be right okay let me give you an example now this is for Illustrated purposes only this is not going to happen to any

of you tomorrow let's say you wake up tomorrow and you're like oh my gosh I've got this killer headache I've got a migraine it hurts so bad I need to go to urgent care to get some medication because that's what you think you need right so you're like okay what's going to be my co-pay maybe it's going to cost me $100 that's your budget then you go to the doctor and she starts asking you some very pointed questions about the pain and where you feel the pain at and what the pain feels like and what

the Pain's preventing you from being able to do and other questions and her questions suddenly start to get you to feel what internal tension that you might have much bigger problems than you originally thought you had she then suggests that you go get a CAT scan on your brain it comes back they have a tumor not only that it's terminal you've got two weeks to live and the solution to solve that is a 2 million surgery $2 million surgery your insurance covers 90% of it leaving you with now a $200,000 budget well the hell with

the $100 budget you thought you only needed that if she didn't ask you those questions you might have actually died but our questions cause you to feel like you had more problems than you thought so you opened you up emotionally now you know what the budget is so you go out and do the budget that is why I always say you can never sell to just the needs of the client you have to s to the real problems your questioning and tonality ability allow them to find that they didn't understand they have now let's keep

moving on the third mode of selling we are according to Behavioral Science we're the most persuasive when we allow others to persuade themselves okay now that is called dialogue when we ask what are called neuro emotional persuasion questions now the question is how do you get a prospect to actually persuade themselves that's the trillion Dollar Question raise your hand if you want to start acquiring that skill okay so what I'm going to do is I'm going to show you a few consultative questions see lots of like I said we train 161 different Industries so I

see scripts our sales trainers in our boardroom every single day from pretty much every industry on the planet including yours and I'm going to show you a few consultative surface LEL questions you might want to stay away from okay and then I'm going to show you a couple of tweaks now the tweaks I'm going to start showing you today realize this I think I met with Jared what for 45 minutes so these are based off our 45 minute discussion now we might for rumor has it we might be working out some type of training deal

with some of you guys with Miracle Ear if that's the case for the next 12 to 24 months these questions will get a lot more zoned and honed in once I have more time with you okay all right let's look how many of you ask hey what motivated you to come in today that's not a bad question but typically unless they're a laydown they're going to give you some short answers right oh uh my wife said I just can't hear well anything you ask that question you get kind of oh you know I'm just just

trying to check out and see what you guys have or oh you know I just thought I'd see if I you know needed a hearing test oh you know uh my spouse said that you know I'm just not hearing her very well anybody ever get those type of answers from that type of question okay now when we ask surface level questions that are kind of more vague and generalized what ansers should we expect surface more surface level vague generalized answer so I've got to hone that in okay now let's say that they had called in

your office assistant see like I said for for different uh different places it's a little bit different let's say they' called in to the office they had scheduled an appointment you're the most of you are hearing coordinators from what I understand and we have an accountant somewhere somewhere back here yes the accountant back there okay so I want to be more specific so hey when you were when you were talking with uh with Bill what was it that you guys went over that caused you to you know want to want to look into this further

let me do that again hey so when you were talking with Tiffany what was it that you guys went over that caused you to you know want to want to look into this further now why did I kind of slow that down what is that actually called can I move this this up here a little bit so you guys can see it who in here follows me anywhere on social media raise your hand if you follow me anywhere oh just a few of you that could be trouble for you guys okay so if you follow

me on IG or anything you're going to notice in my background I always do a lot of reels we do about 200 reels a month these are just free reels these are you know this separate from like our client training but you're going to see this big electronic board in the background called A vibe board all right I love VI boards so what I just did there that is an example of what's called verbal pacing do you know what the number one reason is that your prospects give you vague generalized service level answers because you

ask the questions too fast and when you ask questions too fast they have no time to internalize what you just asked I'll give you an example let's say you walk into a retail store your your jeans just ripped you've got to go to some birthday party you've got to buy a pair of jeans you're in the market for a new pair of jeans and you walk in and the salesperson says Hey welcome into the store how can I help you and you say what just looking knee-jerk question asked too fast is going to get a

knee-jerk answer you see how you're triggering that so if I verbal pce this out so hey when you were when you were um talking with Tiffany what was it that you guys went over that caused you to you know want to want to look into this further see I'm pacing that out I'm pacing the question out that causes the prospect to internalize what I'm asking and give me more of an below the surface answer now I'm going to show you a lot more than just that are you having any ear pain who asked this question

some of you it's okay hey this is a safe place it's a safe place we're not going to post this on IG or Facebook it's a safe place it's okay to raise your hand so instead of asking that question because if I ask that question where does their brain go it goes to a yes or no answer you're causing them to say yes or no but if I Rel language that say what what type of what type of pain are you are you possibly feeling in your ear now where does your brain go now not

are they having pain but what type of pain do you see how I can control how the prospect starts to think now that might have okay some of you I can see by your facial expressions I lost a few of you there you look like I'm a you look you're like the deer running out in the road the headlights on him like the big super 18 about to run over you that way so if I ask them are you having any ear pain what CA what where does your brain go are you having an ear

pain you go yes or no but if I say and hear my tonality what um what type of ear pain are you possibly having now where does your brain go to what type not are you now that doesn't necessarily mean that they're going to be like oh they're going to make up pain if they don't have any but it gets them to think what deeper about the question I asked and when they think deeper they go below the surface you see what we're talking about here okay I'm going to show you a lot more examples

all right what about this one now what type of tone did I use there what type of um type of pain are you possibly feeling in your ear conern concern T why would I want to use a concerned tone why not do it a curious tone wa what type of pain are you possibly feeling in your ear why use a concern tone remember yes your tone is how the prospect interprets the intention behind every question you ask can I show you the difference in this all right let me give uh let me have somebody stand

up real quick who am I going to pick let's see how about you are you an accountant though hearing specialist yes can you stand up for second now let's say you're my teenage daughter raise your hand if you got teenagers I got teenagers too I got three teen teenage daughters heart attack heart attack okay you got kids okay so have they ever done something like really bad where you're like really angry like they did something really horrible or you just have the perfect angel kids I don't think anybody has perfect kids yeah nobody so so

you you your kids do something really really bad let's say they went to jail they were speeding they were going 96 and a 65 and they got booked in jail they're like Dad Mom please come save me and you come in there and you're all upset and you're like this why would you do something like that now how would they interpret my tone and my body language what would they do right then and there what would they do why would you do something like that they would get what somebody said it they would get defensive

dad you don't understand but I'm gonna say the same words now and I'm going to change my tonality and my body language and tell me what it communicates why would you do something like that I don't know now what would our teenagers do then what did I just communicate that I'm concerned I'm disappointed but I love you I'm concerned and now the whole trajectory of that conversation goes where they let their guard down do you see how your tonality affects everything when you're talking with your prospects thank you well done okay how about this one

do any of you ever ask them like what their budget is in the first 5 to 10 minutes hey what's your budget for this type of thing now I understand why you might ask that but how would they know what their budget should be that early in a conversation when they don't even really know what their real problems are yet how now that doesn't mean that if they give you like words like is this going to cost me anything because I got $50 to my name that you don't want to financially qualify but if we

ask questions like that too early in a conversation before we built a gap from where they are to where they want to be they have nothing to compare that with so they're just going to throw out a number they don't know what it's like the person with the migraine that thinks they need a $100 budget and when they find out what the real problems are they now realize they need a $200,000 budget do you see the difference in that okay now I want to stay away from words like budget why would I want to stay

away from the word budget when I'm talking about money they have to pay what does budget imply a limit so I'm automatically putting them into you have a limit that you can't go over way of thinking is that what we want to do no so I'd rather use what type of funds do you have it's more neutral okay with your industry I wouldn't use funding I'd use like funds what what type of funds do you have to put into this so you can get your hearing back for your spouse what type of funds do you

have to put into this so you can actually get your job back and get promoted because now you can hear what am I doing I'm associating them getting the funds with what them getting what they said they wanted if they can get the funds they get what they want if they can't get the funds they don't get what they want see how I'm getting them into what we call results based thinking over price or cost based thinking how many of you have prospects to say this is just too expensive or your prices are too high

raise your hand okay that's because we haven't learned yet how to take them from Price or cost based thinking into results based thinking I'm going to show you some examples on how to do that today from the very first words out of your mouth okay let's keep going here all right so we've already went through this so dialogue most persuasive when we allow others to persuade themselves neuro emotional persuasion questions now one thing I want to show show you before we get into some more questions something we all have to realize with the way the

brain works within the first actually it's about 5 Seconds within the first 5 to 12 seconds of any conversation you're ever going to be in with a prospect they are picking up on social cues from you so they are picking up subconsciously we can't help it it's how God wired our DNA somehow we can't help it but you're picking up on your verbal and non-verbal cues from the very first few seconds each of you did that with me when I walked up on the stage didn't you you started to make a judgment about me literally

within the first five seconds of me coming up on the stage that's what your prospects are doing that as well they can't help it subconsciously so when you come across too aggressive now what I mean by that is too excited now I don't mean be boring there is a midr I don't mean to be timid I don't mean to be boring but we have to be more in the middle so when you come across too excited when you come across well when you come across I would say let's go back here yeah when you come

across needy has anybody ever talked to a prospect and you can feel the neediness when they throw out an objection you try to respond we've all been guilty of that if you're feeling that what do you feel like the prospect is feeling and especially when we come across attached and we don't understand the questions to ask we don't understand yet how to use our tone it triggers your prospects to go into this fight ORF flight mode how many of you ever start asking questions you feel like it's going good and all of a sudden they

just stop you and they're like hey I I appreciate the questions but can you just tell me how much it's going to cost and I can tell you if I'm interested has anybody ever got a prospect to do that now I want to ask you this did that Prospect wake up that morning before they had the appointment with you did they wake up and think that when they meet with you at 3:30 because your tone sounds a little bit needy and you're a little bit too attached and when you ask that seventh question they feel

a little bit interrogated they're just going to go into flight ORF flight mode and say all that to you did they plan that out no that's a reaction that is something that we are triggering on our end so once we learn how to not trigger resistance by default what do we start to do we start to make more sales because is it harder if we trigger sales resistance and the prospect is guarded the entire conversation or if there guards down the entire conversation which one is harder to make the sales we all know that right

we don't want the Great Wall of China right here okay we want them to get let their guard down now once we learn how to come across more neutral now what I mean by neutral is is more coming across more unbiased okay like you're not quite sure you can help yet you're not saying those words but it's how you're coming across you don't know enough about their hearing to understand what you could even do for them if anything yet now do we realize we can pretty much help everybody that comes in the door responds obviously

yes do they realize that in the first 30 seconds of a conversation no because you don't have hardly any trust or credibility even if your brand is as big as your brand is okay one of our clients is Google ads Google AdWords a search engine we train Four of their biggest divisions and their salespeople used to think that if they said they were with Google when they called outbound leads somehow magically people would just like let their guard down be like where do I buy but nothing could be further from the truth okay all right

so when we come across more calm now what I mean by calm is you're more Collective that still means you're assertive like I'm talking right now I'm assertive but I'm not too excited more of an expert more of a trusted Authority especially when we learn how to become across more detached what that does is it causes their brain to become curious enough where they actually want to engage and they feel comfortable opening up to you and that's what we're really going to focus on the rest of the time all right now when I talk about

npq questions I'm not referring to questions that are designed to get your prospects to say what you want them to say those are manipulative questions and I hate to tell you this your prospects can probably tell if you're trying to force them into a certain answer do you tell when a salesperson asks you a question where you can tell obviously if you answer a certain way they're going to use it against you okay we all know that right okay so I'm not talking about surface level questions either so the questions I'm referring to are intended

to bring out your prospect's emotions to trigger what's called their write this down their emotional drivers to get them into what we call their emotional state now the question is how do you get a prospect to want to emotionally open up to you okay these are the five stages of npq you can see some of that so what I'm going to do here for the next what we got a couple hours left or 2 hours and 15 minutes is I'm going to give you some examples for your each stage based off my conversation with Jared

for 45 minutes okay now we train 161 different Industries if if we I think we might be doing some type of training after this or some type of deal with your franchisees if that's the case these questions I'm going to show you you're going to get far more honed in because I'll have just like I said I'll have a lot more time to soak that in with you as long uh with our sales trainers as well all right let's start here so the first thing I'm going to show you and I want to ask you

this question how do your how does society view salespeople at large how does society in Hollywood view you and me salese at large High status or low status okay so the question is why do they view salespeople at a low lower status they don't trust us yes because of the way we've been taught how to communicate to them because why wouldn't sales people be considered high status because if nothing is sold that means there is no economy Society does not exist without you so why are you not viewed at a higher status now in Behavioral

Science this is called social dynamics okay I nerd out on this in college still do so how do we get your prospects to view you at a higher status than someone trying to sell them something now I'm going to show you some predictable statements and questions that most salese in every industry including yours use but here's my concern for you if I show you these questions it's really going to mess up because I could show you hundreds of these I can show you hundreds of statements the sales people use that actually lower their status and

they have no idea they think they're being polite but my concern for you is if I show you these when when is the next time you're getting back in front of a prospect when is the event over Monday so my concern is on Monday you're going to go into the office whether you call on the phone or whether you just take in you know people coming into the store they have appointments and you're going to be like it's going to really mess up your mind because you're like oh my gosh I can't use that question

I've used for the past six years because I'm lowering my status so we have two choices today that we can do I'm okay with either because I could always go gamble here in the casino here's the choices we have to decide which pill we're going to take okay so we can keep taking the blue pill numbers game going to keep taking the Hopi drug right I hope and pray that somehow I'm going to make more sales this month somehow I'm going to make more sales this quarter somehow I'm going to make more sales this year

we can hope and pray it works out but as my good friend Andy Andrews said once brilliantly God feeds the birds but he does not drop worms in their nest God feeds the birds but he doesn't drop worms in US you got to do something so we can keep taking the blue pill hope it's going to work out or we can take the red pill now what's a blue pill numbers game what's the red pill Skills game which pill do you want to take SKS Skills game which is going to help more of your prospects

solve their problems and get where they want skills game now can you imagine raise your hand uh if you like uh if you watch NBA like the NBA Bas NBA basketball okay everybody knows Steph Curry he's probably one of my favorites can you imagine if Steph Curry said yeah uh basketball it's a numbers game it's a numbers game just shoot it as many times as you can and eventually you know eventually it'll go in you know shoot it shoot it 30 times you'll hit one out of them can you imagine if he said basketball was

a numbers game he wouldn't have never made his varsity basketball team let alone the NBA see Steph knows that basketball is a what a Skills game so why is he practicing on a skill every day he's you ever noticed he spends hours in the gym every day even before the games watching his technique his elbows his his his wrist movement his elbows at lined up his feet everything you see top athletes top coaches top CEOs top Chief sales officers top VPS of sales top sales managers top salese top anyone know that everything they do is

a Skills game that's why they're at the top right average athletes average coaches average CEOs average companies average sales managers average Chief sales officers average VP sales average sales people they're still focused on the numbers game and that's why they're still what average it's all in our skills game when you ask questions like this and I know you've been taught like this your mom taught you to ask these type of questions we love Mom but at the beginning of a conversation if you say hey how are you doing today how's your day going how's the

weather over there oh the weather's horrible did you see the game last night because this these are questions that we are taught that do what build rapport but do you know what the average Prospect interprets predictable questions like this as this it's the same way you think of when salese ask you this question that you don't know you think of this I'm just trying to get you to like me so I can sell you my product my service my thing would I be right when a salesperson ask you hey how's your day going you don't

believe genuinely that they are really interested in how your day is going would I be right okay so why do you feel like your prospects believe you genuinely are really interested in their day now you I've had some people like no Jeremy you don't understand I am really interested in all of my prospects days I would be highly suspicious if you are but even if you say you are your prospects don't believe you most of them unless they're lay down sales why do they not believe you because every salesperson the that's ever tried to sell

them anything is asking what predictable questions the same ones and so when you ask those questions what gets triggered in their brain salesperson trying to get me to like them and you instantly go where surface level just by that one question you probably never thought about that now I'll show you how to reward that okay now I'm going to show you a few things that you might be doing lower your status and then I'm going to show you how to tweak those to actually raise your status how do we have situational status in our prospects

mind when prospects come in so when your potential C customers come in and you say things like that I really appreciate you're taking the time to come down I really appreciate you taking the time with your busy schedule to come down here and meet with us you think you're being what polite because that's what your mom told you to do but when you say words like I appreciate you taking the time that means you view them at a much higher status than how you view yourself that means in their mind that their time should be

respected but not your time you ever thought about that because who has the problems you or the prospect the prospect has the problems so why are you qualifying to them they should be qualifying to you now that doesn't mean we're going to be weird and and you know be manipulative but we can show you how to get the prospects to qualify to you because you're not the one that has the problems now you can solve the problems so we have to start acting like that okay we don't want them to view view our time is

not as important as their time have you ever who in here calls like outbound lead somebody that responds to an ad maybe on social media maybe on uh on AdWords do you guys I think you guys do some advertising like that and you call back the lead and they say oh hey I'm really busy um I forgot about that I'm so busy can you can you call me back later and you say what sure when can I call you who just qualified to who you just qualified to them now they view your time as not

as important as their time but who has the problems they do we got to flip that script okay so and they say like H yeah hey I'm really busy can you call me back uh later oh sure when can I call you back uh what about Saturday night at 9:45 p.m. sure and you just call them back whatever they say and do you ever notice when you call them back that most of the time they don't answer what they just went MIA so what I could do I didn't put this on here okay but I

could say herey why don't why don't we just roleplay this we got lots of time here can you come up here with me real quick sir now are you an accountant no I'm not okay we love you back there K okay so um why don't you just tell me uh T you're a prospect you responded to an ad you know whatever the ad said and I call you back you're like hey I'm just I'm too busy can you call me back later I want you to pay attention to what I do here and how I

use my tone ready go ahead uh yeah sorry I can't talk right now I'm kind of busy and just say can you call me back later you coming back later maybe in a week from now well let me see if there you go can you call me back later yeah call me back later kind of busy today sorry yeah yeah possibly I'm not sure I'd randomly be available like that with my schedule um what I can do if it helps you though is I can give you my number and you just have to call me

back maybe a little bit later today to see if I'd be available for you would that help you yeah I guess so well yeah you just have to see if I'm available with my schedule so here's my number 573- 555 654 now hey what's your time frame on call me back later today just to see if I'm going to be in the office at that point you're making it hard on me to say no to you well you don't I mean you don't have to call back was was there what what caused you to respond

to that in the first place oh my wife's been mumbling for three years well I don't want you to sleeping on the couch tonight bill so do you want to call me back so she might be able to hear you yeah maybe you could okay now hey if you when you call if I don't answer um can you leave me a text message and because I might be with another client and then I can just text you back and see when I'm going to be available would that work I suppose so yeah you'll have to

do that for sure with my schedule now once you do what did I just do there can anybody tell me what I did made him start buying for your time yeah because who has the problems yeah not me you would been you would being a tough Prospect I like that what did I do there there's a lot of things I just did there so when he said yeah I'm busy can you call me back later can you call me back next week if I say yes I just immediately did what lowered my status so how

do I raise my status how do I appear that I'm really busy I've got lots of clients so obviously that means what if I have lots of clients I'm really busy what would that mean I'm must be really good at what I do I've got higher status you see what I'm doing there now I don't do that in a mean way well possibly I'm not sure sure if I'd uh randomly be available like that with my schedule um what what I can do if it helps is I can give you my number and you'd have

to call me back maybe a little bit later today or tomorrow to see if I'd be available for you now when I said to see if I'd be available for you what does that do to my status does that lower my status or raise my status raise because I'm busy I I've got things going on with other clients okay now notice he was still being hard which that's totally fine typically that wouldn't happen if you use the right tone on a call but that's that's besides the point so he was still being hard well possibly

you know and well you'd have to do that with my schedule and then immediately to see what I asked him what caus you to what caused you to respond to the ad just so I understand so I immediately got him into what remembering why he responded to the ad my wife forged my name on the ad yeah right and did you see how it's kind of playful with them well we don't we don't want her getting angor you're sleeping on the couch cuz you can't hear her and use that playful tone why would I do

that causes him to what let his guard down a little bit I'm a human being I'm a little bit playful okay thank you for doing that I appreciate that good job you're a good Prospect all right now that doesn't mean so let's say that he says now when I said what's your time frame on getting back to me I just imprinted what in his mind time frame so now he thinks about that so let's say he's like oh I can call you back tomorrow around two now at 2:00 if he doesn't call cuz not everybody's

just going to call at 2:00 I'd say maybe 30% will call you back at 2 the other 70% are not going to call you back because they got busy life got busy so what am I going to do I'm going to wait two or three minutes after 2:00 and I'm going to call him do I want to call right at the top of the hour you've all been taught don't be late for your appointments but in your prospect's mind that causes them to view you as what more lower status because you obviously are waiting around

to call him all day I want to raise my S that doesn't mean you're going to be an hour late or 25 minutes late but if I call 2 minutes late okay doesn't look like I'm so needy see the difference in that everybody starting to make sense okay just randomly something came to my mind real quick okay now let's keep going words that lower your status when you leave a voicemail so let's say that you talk to a prospect they came in uh let's say 3 months ago and they didn't buy does that ever happened

in any of you or do you close 100% who's closing 100% oh oh wait a minute you've had one Prospect you've talked to okay now who in here calls those leads back maybe 3 four months later to try to re-engage them okay does this look familiar maybe a little bit hey Jim it's Jeremy Miner I know we talked a few weeks ago about uh kind of some your hearing problems you're looking at different hearing aids can you please call me back when you have time who in here says can you please call me back when

you have time thank you hey that guy back there he's always Hest back there good job okay but what does that do to my status see your your mom taught you my mom taught me you got to be nice to people say please and thank you but in a business setting is that raising your status when you say can you please call me back when you have time is that raising your status or lowering your status why would it lower it you yeah because now they view that your time should not be respected like their

time see how those type of words that you thought were just like hey this is just normal part of conversation are actually lowering your status and causing your prospects to view you as what salesperson trying to sell me something so how do we flip that where they view us as The Trusted Authority who's going to solve my problem s and get me where I need to be see the differences on how you can be viewed higher status or lower status okay let's keep going through this now words that raise your status write these down or

make sure you take pictures of these let's say you talk to this Prospect and they gave you the old I want to do more research or or think it over objection because you don't know how to prevent that I'm going to show you a few things later today or you don't know how to help them overcome that okay and so let's say you call them back a couple we no actually let's do this let's say they said they wanted to think it over talk to their spouse and you set it up a second appointment is

that ever happen to some of you okay I'm going to show you to help prevent the spouse objection who in here loses sales to the spouse objection even though the spouse probably going to go out in a limb probably wants them to hear I don't know I'm just just saying right so how do we prevent that I'm going to show you that later on today so let's say you got the spouse objection and you had an it's it's a Friday you have a second appointment on Tuesday and for now do you do the second appointments

usually on Zoom or the phone sometimes or do they always they always come back in well let's say they didn't show up 3:00 Gary Hart just he Mia on you missing an action okay so you start calling leaving all those voicemails let's say I called a few times left a message so this will be my third message or I could email this I would rather you call first if they you leave this voicemail if they don't respond back and let's say an hour you emailed it to them now I don't want you to put any

fluff in this how many of you when you write those emails to follow up with your prospects write like two three four paragraphs anybody what happens when you get a a email from a salesperson who you didn't buy from and the parag there's like three or four paragraphs too long didn't read you don't even read past the first sentence would I be right because you're too busy so we don't want to fluff this out we want to get straight to the point we want to trigger a reaction an emotional reaction so don't change the wording

I swear you see these three periods here you better put those three periods there there's a reason why I'm doing everything there do not change any of the words okay hey John I called a few times last week and I left a few voicemails but we didn't we didn't hear back from you where should we go from here hit send that's it you know what's going to happen about 70% of them are going to say oh my gosh I'm so sorry my wife had to go you know she had an accident or oh my gosh

I'm so sorry is that a t on business or we decided that now's not a good time or they're going to say something or we decided to go with here.com whatever they say but what you just did is you now know where you're at with that Prospect and even if they said we decided not to do at this point now you are now what re-engaging them helping them overcome that concern I do the same thing in a voicemail just I got to modify it yeah John I um it's Jeremy Miner with Miracle Ear um called

you you were looking at getting uh different uh you getting some hearing aids so your you know wife wasn't smacking you around or anything again you just repeat back whatever they said okay and I left a few voicemails last week but we didn't hear back where where should we go from here then you pause now I can be reached uh I'll be available here for a little bit today my numbers xyzxyz and like I said it be available here for a little bit today and that's all you do it's that question where should we go

from here or how do you want to proceed from here everybody got that no more fluffy emails okay all right now I can't say that with somebody I've never talked to right that wouldn't make any sense has to be somebody you've already talked to that didn't buy that missa appointments those are words that raise your status why does it raise your status shows that you're busy you got tons of clients okay now let's do this what if a pro is do prospects ever ask you how you're doing let's have some fun with this okay come

out here I'm going to R play this a little bit oh you Ro play with me okay let's say that um Prospect comes in and the first words out of their mouth they're like hey how's it going today what would you typically say I am doing well but I'm so busy I've been running around ever since conference uh glad to see you today just something like that and that's normal right that doesn't it doesn't really help us but it doesn't it doesn't hurt us either right but what I want to do from everything I say

from every statement to every question I want to get that Prospect to what let their guard down that's called disarming we're going to talk about that here in a little bit so I want to use a playful tone and I'm going to show you how to how to do this here ask me how I'm doing today how are you doing today uh you know just hanging out being the boring guy what about you what do you think the prospect is going to say oh I'm sure you're not boring and what does that start to do

get them to let their guard down uh you know just hanging out being boring what about you now what if I said it with this now what tone did I just use playful tone what if I said it like this ask me that again how are you doing today uh you know just hanging out being the boring guy what about you now that sounds weird oh he is really boring what's wrong with him psycho but if I simply use a playful tone oh you know just hanging out being boring what about you I get a

completely different reaction okay so write that one down now we have to learn the tonality I'm going to show you tonality here in just a minute okay ask me the the the next question again ask me that question again how are you doing today uh you know just trying to stay out of trouble you get in trouble over there Bob oh right what did I just do oh just trying to stay out of trouble you getting into trouble over there oh I'm always getting into trouble what did I just do I'm start not completely but

I'm starting the process of getting the prospect to let their guard down what if I shave my head and I was completely bald you you want me to show you one on that you guys got to use this to Advantage if that's your case okay what if ask me that question again how are you doing oh you know I've just been surfing the web looking for a better hairspray all day what about you and what do you think they're going to do oh yeah when I mean when my uncle went Bob I used to when

my uncle went bald I used to like make fun of him blah blah blah blah blah see how whatever I'm doing I'm getting them disarmed I'm getting them to let their guard down from the first words out of my mouth till after they pay it's all about getting them to let their guard down and keep their guard down because the moment the guard goes up where does the sale start to go it starts to derail you see the difference in that okay what about what about if the prospect is late say oh I'm so sorry

I'm you know say you're 25 minutes late and just and apologize oh man I'm so sorry I just got uh I got caught up in traffic and came ripping in here uh is do still have time well should we forgive you this time I would appreciate it okay see it's just a playful tone well I don't know should we forgive you this time hey s Sally should we forgive Bob for being 25 minutes lat I don't know what did I just do playful town does what now who qualified to who there well should we forgive

you this time who qual IFI to who Prospect qualifies to me cuz who has the problems now I do that in a playful tone cuz I'm like should I forgive you that's weird right I have to use the right tonality okay thank you good job now there's five types of tonality and I want you to write all of these down I'm going to actually draw them up on the board because these are very important okay let me know if you guys can everybody can see this back there so there are five types of tonality five

types who's the spelling be who's the spelling be uh champions in here don't make fun of me okay if I spell something wrong so there are five types of tonality now there's actually many subcategories of tonality but we're just going to focus on the top five okay so the first one is a curious tone so there's a curious tongue now where would I use typically where would I use a curious tone can anybody tell me where I'd use a curious tone and really why remember your tone is how your prospect interprets the intention behind every

question you ask so what part of the sales process would I use more of a curious tone more than likely on theone yeah but what part of the call probably finding out about what their situation is right I want to use a more a more Curious tone right okay now there's other questions that are going to require more of a confused tone now this might throw some of you off why would you ever want to use a confused tone what context would you ever want to use a confused ton in you can can help keep

your you can help keep your discussion open ended and encourage them to answer confusion address perceived confusion that you have see if if now I'm not saying when you go through the hearing a test you're just confused like oh I don't know how it works that doesn't make any sense right but a confused tone in certain context actually causes the prospect subconscious to say this oh he didn't or he or she didn't understand me when I said that I need to clarify that more okay uh can you tell me uh what's a an emotional word

that a lot of prospects tell you like oh I'm just feeling stressed or I'm so frustrated or I'm annoyed like what's an emotional word like tell me what they might say just tell me the whole sentence you be the prospect I'm you well guy version okay yeah you know it's just really been frustrating you know trying to communicate with my wife frustrating well yeah it's like we talk I hear her but I misunderstand something and then all of a sudden she's upset with me later she's upset with you in in what way I misunderstood it

how how long and it's not that I'm ignoring it's just I misunderstood how um how long has that been going on about 3 years and it's just been gradually getting worse I feel like we're splitting apart what's it doing to you well after 36 years of marriage it's just really become frustrated I'd rather just sit home okay what did I just do when she said frustrated that's an emotional word so anytime a prospect tells you I'm stressed I'm concerned I've got pressure I feel tension I'm annoyed I'm worried on any emotional word simply do this

worried and use a confused tone what did did you see how she reacted even in a roleplay situation her subconscious you didn't know this basically said oh he didn't understand what I meant by frustrated I need to clarify that better and when they clar if that better where do they go below the surface that is where their emotions start to come out but if I didn't use a confused tone there she would have never went there you see the difference if she just said all that and I didn't even use that confused tone in that

context and then I just went on my script and asked the next surface level question where would she still be surface level or I could have simp say oh hold on how do you how do you mean by frustrated now what did my facial expression communicate that I'm not understanding now here's something to write down this is thank you very much your facial expressions are the remote control to how your tone comes across try having a confused tone and don't move your face that's somebody try have a confused tone right now and don't move your

face you can't do it do you know one of the biggest things they train you out in Hollywood when you're going through like let's say you're getting trained how to be an actor actress you know one of the biggest things they train you because I went through some of this myself as a salesperson hired acting instructors to learn tonality I know I'm a crazy person it's a long time ago but they train you on how to use your facial expressions to change your tonality on a dime and what that does when you're watching movies is

it triggers emotional drivers in your brain that caus you to stay engaged could you imagine uh somebody tell me your favorite actor actress somebody tell me John Johnny Deb okay somebody else George Clooney who else Jason M okay so can you imagine if you watch their movies and they just talk like this the whole time well then Jane I'm not sure what we're going to do but we can go down to the gas station and we can get gas and then after the gas station uh we can go to your brother's house and after your

brother's house then we can go down to the lodge and we can eat dinner and then we'll have a really good time if they use the same monotone voice the entire conversation uh where would you what would you be doing you would disengage you would turn off the show so when we when I train you because this is just an introduction today when I train you certain tonalities we have to learn how to move our face our facial expressions to communicate is that affects how your tone comes out okay uh walk me through what are

you what are you doing now see that's a curious tone okay compared to a confused hold on I'm not I'm I'm not understanding how how often does that happen Okay so I'm going to show you more of that okay so we've got the confused tone we've also got a challenging tone Oh My Gosh Jeremy you can't use a challenging tone what part of that conversation with that Prospect would we maybe use a challenging tone can anybody tell me do we have a microphone up here oh we got this microphone somebody run it around what part

of the conversation would we be allowed to even use a challenging tone can we use a challenging tone in the first one minute no we don't have any trust or credibility there where would use a challenging tone when you're coming to a commitment more consequence consequence what happens if you don't do anything what if you don't do anything about this and your hearing gets worse like what would you do at that point what if you don't do anything about it see that's a challenging tone I'll show you some different examples of that that's more of

our consequence questions that I'm going to start showing you today okay then we have we have a concern tone we a tone that shows more empathy now where would we use a concern tone possibly I even kind of used it with you when I was probing when I was like oh how how long has it been going on what what tone did I use a concerned tone what's that doing to you now why would I use a concerned tone in that situation why not say this how long's it been going on for oh what's it

doing to you oh nothing it's not that bad but I'm like what what's it what's it doing you remember your tone is how the prospect interprets your intention behind every question you ask so she would interpret that as what he cares he or she cares for my situation now if a prospect feels that you care for their situation what is that doing building massive trust raising your status here's one thing we all have to understand it's going to sound completely counterintuitive what you might have ever heard prospects do not buy from people they like they

buy from people who they trust can get them the best result if they like you that's just a bonus you love Grandma but you're not necessarily buying from Grandma if you know somebody else you might not really like them but if you trust they can get you a better result who are you going to buy from even though you love Grand Grandma you love your neighbor who owns a local hardware store but you're still buying your your your supplies from Amazon you don't necessarily love Jeffrey Bezos maybe you do but you trust Amazon can get

you a better result see now that that's a great book from 1936 with Dale Carnegie where he talks about people buy from people they like but that's 1936 we are in 2024 social media ads billboards TV commercials trying to sell us something you wake up in the morning besides going to the bathroom what's the first thing you do what's the first thing you do besides going to the bathroom you get on your phone you get on social media and what do you start seeing ads trying to sell you something you walk into your your uh

your living room or your kitchen you start pouring your coffee you turn on the TV what do you see commercials trying to sell you something you get in your car you turn the radio what do you hear radio ads trying to sell you something you drive down the road you see these big signs on the side Billboards trying to sell you something you get on social media again probably two minutes after you get in the office and you do what more ads trying to say something then you go to lunch and you see your aunt

pitching her latest greatest MLM see you were constantly being sold to all of the time that wasn't the case in 1936 because of that new phenomenon as human beings we have built up defensive mechanisms in our survival part of our brain that every time we feel or hear someone that we feel is trying to sell us something we go into what fight or flight mode we stay guarded okay our tone is how we get them to lower that guard so you always have to remember now that doesn't mean you can be mean to people and

they're still going to buy okay but people your prospects will always buy from the person and Company who they feel can get them the best results now how do you get them to feel internally that you can get them the best result by building trust if there's no trust they don't feel you understand their unique situation and if they don't feel you understand their unique situation they're going to buy from someone else okay even if if they feel like you understand their unique situation they're still going to buy from you even if your products if

your t or 20% more because they feel like you can get them the best result then we have the good old playful tone Oh just trying to stay out of trouble you getting into trouble over there that's a playful tone so I want you to pay attention when we go through some of these questions today that started develop for you about which tone I'm actually using and we're going to talk about why I'm using that tone in that context in that situation so when we do these questions we're going to roleplay some I want you

to pay attention to these three things I want you to pay attention to my tone I want you to pay attention to my facial expressions and I want you to pay attention to my body language and then I'm going to break it down for you what I just did okay remember what are we focusing on numbers game or Skills game which one makes us more sales helps more people SK Skills game okay now what I'm also going to show you as well are other things these are called verbal cues okay now verbal cues help you

bridge from question to question now another big reason why when you ask ask questions your prospects give you vague generalized surface level answers is because you sound what scripted you sound like a salesperson right they feel like they're being interrogated so they emotionally shut down so I'm going to show you how to bridge from question to question using verbal cues examples of verbal verbal cues are like ah okay right really okay now about every 8 to 12 seconds there's many others but 8 to every 8 to 12 seconds in a conversation when the prospect is

talking we want to use a verbal CU uhhuh now we're I'm just exaggerating you're not going to do that every two seconds it's going to sound weird you ever get on a phone call and you just talk for three minutes straight and they don't make a sound and you say what are you still there you don't feel like they're present in the conversation so these help you cause the prospect to feel that you are present in that conversation because who's who in here is dating somebody or married what's a big complaint you get sometime when

you're when you're when the other person's talking you're not present right so if the prospect doesn't fill your present is that raising my status or lowering my status Lower Oh see it all time it's just communication 101 okay now I also want to Bridge using those oh okay and what happened then oh she told you that really see I want to use a verbal CU to bridge from question to question verbal CU question I have to bridge from question ah and how long has that been going on for because what most salese do because they've

never been trained this is you ask a question they answer and then you do what you set back you pause for a second or two cuz you start to what well it's a what else is I'm going to ask next you don't know what to ask next you pause a second or two and you're like okay cool awesome uh let me ask you or oh gotcha gotcha gotcha gotcha I wanted to ask you and what does that sound like scripted you're asking a series of sales questions so the prospect starts to stay surface level you

see how now if I verbal oh okay what happened then well that's been going up for five really ah but what happened next though see now it feels more what conversational it feels like they're talking to a best friend somebody they already trust and does that raise my status yes okay you see what we're doing now I'm also going to show you this verbal pausing and verbal pacing now anytime with the questions I write up here that you see there's like three periods in between the words that does not mean I don't know punctuation for

you spelling be Champs out there spelling be Nazis okay that means I'm showing you where a pause verbal pause remember remember I said earlier one of the biggest reasons your prospects give you vague generalized surface level answers is because you ask the questions too fast and they have no time to internalize and think deeper about what you're asking so the way for me to Pace that out is I use verbal POS es in between some of the words that causes your brain to hang on to everything I'm about to say you know two people that

are really really good at doing that does anybody know who Tony Robbins is anybody ever seen him on YouTube Gone to his events do you ever wonder why he comes out on stage and he talks he just talks like really really fast and then he just stops two or three seconds and then he asks a question and everybody's like they just start crying he's been trained in verbal pacing verbal cues and verbal pauses is any anybody born with those skills anybody born out of your mother's womb with verbal pacing skills probably not another great person

who does that really well now I don't get into politics I'm like right down the middle like an independent voter that doesn't vote half the time because they think they're all crazy so when I watch politicians I watch them how they communicate okay and one really really good person that is has been obviously trained in this category is uh President Obama when you watch him whether you've liked his politics or not when you watched him the reason why he moved audiences is because he was an expert and slowing down changing his tone for certain reasons

and triggering emotional drivers now the president now not so good at those things would we go whether you like his politics or not we all probably not as good as President Obama right okay so you see where we're going to this so inq these are I'm going to give you a few examples of neq connection questions okay now connection questions remember neq stands for neuro emotional persuasion questions connection questions help take help disarm your prospect they take the focus off you and immediately put it on them and it also helped get your prospects into results

based thinking over price or cost based thinking okay so I'm going to show you a few examples of these now let's say in this example instead of using questions okay so tell me how it works I I've got a a brief brief introduction from from Jared I know we trained your industry I just we have trainers that do more of it than I do um but tell me how it works you're the hearing coordinator they might come in they have an appointment with you they've already talked with somebody to book the appointment is is that

what I be right on there and so where do you meet him do you meet them right in the lobby do they get brought back to your office somebody tell me what usually happens to our office Brad back to your office are you sitting down standing up when they come in you're standing up you're standing up to welcome them okay so instead of saying hey how's it going today which is okay okay I might say hey hey uh Hey welcome into the office now do you guys have notes on any of these people on why

they're coming in and what would those notes say they're going to be different for everybody but how detailed are they what would you know us are pretty detailed we know their age know why they're coming in okay what would be a big reason why they're coming in like what would the average person person what would they have on that form usually they got a fly in the mail okay but but would they would the person who booked that appointment know maybe a little bit of their problems like they're having a hard time you know maybe

they're younger and they feel like they might lose their job because their hearing's bad or just random stuff like that yeah we know um why they want to come in what they want to try to fix they want to get better help with okay perfect so that's all going to depend on what I see on the form but the first question out of my mouth is getting them into that results BAS thinking okay so I might say Hey you know welcome into the office go ahead and come on in okay so I was reading your

notes I was reading some notes that you had given to to Tiffany at the front office uh when you booked the appointment looks like you came in to I guess possibly look at uh maybe some different hearing aids to so you can hear your grandkids a little bit better right what did I just do where did I put them in what frame answer about looking at getting hearing aids so you can start hearing your grandkids better right emotion I get them into remember I'm not selling the hearing aids I'm selling the results of what the

hearing aids does so if they put you know if on the notes they said that they're having a hard time hearing their grandkids I just want to add that in see so here's the formula looks like you came in to look at possibly getting hearing aids so you can and you're going to repeat back the result of why they might want the hearing aids now are there some times where that's not really written down it might just be responding to an ad we don't really know why they're coming in so then I got to be

more generalized I can put uh about looking at different options for hearing a so you can hear better right see that's a generalized statement I do I want to be generalized if I don't have to be no I want to be as specific as possible based on their notes because for some person uh maybe it's maybe they're younger and like I said they're having a hard time hearing and they feel like they might get fired so what I want to put that at the looks like you uh came in to look at at some different

you know some possible hearing aid options uh so you I think you'd mentioned like you want to get promoted in your job right see I'm getting them whatever the end result is for them if I kind of already know it is everybody with me on that now why would I see the words possibly getting your that's a neutral word why wouldn't I be more assumptive there and say looks like you came in to get hearing aid so you can hear better what would some people do well I'm just I'm still looking around I'm not ready

to buy today and what do we just trigger we literally just trigger the wall to come up all I have to do to not trigger that is just put the word possibly there because they will never say nope I'm not possibly looking to hear better they just can't do it that you might be looking for like might be possibly maybe I wouldn't say maybe in that context I would say might be or possibly now you can't use the word possibly 67 times in that conversation cuz that's going to sound what like a technique kind of

weird and as I build a bigger Gap throughout that conversation I'm going to use those type of words far less right because I built more of a gap they I've helped them relive their pain or have a fear of future pain and now I can be more sump in a different way I'll show you what I mean by that but that word the neutral word there causes my Prospect to let their guard down they're always going to say yeah right no one will ever say no I'm not possibly looking for that they just won't do

that okay see how I can cause the prospect to keep their guard down by just putting in neutral languaging there very simple to do okay so take that take a look okay it looks like you came in to look at possibly uh look at different hearing age options so you can and just repeat back whatever the form says if it doesn't say anything so you can hear better right just be generalized try to be as specific as the form allows you to okay all right now my second npq connection question now how many of you

use this question so what brings you in today now some people will just spill their beans and they talk for seven minutes but do I want them to spill their beans and talk that long at the beginning of the conversation why would I not want that control they're in control and and that's not necessarily a bad thing but number two when a prospect starts to Rattle off for three four five minutes guess what happens in their brain it becomes unorganized and they start going down paths right you I know you guys have heard this like

oh I'm just suffering I'm just having a lot of hearing a problems you know and then eventually 3 minutes later they're talking about their Grandma who in 1972 evaded Vietnam and then had them and like they're just all over the place am I right and where does their brain go their brain is now unorganized and uncertain and then you don't know what to probably ask next do you because they spilled all their beans before you could even ask them any questions and now they're not opening up so if they start going off tangents uh what

would be like a let me well let me give you an example can you come up here real quick sure let just see where this conversation goes so let's say if I use this question that some of you might be in and just kind of go off with what the average Prospect says and just start rambling it's interesting that I'm up here role playing with you with this particular thing because this is my favorite thing to ask once I've set it up properly so I just want you to be like the average Prospect you ask

that question they just start rambling and I want to show you how I'm going to interject and ask the next question now what is a good question that you need to find out about their current situation that you would normally ask maybe in a few minutes after this in a few minutes what's a question I not as the prospect which is a Sal question to find out what their real situation is with they hearing generally once I've gotten them into a spot where we' sat down I've looked over some of their intake paperwork and this

may help you too is we all have intake paperwork that they fill out they'll highlight our PCC is supposed to get a good amount of information for us to use I'll typically have brought up something that they've stated as their goal like you say I I see on the form here that you're having you're struggling a little bit like at events like being able to hear if somebody's talking to you you know more than 10t away can you tell me a little bit more about that I mean could be random right right what's that M

closer thank you see you're qualifying to her I like that it's good okay so so what brings you in today well uh my hearing isn't what it used to be and um I think you know as you get older you know everything's not working as well as it was you know I um found that I'm not able to hear as as maybe as distinctly as I I used to be able and I want to find that out you you mentioned a second ago that your hearing wasn't what it used to be what what did you

mean by that specifically well when I was younger I used to stop what did I just do I'm interjecting now I'm there's a difference between interjecting and interrupting interrupting is oh well let me tell you about me or let me tell you about what we could do for there interjecting is asking for more clarification your prospects will never get upset and I want to know that but you mentioned a second ago that you your hearing's not what it used to be tell me can you what did it used to be and now I just reframed

him back to where to back more being organized about the problem and issue I see what is the biggest reason why you get objections do you know why is it the prospect's fault or our fault you get objections our fault why value we failed to address actually that's good psychologically it's because we've triggered uncertainty in their brain and when a human being is uncertain they don't what they don't make decisions okay when a human being is certain about what you're offering what does that mean that they're certain in what you're doing and how you can

help them I have to trigger certainty so if I let prospects ramble off on just things that have nothing to do with their problems and how you solve them their brain starts to become what uncertain which leads to what objections because they're rambling so much they're not even really opening up to your questions and when you try to ask some type of closing question they give you I need to do more research even though they're about to go deatha that make any sense right okay thank you for doing that does that make sense how you

can interject and reframe them back on the path to get them where they want to go that's just an example of that so instead of maybe asking that question I want to be more specific now why would I ask them so this is a little tweak I might say so where where did you actually how did you find us now would I already know that how they found us okay so you're not going to ask that question so here's what you're going to ask okay now if you didn't know would you know on every Prospect

how they found you no okay so the ones you don't you would simply ask walk me through cuz I've got your formul how did you actually find it why would I want to know that information possibly but it gives me a better what an overview of what's going on because they might have said well my aunt uh bought you know this pair of Hein AES from you a couple years ago and she said you guys are really good at what you do that's completely different than them saying Oh I don't know I just looked it

up online and I'm just looking around at at different hearing a companies those that tells me two very different things right but if I didn't ask that question I don't understand that I'm just guessing remember we don't want to throw the bucket of mud against the wall hoping and praying that something we say is going to stick I want to know what mud I need to throw on the wall because they've told me so I know what mud to throw on the wall is going to stick I'm not guessing remember I don't want to take

the hoping drug okay so if I saw that they came in on an ad from social media what would I ask hey so hey when you saw the ad on Facebook what was it it that they were going over that caused you to you know want to want to look into this further now what are the ads on social media even say give me an example somebody tell me are they all different what do they say is it is it a video of somebody is it what's going on do we have a microphone somewhere here

what is it I like this front table you guys are engag okay so it says $6,000 benefit do you that's all it says what's that do you have reading in your ears Ah that's okay so hey so so when you saw the ad where they were talking and asking about like ringing in your ears besides the maybe the ringing in your ears what's caused you to you know want to look into this further now why would I say besides you might have ringing in your ears what caused you to want to look into this further

why would I say that why would I ask it that way it's a leading question okay but because if I said what was it about the ad that attracted your attention like well you were talking about ringing in the ears okay but I want to find out more about what's behind that okay because that gives me more what understanding of their situation if I don't know that once again I'm guessing and guessing is not a winning strategy if you want to be really successful in sales like at the very top okay now here at this

point okay now let's say this is your third connection question we'd probably modify this but this is just based off the the 45 minute conversation I had with with Jared now I want you to pay attention to what I do here this is what we call a status frame okay because I would never want to say something like you know at the end of the conversation if uh if you feel this is a good fit for you and we feel you're a good fit for our hearing aids we'll show you to get started fair enough

sounds weird and what is a prospect going to do even if they say yeah yeah what are they going to do what are most prospects going to do do they genuinely believe that if they're like hey here's my credit card I'm ready to buy nope I'm sorry you're not a good fit for us so sorry they don't believe that so you don't want to use questions like that or say things like that because you lose what trust have you ever had a sales person says you know if we feel like you're a good fit for

us we'll show you what to do next did you believe that if you gave them the credit card they would turn you down probably not right okay so you don't want to ask questions like that so here's what I want to do what I want to actually downplay what I'm doing yeah and in this this meeting today it's pretty basic it's really more for us to understand kind of you know where your your hearing is now as far as like how your your brain processes speech and background noise compared to maybe where you're wanting that

to be to see what that Gap looks like now what did I just do there now we'll modify this question here for sure this is just off my knowledge from Jared now why would I downplay the meeting why would I say this is going to be a great meeting and we're going to why would I want to downplay it what does that do in the prospect's mind yes why would it put their guard down exactly because if I'm all excited now does that mean you shouldn't be excited about what you sell no but you want

to keep that to yourself you want to keep that in internal okay you don't want to you start showing too much excitement too soon prospects guard goes up just like your guard goes up when you go to a car dealership looking for a car and the car Sal when comes out they're really excited you're there what do you do guard goes up I don't want to compete against the guard I why would you want to sell against the guard just keep the guard down it's much easier now what did I do with my hands here

yeah today's pretty basic it's it's really more for us to find out or understand kind of where your hearings at now where did I put my hands where your hearings at now why would I put it down here why wouldn't I put it up here ah what did I just visually put in their in their mind that there's a gap but if I started here and then I went to here not much of a gap it's really more I see a lot of people do this it's really more for us to understand you know kind

of where you're at now with your hearing and and kind of what that looks like compared to where you want it to be and I'm like that doesn't show anything so I've got to be concise see how my body language can imprint things in that prospect's brain okay so take a look where you're hearing is at now as far as how your brain processes speech and like background noise compared to maybe where you're wanting that to be to kind of see what that Gap looks like see what I did now what am I going to

do now because I want them to understand that there could be possible next steps at the end okay I want to seed that in their mind why would I want them why would I want to seed that in their mind somebody tell me why would I want them to see that in their mind that there could be next steps for them at the end of that conversation yeah see a lot of times we just confuse prospects they just don't know what the next step is because you don't tell them a lot of times they just

tell you things like well this looks good maybe I need some time to think about it because you just you didn't implant that there could be next steps now I'm not going to force that on them okay I've got to build a gap where they basically do what sell themselves okay yeah and at that point if you feel like hey this might be what you're looking for you know we can talk about uh possible next steps as far as which hearing aids would cause you to hear the best would that help you if we did

that for you and at that point if you feel like hey this might be what you're looking for we can talk about possible next steps would that help you you no it would not help me to talk about possible next steps what words did I use that were neutral there if you feel now why would I say feel rather than think you want emotion remember what side of their brain do I want them to stay on emot their emotional side when I start using words like think do you think this could be the answer where

am I switching them to logical side you probably didn't even realize that just that one little word can cause a prospect go from their emotional side of the brain to The Logical side and then they start thinking it over okay now at that point if you feel like hey this might be what you're looking for we can talk about possible next steps as far as like different hearing a options that could cause you to hear the best would that help you if I did that for you no would not see they won't do that they

like yeah that would help okay see how I'm getting that buy in there now why do we say would that help you if we did that for you who's qualifying to who would that help you if if we did that for you what type of tone did I just use kind of like empathy would that help you if we did that for you okay see I'm using my tongue you with me so far okay now there's other connection questions there's a couple more that we would ask okay but we don't have time to go through

all of that today situation questions these help you and your prospect understand what their real situation is now here's the here's the problem if we can't help the prospect understand what the real situation is because remember we talked about most of them don't really understand what the real situation they they kind of understand I can't hear well but they don't really understand the root causes of what causes that they don't understand the consequences of what happens if they don't do anything about that would we be right okay so if we can't help the prospect understand

what their real situation is how are you going to build a gap to where they want to be if they don't really understand where they're currently at that would be really hard but if you tell them what their situation is what's that going to do one of your out the other because you're what you're biased you're the sales person right so I can't tell them my questions allow them to what tell themselves and when a prospect tells themselves it's true when you tell them maybe it's not true because you're trying to sell them see where

we're going with this remember we want to get the prospects to sell themselves rather than you trying to do all that work because you're not the one that has the problems again remember okay now they're also to help you understand what the real situation is why do you need to understand the real situation you know how best to help them you know how to best to help them you know how to position everything else if you don't understand the real situation you are guessing and guessing is not a very good strategy if you want to

really do well in sales and help more people okay so these are very important questions and these are more these are more logical based questions because we're finding out facts so these are more factual based questions there's not a lot of emotion in these yet possibly I can show you how to do that though now you had mentioned that you might see something on the form give me an example of what I might see on the form can you tell me to have the micro or somebody tell me what would I maybe see on the

form yeah right there ma'am can you yeah do you have a hard time hearing your spouse okay that's what they put on the form okay I see on the form that you had mentioned you might be having some issues your your spouse might having some issues uh uh you might have some issues with hearing your spouse can you tell me a little bit more about that what tone did I just use it's kind of a curious slash concerned Why why would I use kind of a curious tone but a little bit concerned because this is

your sale is one of the emotional most emotional things you can sell not having their hearing it's very very emotional okay so I you've got to come across that you are concerned for them if this doesn't get solved because what if they don't get it solved how is their life and their family's lives affected by that right big responsibility on your shoulders as a hearing specialist a lot of it it a lot of it just depends on you your communication skills whether or not their life changes and their kids lives changes and now they can

have memories compared to them not having those memories that stuff I take personable I I take that like on my shoulders like it's my job to communicate that because if I can't problems stay the same nothing ever changes for that Prospect okay so see here in the form that you had mentioned that you might be having some issues with what else hear in church with being able to hear in church can you tell me a little bit more about what's going on now why would I want them to tell me more about that why not

just accept that that they're having issues Hearing in church who cares pain yes yes what else the preach quiet remember what are the two biggest emotional drivers that cause a human being to want to change pain or the the fear of future pain if we cannot help our prospects relive their pain of those problems or have a fear of future pain they don't feel any need to what change and if they don't feel any need to change they're going to give you what objections and they're not going to buy now sometimes when I when I've

done these Keynotes somebody will come up to like Jeremy I just I have a hard time asking questions I don't want them to feel pain right some of you might be thinking that I don't like to ask questions where they tell me they're pain I feel bad can I make a suggestion to you if you don't help them relive their pain they will never feel any need to change and if they don't feel any need to change they're going to end up losing their hearing and whose responsibility is that ours that's ours so is it

better to help them relive that pain where they want to change or not have them feel any pain where they don't want to change and then they end up losing their hearing see pain is good okay relive their pain or the fear of future pain so that's why I want them to can you tell me a little bit more about that and then when they tell me more I want to clarify and probe off that I don't want to ask service level questions so besides the blank what other hearing issues are you dealing with right

now so give me an example of of you said somebody said that the okay somebody said that they can't hear in church and they start telling me all the issues that they can't hear in church do I just want to stop at that why wouldn't I want to just stop with that and just go with that oh the way we can solve you so you can hear church is this way why would I not want to do that why would I want to keep finding more issues what does that do to the Gap way bigger

because here's the thing if you only help the prospect feel that they have one problem what could happen there they might think that they might be able to solve that problem on their own possibly but if I can help that Prospect start to understand that they have two or three or four or five or six other problems and the Gap is that big even if there's one problem in there that they feel like they might be able to solve they're still what for the problems that there's no way I could do that so they still

buy so the more problems I can get the prospect to see that they have not by telling them but my questions and them allowing didn't see that themselves the bigger the Gap the more urgency for them to want to change there's that word change again that means they don't really give you many objections and if they do give you a basic concern it's very easy to help them overcome it because the Gap is so big okay you with me on that what were you going to say there um some of our questions are actually also

me you know we help with communication yeah so some of our questions is like is the television too loud for your spouse or your family members now walk me through this when your spouse and family members are watching TV and you've got it on what volume to put it on Bill how are they reacting to that rather than what was the question the question you asked was close-ended well I guess what I was getting at is not only bringing out their pain but bringing out the pain of the family yes because not only do they

want to move away from their pain but because let's they don't want their family to have the pain as well so that's like a double whammy that's really good that's really good excellent actually so besides so besides your TV being so loud that you're wife is throwing things at you and the kids don't want to be in the room what other hearing issues are you possibly dealing with with well I'm also dealing with okay see what I'm doing there everybody with me on that how I'm broadening that I'm helping them find out who am I

helping find out what the real situation is them their brain is now organized and certain about their situation and now I'm certain about what issues and problems they have so I know how to position everything else after this okay if I don't I'm guessing again guessing is not good okay and then okay and how how often is is that actually happening though okay see repeat the actual problem see that's a what we call it's a clarifying question now why would I want to ask them I'm getting into the weeds but this is really important why

would I ask them how often is that happening why on Earth would I want to know how long this has been going on for adds more pain why does it add more pain because then they realize that man this is bigger than I thought yes he hit it right on the head if I don't ask them how long it's been going on they don't recognize that it's been an issue or problem for a long time they've really never thought about that right theyve kind of thought about it but when they start thinking about it now

they're like holy crap I've had this issue for seven years and it causes them to start questioning their way of thinking of not changing see everything I'm asking here is seeding what change change that it's far less risky for them to get the funds get the hearing aids and their situ ation changes they get what they want then it is for them to do nothing at all the problems stay the same and nothing ever changes which is more risky see remember it all comes back to human beings selling is all about change yet human beings

don't like change so how do we help them overcome the fear of change everything I'm showing you here is seeding one thing that is far less risky to change than to stay the same overall all right starting to get subsize this okay now let's keep going on now probing questions now while they're answering and I did this with you you probably noticed when you started talking okay I simply said oh how long has that been going on for what type of tone concern what did my facial expression communicate how how long has that been going

on for why would I put my hand on my chest what is that body language emot it it causes them to feel what that I I have empath I'm empath empathetic with it women are a lot better at doing that than men we have to train men how to like how to have more empathy women naturally have more empathy use that to your advantage it helps your prospect okay how long has that been going on for okay remember your tone is how they interpret your intention behind what you're saying and asking remember that example I

did out here with the teenager how it felt when I did this compared to this okay all right and then I might lean how oh so that's been going on for S years has that has that had a impact on you what if I said it this way so that's been going on seven years has that had an impact on you H not really I said the same words what was the difference the way so you've been having this issue for seven years hases that had an impact on you ah it's not that bad so

I mean this has been going on for seven years has that had a has that had a impact on you what did I just do what was the difference what did you feel emotion emotion concern how did I do that because remember I verbal Pac the question out that causes the prospect to do what internalize and think deeper about what I'm asking and because I ask that in a concerned tone they feel that I'm concerned for these consequences which builds more trust see how this all is relatable okay all right now problem awareness questions let's

keep moving on here I'm going to run out of time in three and a half hours so problem awareness questions now that we understand their real situation now there's other situation questions that we would we would do for your industry when I have if I had more time with you guys uh but once I understand their real situation and they understand it what do I have to now do I have to start building that Gap even more I'm mainly doing that in what's called Problem awareness questions now this is helping them understand what the real

problems are but more importantly what is the root cause what's causing the problem see most salespeople can get a prospect to tell them one problem remember I want to have the them tell me three four five problems but more importantly I want them to understand what the root cause of those problems are and then more importantly how those problems are affecting them personally why would I need them to understand how their problems are affecting them and their family's lives personally what does that do adds pain it adds a lot of pain what else does it

do somebody tell me's makes it personal it makes it specific to that yes they so their mind is certain remember objections are triggered because of uncertainty uncertainty is triggered by the sales person okay not the prospect if we can't keep them engaged we lose that they start thinking about the weather they start thinking about the dry cleaning they got to pick up and they tune out and at the end they don't have certainty that's why they delay to making decisions okay all right let's take a look at a few problem awareness questions now let's say

in this example that they already have hearing aids do you ever get that where they come in with hearing aids they've already had hearing aids maybe they've had them for 10 or 15 years maybe they're in their their mid 80s or 90s they've already had hearing aids okay yeah is that that happens okay so what would I want to do so I mean you've had XYZ hearing aids the last three Last 5 Years I mean those are those are fairly decent I mean besides blank what's caused you to feel like those aren't good enough for

you what caused you to feel like you might want to look at something else what's caused you to feel like you might want something better now why on Earth would I ask that question that way because you might have been taught this can you tell me a couple of problems you're having with your hearing aids you ever asked a question like that now if they're a lay down they're probably going to open up to you what if they're not a lay down sale what do they say nothing they're great oh they're they're not that bad

they're pretty good but why would they say that even though they booked an appointment to come see you it's a very sterile line of questioning yes it's vague and it's too generalized so I'm going to get surface level vague answers but see how this is specific okay so you've had XYZ hearing aids the last three years I mean those are those are fair fairly decent now why would I say those are those are fairly decent why wouldn't I say those are great hearing aids they would I don't need to reinforce it but I also don't

want to say those hearing aids are horrible so why would I say those are those are fairly decent what did I just SE in your mind when I said those are fairly decent what would I se in your mind doubt do you see because if I said those hering AES are horrible they might say Well they're not that bad and they get defensive and what did I just trigger the wall oh my gosh but if I'm like yeah those are those are fairly decent I mean see how I seated that simply by using my tone

that's more of a skeptical tone that's underneath challenging I don't want to go too far in the weeds but see how I can see doubt and not trigger sales resistance from them simply by using my tone and change it to more of a neutral statement yeah those are those are fairly decent so I just triggered I triggered doubt in their mind that I might know something about those her nades that might not be so good that they don't know and what does that cause them to do question could be be more open to what I'm

offering but it mainly seeds doubt see how I'm constantly seeding doubt but in a way that opens them up that doesn't trigger sales resistance okay now why would I say what's CA you to feel like you might want something better or what's caused you to feel why would I say feel why would I say think em remember emotion well the reason why I feel like they're and now they start telling me why they want to change but more importantly who are they telling why they want to change themselves themselves see how we're getting the prospects

to do all the work rather than you do all the work okay there's more to this just showing you a few basic examples okay now let's keep moving on here's another one instead of that question let's say I could ask it this way now this is just a different example of it okay now to ask this question you have to really learn tonality remember the skills game and you have to learn verbal pacing cuz what if I asked this question back here like this I mean you've got XYZ hearing aids you've had those the last

three years they're fairly decent besides not being able to hear so well what's caused you to feel like you might want something different oh I'm just kind of looking around why when I ask the question too fast the prospect's going to give me a knee-jerk surface level answer I give them no time to internalize do you see the difference same thing here so are you 100% satisfied with the results you've been getting so are you 100% satisfied with the results you're getting from those hearing aids what did I trigger what did I seed why would

I say 100% why not say are you are you satisfied with those hearing aids yeah they're pretty good but when I add in the word when I add in 100% why would I say 100% because nobody likes 100% of what they have think about the person you're married to or dating on a long-term relationship in the first couple months you thought they were the angels on high they do nothing wrong they're so they're so perfect I love them so much and six months later you're like I don't really like when they do that so annoying

see you're human you will never like a 100% of anything you have or buy there always something you want changed or better so if I simply put in the word 100% it changes what they think they might like those but if I simply say 100% more than likely they're going to say well I wouldn't say 100% not 100% what don't you like watch what I do here so are you 100% satisfied with the results you're getting from those what type of tone did I use kind of skeptical concern okay now see my facial expressions well

I mean I mean they're good but I I wouldn't say 100% not 100% what did I trigger if I don't use 100% they're either going to say yes or no but if I say 100% they start to internalize what doubt that there's something they don't like well I don't like what would they maybe say they don't like give me an example noise what I can't understand a noise I can't understand noises when I go into a room and there's music they could say that whereas before they might have said no they're pretty good right because

when I say 100% it causes them to think about things they don't like hold on not 100% what don't you like well I mean don't get me wrong they work pretty good but I've noticed when I go into and they start to tell me something they don't like and who are they also telling that themselves okay this is how we get the prospect to persuade themselves that they want to change let's keep going here okay how about conducting the hearing test okay I took this from some of the stuff that Jared sent me on this

okay now some of this you're just talking here real quick but I want to show you a few things so the next step is to test your hearing and and your now if I don't pronounce this right don't get angry at me okay the numbers at the top are the tones now from left to right they they go low to low tones to high tones kind of like the keys of a piano now the numbers on the side are volume levels in the forms of decibels as the numbers get smaller The Sounds get softer so

we're going to play sounds softer and softer Mark where you barely hear those sounds what I be right we're right on Pace I'm I've just taken this from some of the scripts okay now here's where I want to start seeding what doubt doubt that they might have problems that they didn't know they had okay all I can do when I'm talking is change my tone to trigger that if I'm just reading the words okay now right here at zero this is what is considered 2020 in the hearing world if the marks if the marks were

you barely here in the green area well you're you're you're doing okay for now for sure now I added in the word now you're doing okay for now yeah what does that do what does that seed seeds of Doubt for their future and the permanence of their hearing as it is yeah because if I don't put in the word now you're you're doing okay that doesn't really seed that there could be problems down the road if they don't what do something about it now you see I'm seing that just by putting their you're you know

you're you're doing okay for now and what type of tone did I just use conern concerned cuz if I don't do that where you barely hear in the screen area that means you're doing you know you're doing okay for now for sure that doesn't say anything just a straight monotone voice but the concern tone seeds that there could be future problems that triggers doubt see what I'm doing here okay now if those marks now now if those marks are from this point though to this point that's one of the biggest reasons why people come to

us wanting hearing aids this is where we can help you the most now why did I sigh at the beginning of that now if those marks are at this point to this point what does that sigh do a little bit of pain add a little pain a little bit more doubt okay now why would I say this is one of the this is one of the biggest reasons why people come to us wanting hear inates what does that do to my status does it raise it or does it lower it it raises it why does

it raise it CU you hand it shows that you handle this problem every single day you obviously must be really good at it yeah this is probably one of the biggest reasons why people come to us wanting hearing aids and this is where we can help you actually the most okay now let's keep going here now once you fall into this red area it just becomes a question on how much can we actually help you at that point what did I just see now if it falls into this red area it's just a just becomes

a question on how much we can even help you at that point fear future pain what am I triggering what am I seating fear fear Fe fear of future pain right fear of pain right now I'm seeding all of that Ur okay sense of urgency see how I'm I'm doing everything with the way I'm shifting my tone I'm using the same words on your script I'm just shifting my tonality okay now I would tweak some of these things on the script but just by changing my tone I can trigger different reactions okay now this last

one here because I didn't put it on here um can we can we raise that up where it says uh if your hearing gets into this profound range Jared do you mind just on there the notes um go back could be trouble okay can you just go back to it I'll I'll make something up what's the next one now once you get into this profound range now what does profound mean I read that I'm like what do they mean by profound I didn't Google it what does profound mean profound in Most states is legally would

your prospect know what that meant though profound was explaining ah okay be careful about using words that are industry lingo words that most the a if you said oh if you're if your hearing gets in this profound range I'd be like I don't know what the hell that means and I'm triggering what uncertainty okay so I want to make that now if your hearing gets into this range it's extremely hard for us to even do anything because that means you're well you're deaf and there's not much we can do for you okay or something like

that I can't see what I put my notes here okay let's keep going here now at this point I want to do a few things this is called an identity frame okay I saw in your script uh you like to do price conditioning which I love that so what I just did real quick on the plane over here is I tied your your price conditioning into what's called an identity frame okay remember I talked about learning how to frame the prospect's way of thinking that's allowed their situation the same I also can frame their way

of thinking that allows them to want to change okay so um so after I do that so you know good for you for for looking at at doing this now I mean I talk to a lot of people and you know some just don't really mind waiting until their hearing is in this range and then they have to spend like 12 15,000 Plus on hearing aids and then guess what happens yeah they still can't even hear very well so good for you for looking into doing this now now what did that identity frame do where

did I help reframe their way of thinking on doing what doing this now so let me do this again because there's going to be a question you're going to ask after right after it so you know good for you into you know for you guys looking at doing this now I mean I talk to a lot of people and you know some people they just they don't really mind waiting until their hearing is you know in this range and then then they have to spend 12 15,000 Plus on hearing aids and then they still can't

even hear very well I for you how come this is so important to you now though now why would I sigh there and you know some people why would I sigh there what does that communicate what does it communicate that you see this happen all the time okay now what am I also communicate they don't mind you know waiting until their hearing is in is in this range and then they have to spend 12 you know ,000 Plus on he nades and then they can't even yeah exactly they can't even hear very well what I

do with the price conditioning see I tied in your price conditioning now that's what you guys had on your script like 10 12 15 how much is your your hair nades normally how much are the most expensive hearing aids oh where did you get 15,000 it was on your script it exists okay okay so see how I'm price conditioning I'm just putting it right in the identity frame now see that seeds in their mind what the fear of future pain if they don't change now so I'm seeding that with their identity okay being able to

hear I mean for you how come this is so important to you now though now why would I say emphasize the word this where does their brain go what is this so for you why is this so important to you now though problem what is this the problems okay well the reason why this is so important now and they start telling you why it's so important now but who are more importantly they telling themselves now see how I can totally flip this and focus on and get their mind to think differently I mean for you

how come this is so important to you now though now what did I get their mind to focus on now yeah it's a what timing thing see I can I asked the same exact question but notice the verbal pauses those three periods and then I emphasize the word can completely change what the prospect thinks for you how come this is so important to you now though I mean you certainly sound motivated but for you why is this so important to you now though so I can completely shift your proc way of thinking by using verbal

pausing and emphasizing certain words some of you look like I just ran over you does that make sense to everybody you have any questions on that I can show you okay all right let's move on okay now there's other PR Orest questions that you'll that you'll ask I'm just showing you a few of these here now now solution awareness questions see once I've helped them understand what their real situation is I built a gap I've helped them find three four five problems they didn't realize they had that's not enough to make the sale I also

have to get them to see and feel what the future looks like once the new found problems are solved why do I have to do that some of you might have heard of future pacing right why do I got to get them to see and feel what their future looks like once the new found problems are solve what does that trigger in their mind certainty because if I only help them see they have problems but they don't see how I can solve those why would they buy I've also got to get them to see and

feel more importantly feel how their life is different once they can actually hear now why would I have to do that can somebody tell me why for me to to make the most sales I can to help the most people I've got to get them to see what their future looks like once the problem is solved and they can hear right here committed to do something about the problem well they can see what it feels like they feel what the future looks like and that causes more what urgency to change see it's all about it

all comes back to the word change everything that we're doing here now I'm going to show you this is what I saw in your script this is not a bad question I just want to reword it so I saw in it if you don't mind me asking has there been any particular reason why you haven't done anything about this sooner when you ask that question typically what type of answer do you get lazy oh I just been kind of lazy about it oh I just kind of what you got them in the right spot they'll

really they'll give you some power some people will yeah but why not get ask that at the right time yeah but why not get everybody to that spot that's what I'm trying to say what's that expensive to so they're just some of some of them are opening up right the easy ones I didn't people companies typically don't hire us to train you how to sell to the easy ones they typically hire us to be able to train to the other 95% be able to sell to them I don't have an issue right or they might

say that well I just didn't think I had an issue service level now if I Rel language it though to this so now watch my tonality watch my facial expressions so before you before you came in were you out there looking for hearing aid so you can get your hearing back or or what were you doing to to make sure you could really hear your grandkids now I'm going to get one of two answers typically or maybe three answers they might say what oh no we haven't done anything now do I just want to go

okay and go to the next service level question I want to oh what what's prevented you though oh what's held you back why would I want to ask that question there oh what's prevented you from doing that why do I want to ask that question in that tone objection okay what else somebody else somebody else back here yes what's that it's not a yes or no answer it's an open question it's an opening question if I'm asking is there any particular reason they could say no not really no I just haven't looked at it yet

didn't think I had a problem to surface but I'm asking more of an opened question here now so they say what I mean what's prevented you from doing anything about it see how I want to challenge their way of thinking that's what allow the problems to stay the same now I can't use a challenging tone in the first couple minutes because I haven't built a whatap no Gap but at this point can I ask some challenging questions more now I'm not being mean oh what's held you back it's kind of like a challenging SL concern

tone right can I ask more challenging questions at this point after I built a gap and they feel crazy problems yes okay because they're already open oh what's held you back or what's prevented you from doing anything about what's prevented you from doing that though well and then they tell me now they could say this I could ask the same question they could say yeah we've looked into it right now some might say yeah we looked into this hearing aid we went to this uh you know company would they say that too or they might

be more vague and they're like yeah we've looked into it now what would I want to ask next cuz do I really understand what they mean by yeah we've looked into it yeah we've looked at some different options what does that even mean why would I want to find out who they've looked at or what options they've looked at why what would that help me understand over here you guys have been quiet over here what's going on give them some Starbucks would help you understand what steps they've taken so far yeah because what I want

to understand because if I'm if I'm going through different hearing a options and they told me well yeah and I said who are you actually looking at or who did you actually meet well we talked to this company and that company oh those are fairly decent companies what held you back from going with them well the reason why I didn't go with them is because of X and because of Y and because of Z Now what do I know I know probably what their concerns or objections are do I want to know what their concerns

or objections are before they give them to me why so I can prevent them from happening in their mind remember I talked about in the beginning were you born with Advanced objection prevention skills do you see top 1% salespeople we're not necessarily focused on objection handling do you know what we're focused on how do we prevent the objection from happening in their mind do you guys love objections you just starve for them like oh I hope they give me the think it over and do more research and they need to talk to their spouse all

in the first 30 minutes so I can spend an extra hour with them and then hope and pray it's going to work out no you don't like it it burns you out right you have anxiety on a Friday when they said they need to think about it and you're supposed to meet with them on Monday and you're like I hope they buy I hope they buy I hope they buy don't you so I don't want to have I want to have control of that to help the prospect that doesn't mean you're never going to get

an objection but if I can prevent 50 to 70% of the objections you get Now by default I'm going to what make far more sales okay it just all adds up here so oh we talked with company X oh this I mean that's a fairly decent company what hell you back from going them remember that's that fairly decent now if I've already used fairly decent a few times am I going to use it there yeah I mean there they're not that bad what held you back from going with them see I can just switch it

yeah they're they're not that bad what held you back from going with them see I'm seating the same thing doubt that that might not be good okay all right let's keep going there's other things we have to ask there now let's say in this example here's where we're going to get them to focus on the future so let's say that we we come in you know we get you the right hearing aids like we do with other clients besides you just being able to you know hear your grandkids and and like you mentioned like be

a part of them growing up I mean how do you see these benefiting you the most though now what did I just do I repeated back the things they said they what wanted but I'm also finding out what besides those things what how they see it helping them the most though do I want them to tell themselves to me three four five six seven ways that these hearing aids are going to help them the most or just one way what's going to build the bigger Gap what's going to cause them to have more urgency to

change the more things they see and feel how it's going to help them the more likely they are to buy well I also seen it help me in with like when I go to concerts and I'm having a hard time like I don't or whatever they say see how they're telling themselves how they see your solution helping them the most is that something you possibly want them to tell themselves because if you tell them oh well our patients they see increases in this this and this that goes well one ear out the other cuz you're

biased you're the salesperson trying to sell them something okay let's keep going here now they're going to give me logical answers if I ask that question besides blank how do you see this benefiting you the most what would a prospect maybe say give me some logical based answers somebody over here because they're going to tell oh it would help me with this it would help me with that how about this table what would what would an average Prospect say well help me hear better help me okay but we already said besides you being able to

hear your grandkids and you're just repeating back what they said how do I'm already saying besides that how do you see that helping you the most I'd be happier with in what way well just with my ability to communicate with my family yeah then so they gave me the logical answer I'd be happier still kind of vague still kind of surface level so then I've got to get them to emotionally okay but being able to have that with your family what would that do for you what would it do for you personally well it would

it would get rid of a lot of the stress that yeah me and my life have been having how long have you had that stress in your life long time what's it doing to you guys hurting our marriage in what way well we just feel like I don't even know her anymore yeah how does your spouse feel about you being able to hear her better she wants me to yeah okay now why did I lower my tone in that concern tone when I said what would that do for you personally why would I lower my

tongue empathy empathy it's the same thing again okay then he tells me something and what did I do I probed off that see it's like peeling layers off an onion the more layers you help peel off the onion the more likely the prospect wants to change the less layers you peel off the less likely they want to change everybody's starting to get this now okay now let's keep going here then I'm going to ask I might ask a second solution wearen this question okay but how would it be different though mean you being able to

hear your family like you did 20 years ago I mean how do you see your life being I don't know like how would it be different than it is now though now what does that question do what does that cause them to see and feel see the future and feel see what the future looks like once new found problems are solved now if I said it too fast how would it be different though you being able to hear your family like you did a long time time ago how' your life be different than it is

now oh I don't know I'm sure be good you're just going to get vague answers surface level pay attention to my verbal pacing pay attention to where my face goes how I'm acting like I'm thinking about what I'm going to ask why would I want to look up and act like I'm thinking deeply about the question I want to ask what would what does that cause in the prospect's mind it it causes them to feel like I'm about to ask him a a deeper question a thought out question which causes them to what give me

a deeper answer you see where we're going here how would it be different though I mean you you been able to hear like you were 25 years ago I mean how would your life be I don't know like how would it be maybe different than it is now well the reason why oh I mean it would just be see and they start emotionally opening up okay concerned come now have you ever got an email or a phone call with the prospect you met with and they say something like this hey we really liked you and

and what you guys have had to say like really liked it but we decided it's just not a good time for this right now but uh we'll get back to you ready keep in touch raise your hand for you ever got something like that well what are you going to do now argue with them tell them why they're making a mistake and why they need to get the hearing aids how often does that work well numbers game it works sometimes right it's like golf who in here plays golf okay it's like your golf game right

17 holes you were not that good but on that one hole those couple shots cause you to get this like adrenaline rush and so you keep going and back and doing what playing golf right same with sales we get that one sale out of 20 that robotto works but it's a numbers game so we keep using it cuz we get that Adrenaline Rush that dopamine okay I just want it to work most of the time because I can help more people so if we get this what's the first thing we have to do get them

to what get them to what let their guard down to tell me what what their real concern is because that is that their real concern that it's not a good time to hear a SM screen is that is that what they're it's just not a good time for me to hear yeah it'll be better for me to hear in 10 years see that's not a concern that's just them being nice to you they have an objection they just don't want to tell you so I got to get them to let their guard down so what

can I do now first I want to call them if I get an email I want to call them first why would I want to call rather than just email them back it's more personal more personal and I can hear how they respond I can hear their tonality I can read their tonality okay right which is kind of out of the subject here now if I can't get a hold of them I can email them that or text them that so the first thing I'm going to do if they answer the phone hey hey Bobby

I got your email hey that's not a problem um can I um can I can I ask you something though sure why would okay this this is kind of in the weeds but why would I say can I um can I ask you something though why wouldn't I say let me ask you a question though and then ask the question I need to get their permission can I yeah let me ask you a question what and then you just bowl over with them be careful about saying let me ask you a question just asking a

question because your prospects will most of them will feel unless they're laid down that you're just bowling over them okay so can I um can I ask you something sure go ahead what did I just see just by my tone there that what I'm about to ask him is what really important so like yeah sure go ahead how can I how can I communicate to you that you you might be making a mistake without you getting upset with me oh sure I wouldn't get upset with you what do you have in mind let me do

this again pay attention to my tonality pay attention to my facial expressions how can I communicate to you that you might be making a mistake without you getting upset with me well I wouldn't get upset with you what do you have in mind now what if I did it this way can I ask you something sure go ahead how can I communicate to you that you're making a mistake without you getting mad at me well Jeremy I know it's just a big decision we don't have much money what was the difference I said the same

words what was the difference second one you came off know it all know it all and I'm going to trigger what defensiveness but the first one how did I come across that I'm concerned for their consequences if they don't do anything about this every time your PR like sure what what do you have in mind and then I doesn't stop there see now I've got them re-engaged I can't tell you how many sales I won because of things like this when I was in my 18e sales career cannot tell you how many prospects sent emails

or something like that and just by doing something like this re-engage them and then they bought okay now then I've got to loop back around after I've said this that you might be making a mistake without you get sure go ahead Jeremy then I'm going to use what's called a consequence question now this is just a kind of a generalized one that I put together we're going to come up with a few for your industry here in the next few minutes so I'm going I mean what if you don't do anything about this and your

hearing keeps getting worse how are you going to be able to hear your kids at that point what happens if you you don't do anything about this and your hearing keeps getting worse like it has been and now you can't even hear your grandkids anymore now what tone did I start with challenging and what tone did I end with concerned oh okay there's some questions you can start with one tone and then with the other just threw a little change up for you why would I want to start off with a challenging tone what if

you don't do anything about this why would I want to start off with a challenging tone in that context makes them think okay yeah makes them think what else I want to trigger what emotions their emotions so in that context if I talk a little bit faster with a challenging tone I trigger their emotions their emotional drivers what if you don't do anything about this and your hearing keeps getting worse like it has been and now can't even hear your grandkids at that point now why would I want to end with concern tone though that

pain anybody out here why would I want have the concern tone remember your tone is how what the prospects interpret the meaning behind why you're asking that if they feel you're concerned for this happening what I'm I'm building more trust I'm pulling them back in they're pulling me back in okay now give me an example of what you would put here what if you don't do anything about this and repeat back some of the the issues somebody tell me we're going to come up with a couple right here on the spot you lose your job

what if you don't do anything about this your what I say your hearing keeps getting worse what would I say just give me something as personal as you possible with your last sale what if you don't do anything about this and your hearing is keeps decreasing and your boss decides he can no longer have you on the job because you can't hear the trucks around you okay good but I want to narrow that down your ability okay good now would the average Prospect understand what you meant by that fully they would if of are you

sure because you explained that before what what other words could I use that meant the same thing that every Prospect would feel more than just hear like really big words what your understanding of speech okay but I want to make it sound like it's kind of bad understanding of speech is kind of your brain shrinks okay well let's come up with ver so we're right on the path keep keep here with this gentlemen you're on the right path but I want to use words that trigger emotional drivers not just words that are like industry specific

words that may or may not make mean much to the prospect compared to what it means to you because you understand all this they don't they understand this much compared to you right what if you don't do anything about this and think about your last pro pro instead of saying your cognitive what did you say I didn't forget wait what sorry what if you don't do anything about just think about one of your last prospects that bought from you what was their problem and the consequence if they didn't buy um that their their memories going

to keep clim okay and they said and why was having their memory so important to them now because they why not keep pushing it down the road hope it improves uh mostly spouses or their was getting over up upset or something what if you don't do anything about this and what put in the words and your spouse uh leaves what if you don't do anything about this and Mary feels like you're not understanding her and she ends up leaving you that could be right but do do you see but hold on I want to make

sure everybody understand this is really important am I going to use this consequence question right here on every single Prospect I talk to no why not because it it it they don't feel like you understand their unique situation I have to plug in what they said they wanted I have to plug in what they said not just a cookie cutter consequence question that was a really good one uh let's let's go with somebody else with another one somebody over here that hasn't talked right back there what if you don't do anything about this and and

you develop dementia what if you don't do anything about this and you start getting dementia what would your family do at that point memory care facilities are 8 to 9,000 a month oh I understand one pair of hearing aids can keep you out of it yeah what if you don't do anything about this you start getting dementia and now they have to put you in a Memory Care Facility A Memory Care Facility I mean what would be going on with your family at that point or something like that see how I see how I can

literally change the consequence question based off the answers the prospect gave me let's do one more real quick their pain and their consequence you get exploited I I'm not exploiting it I'm helping them relive their pain I have to I have to help them see what the consequences are if they don't do anything about solving it right there in the back of the room yes and we would want to plug that in you know you're not able to you know and you repeat back some of the task rather than cognitive function because I'm going to

say like the average Prospect doesn't necessarily understand what that means compared to what you understand that means so we have to speak in their we have to humanize it if that makes sense okay that's what I mean that's really good back there okay good okay now let's say if they come like oh no I I definitely have to do something okay here's a way I can pull them back in well I mean you certainly sound motiv I mean you certainly sound motivated but for you why look at doing this now I mean like why not

push it down the road like a lot of people do who end up losing their hearing now what did I just do there Well you certainly no I know I I definitely need to do something well for you I mean you certainly sound motivated but why look at doing this now I mean why not push it down the road like a lot of people do who end up what's a negative thing they don't want losing their hearing but be as specific as possible to the last Prospect you sold to what was their main problem like

the main thing they wanted to change rather than just you got to repeat back a negative consequence where they're like oh I don't want to be like that losing the confidence of the people who you work with because they can't trust that you're going to hear their instruction rather than just pushing it down the road and and now the people you work with don't even trust that you understand them if that was the thing see how I can plug that in now do I want to say two paragraphs of that no because then that would

what it dilutes the emotion out of the question it's too long it's fluffy don't ask fluffy questions where you ask two or three questions in one who's guilty of asking two or three questions in one question and then the prospect just answers one of the three questions you asked whose responsibility is that see what we're doing okay well the reason why I have to do this now is okay now not going to go through your presentations I'll let you guys uh to to look at that now we don't have time for that but after I

go through the present presentations after I now when you go through hearing it options are you typically showing them one option three options what are you typically doing on average just so I understand try to narrow down to a couple of options that are most applicable to them who's talking back there that's me oh okay okay I'm like where's he at so two to three different options okay so after I show them the two to three options I might lean in and say do you feel like this could be the answer for you or now

at this point I'm going to get one of two answers do you feel like this could be the answer for you yeah I do or they're going to say I do but and they're going to tell me their concern I do but I just don't know if I have the money for it so in the Pres you would have already brought up the the money for the hearing aids and all that stuff before this okay so they're going to say I do but and then they're going to tell you their concern do we want to

know their concern right here or just try to guess it yeah we want to know now now let's say if they're like I really do but I just don't know if I have the the $9,000 well money aside why do you feel like it is though why wouldn't I try to overcome the money objection right there why would we say well money as side why do you feel like it is though well the reason why I feel like it's going to help me is because of a b c d is it now more easier for

them me to come back after they tell themselves whites what they're looking for to help them overcome the money concern see how want to away well money iside why do you feel like it is though now if they don't raise a concern hold on why do you feel like it is though well the reason why I feel like it and then they start telling me and who themselves why they feel like it's what they're looking for see how we're getting them to do all the work and sell themselves now more than likely what I would

do for your industry is ask it in this way so let's say I I show them three options and I'm going to say which of these would you maybe lean more towards right so if I'm showing two or three options which of these do you feel like would help you the most most or which of these would you possibly lean more towards and they pick one why would I want to say well what caus you to pick that over the others oh I didn't think you'd pick that one what caused you to pick that one

over x and z well the reason why I and what are they doing telling themselves why this is what they're looking for see okay you're starting to get it now at this point okay now I might even ask well what specific aspects have we gone over do you feel like are really going to help you the most though that might be another commitment question I asked and then I've got to tell them what the next steps is do I want to get to the end and be like well what do you think well get back

to me uh you want to email me you want to get back to me next week and let me know what you want to do no you're not going to make any many sales doing that okay so I've got to tell them what the next steps is are well I don't really have anything else to go over with you it looks like we covered the the Bas the the basis of not Basics basis of what you're looking for to make sure you get your hearing back really The Next Step would be is we'd make some

type of arrangement for your blank you can use blank or blank and then at that point we would and then you repeat back what the next step is what is the next step after they pay somebody back here what's the next step right here I mean one thing I always use especially it's about the money or say well if it's really about the money what we can do is I'll give an extra 500 bucks off go with purple polka dots try to get away with those and then usually oh no I definitely don't want those

will go back to the my okay I got you so we're just the point is we're telling them what the next step is would be so what would the next don't say money what okay so what are you saying if we sold it we got to pick a color for yeah really the next step is is we would pick the colors you want now do you want pink polka doc or what do you want playful tone get some laugh get some laughing and then at that point we would set a date for them to come

in set a date for you to come in and then I'm going to ask would that be appropriate would that help you would that be appropriate just just like that that's it would that be appropriate okay just like that okay now you want me to show you how to help prevent the spouse objection we've got about 15 to 18 more minutes let me show you a few things like just kind of odd just things all over the place here okay now the main thing I want to do with the spouse objection is prevent it so

if I can start seeding that from the very first part of that conversation by the time I get to the end I help really reduce the likelihood of me getting that okay so I might say so if they start talking about their hearing being bad what would be a question I'd probably want to ask oh now let's say the spouse isn't there right so what what I say how does your how does your spouse feel about you losing your hearing why would I want to ask that how does your spouse feel feel about you losing

your hearing how does your spouse feel about you not being able to be in the same room with your kids anymore now what what would she or he probably say to that nope she she doesn't care about my hearing what would they probably say I what at all the about yes so that's the first part so if he he let's say it's a he in this example let's say Dan starts telling me that Cindy gripes about it all the time she's sick and tired of him his hearing it's harder for him this is just one

thing it's harder for him to then come back and then like well I need to talk it over with her it's just harder because he's already saying that she wants him to change now I could follow up with this well I mean did she now let's say if they're like oh I don't know she doesn't even really care about it would you would you maybe get that answer sometimes they might say oh I don't know like I don't even think he cares about it then I might lean in I mean does she want you to

get hearing a so you can start listening to her again does she want you to keep not being able to hear in the family and what type of tone did I use concern tone see it's just a way I come back with that question in case they say oh well she you know he or she I don't think they really care about I mean does she want you to keep losing your hearing or would she rather have you hear oh well yeah don't me wrong she'd rather have me here see I'm triggering that okay now

let's say uh I could also use this towards the end now I wouldn't necessarily use this one in the middle this is only for certain situations but what if they say I'm going to go talk with my spouse need to talk over well my concern for you is what if you go to her and she doesn't want you to get the funds for the hearing aids so you're able to start hearing again I mean what how would you ever be able to hear your grandkids without the hearing aids my concern for what if you go

to her she doesn't want you to get the funny for the hearing aids how are you going to be able to actually still go back to work it's the how to question now what does that question get him or her to think of how is this ever going to change if I don't do anything okay now there's other context that we' go through there's more Trend this I got to speed this up a little bit now I could also do this let's say after the first thing did you ever because you typically want the spouse

to come in are they sometimes in the waiting room okay so you want them to come in here's how you do it would it help you if we if we brought your spouse in here to go over the results and and different options so you can get your hearing back because I don't want you sleeping on the couch tonight because you haven't let her know that you're losing your hearing Bob now what does that do what was that playful tone right why would I use a playful tone at the end yeah get some Laughing Now

notice what I said there would it help you not hey do you want your spouse to uh can you have your spouse come in here because I need both of you to make the decision how does that help them see I've got to frame it in a way where he or she feels like it helps them to have the spouse involved not helps you close the deal there's a big difference there would it help you if we brought uh Cindy in to go over kind of the results and some different options because I don't want

you sleeping on the couch tonight because you haven't told her you're losing your hearing okay something like that okay now here's what I noticed in your script here couple different things how to help get buy and within the hearing test so this is not bad I'm just going to help you Rel language it a bit so what I saw is hey that's pretty amazing don't you think so I think the at this point this comes up after they put the hearing aids in and you kind of test like wow I can hear real quick right

so when you say that's pretty amazing don't you think they're going to say yes yeah it's great so what if I worded it to this what do you feel is the biggest difference with your hearing aids in now compared to when you don't have those in and what does that do in their mind what do they start to think about now okay what else so in your mind what do you feel is the biggest difference with the hearing aids in now compared when you didn't have those in start they start to tell themselves what the

biggest difference is rather than yes it's good see the difference there okay just going to Simply Rel language some of these questions are going to give you a different result what about this wouldn't it be nice if you could hear like this all the time yeah see that's all I'm getting though what if I said this how do you see your life being different being able to hear like this compared to how it is now how would it be different for you like being able to hear like you just did how would it be different

for you than it is now and where did their brain start to to go future imagining imagining how it's going to be different compared to what it is now see how I'm causing their brain to open up more emotionally rather than saying yeah it'd be really good see if I'm asking surface level questions what can I expect service level answers okay now what about this one let's say if you're talking with the spouse what about this wouldn't it be nice if they could hear like this all the time yeah it would be nice I mean

they're going to say no right yeah it'd be nice what if I Rel language it to this how would you feel if Dan could hear like this all the time what would be different for you if Dan could actually hear you now what type of tone did I use how would you how would you feel if Dan was able to hear like this oh man that would relieve a lot of see it's all in how I ask the question and the words I'm using it's the words I'm using and it's how I'm pacing out the

question it's how I'm using my tone to get a completely different reaction what if I said this how would you feel if he's able to hear like this all the time oh yeah itd probably be good too fast how would you feel if he could hear like this all the time okay see the difference now let's go to step number three and we're going to end it with here step number three is eliminating sales resistance okay and it's all about neutralizing the hidden sales pressure that's in the conversations that you're having with your potential uh

customers now who in here has heard of the ABCs of closing remember we talked about this okay remember that uh that show me and Nick were talking about it um put that coffee down coffees for closers right Alec Baldwin on the board put that coffe down coffees for closers what if I suggested to you that that Mantra is how average people sell if I can get the tone to to work here yeah right the you got to get the pink leads see top salespeople in your industry and Indian industry do not View selling as adversarial

it's it's not you against the prospect trying to win them over so you make money that's what average sales people do in our day and age top sales people VI selling is collaborative it's you working with your prospects helping them find and solve problems they didn't realize they had now does that mean you get to the end and like well get back to me if you're interested no you're not going to close anybody like that okay we have to give we have to tell them what the next steps are but we have to view selling

as collaborative okay we're problem finding we're problem solving now what we want to practice more I've talked to you about this before is we want to practice the abds of selling now write this down that's always be disarming everything I've showed you which this is just a brief overview of what we train people in any industry is all meant to get the prospects to let their guard down and keep their guard down the entire sales process you are taking them to okay now I want to show you do you ever get this objection right here

hey can you just tell me how much it's going to cost now T if I'm interested okay who raise your hand if you ever get this okay now once again did the prospect wake up and plan that objection or was that a triggered reaction based off of what something we did probably our tonality or the questions we asked which trigger them to react that way so when you get this objection you have three choices you can just tell them the price without building any Gap that's not going to work right oh that's too expensive why

would that not work most of the time because they have nothing to compare it to they don't even know what their problems are right they just see cost based thinking rather than results based thinking now the second option that a lot of people do is we try to sweep it underneath the rug oh yeah I'll go through that later but I don't even know if I can help you let me ask you and then you start asking questions and then you just hope and pray that they don't hey can you just tell me how much

it's going to cost so the second option doesn't work that well either right we can't swipe underneath the rug and hope and pray they don't bring it oh yeah I'll go through that later but let me ask you because what do we do we lose trust because they feel like we're what hiding the price so what we want to do is we want to answer it but we want to answer it indirectly where it makes sense to them why we're asking the questions and why we wouldn't know what it's going to cost yet because do

you really know what it's going to cost before they go through a hearing aid test you don't even know what the real problems are so how would you how would you even know so here's what I want to do here the first thing I want to do thank you very much for doing that oh my gosh no that's really cold but anyways it's okay just wanted to see what you do okay so I want to First agree with them oh yeah for sure we'll go through all that I mean it really is all going to

depend on the results of your hearing test and that's going to show us like kind of the severity of your hearing loss as well as how your brain processes speech and background noise and once we understand all those different details I can go through all the different options we'd have for our clients would that help you if I did that for you now what is that do now they understand what why you wouldn't even know because of what it's all going to depend oh so I agree first oh yeah we'll go through all that with

you for sure why would I agree with them right there you don't want to throw it off yeah let their guard down oh yeah we'll go through all that for sure I mean it's really all going to depend on what the results of your hearing test now this is just something I threw up here on the plane over here it's all going to depend on the results of your hearing test and what else is it going to depend on tell me you don't even have to copy that just what would it depend on in your

mind what issues issues is to lifesty vague I like it but what is it Lifestyles to what does lifestyle mean are they active or do they just watch TV all day uh okay would you put that in there or would you put more severity of your hearing loss as well as how the brain processes speech and background noises would that have anything to do with the type of hearing aid they need yeah what else would I'm just I'm giving you ideas that's what I'm trying to do what they tell you they want it's okay that's

not bad it's really going to depend on the results of your hear a test Comfort uh could be what type of uh hearing aid you know do you want do you want something over your ear or in between you could do that or you could use this but what the point is is what does it depend on go ahead on how your hearing L is effec yeah it could be uh results of your hearing aid tests like you know as well as like you know how you hear background noise and how you process when somebody

talks to you like go ahead would it be appropriate for us to say their goals that's too bague not not yet I would I would just put something more like this it's all going to depend on blank blank and blank and once we understand now why would I say once we understand why do empe all once understand all those different details why would it emphasize all there that makes it sound like what there's a lot to this and now they understand why I'm asking the questions in the first place you see that helps them let

the and once I understand all those different details I can show you all the once again all the different options we have for our clients would that help you if I did that for you yeah sure no it would not help me they're not going to say that because now they understand why you don't know you see what I mean okay let's I'm going to show you one more thing who in here loses sales to this you know I always say this for last even when I'm going over time do you know why because when

they're like oh your time up every's like no keep them up I lose sales to this okay all right who in here loses deals for this okay now can I ask you a question though is that an objection why is it not an objection yeah does a prospect go back after they leave your office and like I really need to think this through let me get out of a Google Excel sheet and write down all the positive things of hearing and let me write down all the negative things of hearing and I can compare it

through I'm going to think through this for about 3 to four weeks when you tell a salesperson you need to think it over do you no you just tell them that because you have a concern that you don't want to tell them so what is my first thing I have to do to find out what the real concern is I have to get them to oh it's the same thing with everything I'm doing I'm getting them to let their guard down okay so I'm simply going to agree oh yeah not a problem uh what's your

time frame on getting back to me in the next day or two just to see if I'm going to be available for you now why would I say this rather than going right into the objection handling right there what does this do to them when they think I'm about to leave where does their guard go goes down it goes down so if I'm if they're at the office yeah that's not a problem what's your time frame on getting back to me in the next day or two just to see if going to be available for

you now they think it's what that it's over and now they now they're okay so they can they're more comfortable right because what most of you maybe most sales people do what well you said that you need your hearing back I mean your hearing is really bad what do you need to think about and what do they doens do they're like you're right I don't know why no they get defensive right and then it becomes a numbers game again so we want to be a numbers game now just to see if I'd be available for

it well let's say the pro I guess I could call you in a few days well POS I'm not sure if I'd be randomly available like that what I can do if you have your calendar handy I can pull up mine and have you book a specific time with me that way you don't have to chase me down and vice versa would that help why would I say that way you don't have to chase me down busy does that raise my status or lower my status okay raises my status now here's the point I don't

plan on need meeting that second appointment you know why cuz now I'm getting them to let their guard down and what I'm going to do before they get up I'm going to say now hey before you go now let's say you book the appointment for Tuesday so it's on the calendar now hey John before you go what was it that you were I guess wanting to go over in your mind so I know what questions you'll have when we talk on Monday well Jeremy I'm just not sure about well Jeremy it's just a big decision

I'm not sure if I have the money for this and what did I just find that it's a money objection and now who's there to help them overcome the money objection you are and most of the time I can help them overcome that right there and worst case if I can't now I have a booked appointment do you see what I'm doing now sometimes they might be like well it's just a big decision oh well what do you feel like what questions do you have about the decision just so I know what we'll talk about

on Tuesday well I'm just worried that and sometimes you have to probe a little bit off that but the point is that's when they start to tell you their concern instead of saying what do you need to think about I'm just going to Rel language it to what what was it that you were wanting to go over in your mind just so I know what questions we'll have you have when we talk on tuesday see what I did there do that make sense all right who in ha ever encounters an A type personality those a

type personalities what are we going to do with them they don't want to open up to you you ask questions and they stay surface level the whole time because you haven't learned tonality yet notice I said yet so I can do this I can stop middle through the conversation um can I Sally can I ask you something now and and this is you know off the Record what's the main reason why you might be looking to get hearing aids can I ask you something yeah sure go ahead now this is off the Record save Zone

what's the main reason why you came in today what type of tone did I just use concern tone why why would I say this is off the Record what does that do this is off the Record what's the real reason why you might be looking for hearing aids if they haven't open up to you why would it say off the Record yeah it's like the journal it's like the journalist hey this is off the record I won't say anything about it the same it's the same concept mentally okay I can say now hey between you

and me and between you and I and off the Record what's the main issues you're having with your hearing now if they're not opening up this is only when I would use this if they're not opening up you don't need to use this if they're opening up I just want to clarify that now let's say if you can't get them to overcome the think it over objection can I can I ask you something sure go ahead between you and I and you know this is off the Record what's what's really holding you back from moving

forward so you can start hearing your kids again now what did I just tie in them moving forward to what the end result they said they want whatever that is hearing their kids again now why would I do that that motion yeah I'm tying in them moving forward pay to the end result of getting what they want if they can get the funds they get what they want if they don't get the funds they don't get what they said they wanted it's hard for people to unattach from what they said they wanted all right here's

what we did we come to the end three steps to becoming the trusted Authority become a problem finder and Problem Solver not a product Pusher asking the right questions but at the right time and especially with the right tone gave you a few examples of that and eliminating Cesar now you might be wondering okay Jeremy what's the next step how many of you have mastered human behavior advanced tonality advanced questioning and objection prevention the last three three three hours probably not hard to do that right as the saying goes you can't teach a kid how

to ride a bike in a seminar so a couple things to start on your journey you're welcome to get our Barnes & Noble bestseller book it's also a Wall Street Journal bestseller you can find any bookstore there is a uh QR code to get that the new model selling selling to an unsellable generation and the last question and I want to ask you this why did you get into this industry to help people how can you help people if you don't learn how to communicate to them I know all of our intentions are good right

you got into this Str because you want to help people you might have seen did you see somebody in your family that might have suffered from hearing loss and that drove you to get into this industry if we can't learn how to communicate though who does that affect it affects you but more importantly who does it affect at the end of the day well it affects your family right does your family deserve you making more sales does it affect the Charities you want to donate to does it affect the church you might donate to do

they deserve you making more sales so you can donate more does it affect the company you represent that has given you an opportunity most importantly who does it impact the most your prospects because if they don't buy from you then what happens problems stay the same status quo nothing ever changes now like my good friend Bradley who's the founder of light speed always says is training something you did or is training something you do it's something you did if you want to play the numbers game right but it's something you do if you want to

play the what the skills game and like my good friend Todd Peterson who is the CEO the former founder of vivent sold the Blackstone for close to10 billion over the last 10 years says the path to someday I'll do it one day I'll learn how to sell better one day I'm going to acquire more skills to help more people is the path that leads to Nowhere you see today is the day you decide what level of this ball game you want to play at in selling there's these levels of the ball game right you decide

which level you play at but that decision affects who everybody I always say this I'm going leave you this last thing success is simply a choice success is simply a choice choose well thanks for having me out here really had a good time the last three nights and thanks Jared thank you for now you're welcome to you're welcome to follow me on Instagram there's my Instagram handle Jeremy Lee Miner you're welcome to follow me on YouTube wherever you want to and I just want to uh thank Jared for uh we went back and forth the

last couple weeks with different questions I was texting about your industry and all those things and you know you guys there's some industries that we train that I feel like I just get the hint that they're more in it just to make a bunch of money and there's nothing wrong with that like you you want to have a profitable business because the more people you help the more money you should make but I really felt like after I met with Jared that you guys were here really for the right reasons you like really want to

help these people now you should get paid for that yes but I really appreciate the feeling I got from meeting with Jared and and some of the team and just really how they talked about people so I just wanted to commend you on that thanks Jared thanks everybody for having me here [Applause]