How to Get Ahead of 99% of People in Sales

you know I have these chronic headaches keep going to all these different chiropractors nothing seems to change tell me why should I go with you uh I don't know yet I don't know if you should why why should I go with you we'll find out if we can accept you why should I go with you well we are energy Integrated Health you should go with our company because Dr limb is a doctor of Advanced Chiropractic specializing in neuropathy tell me why should I go with you I have over 30 years of experience and I get

results why should I go with you you'll tell me after we finish our conversation okay I want all you you and you to come up here with me on stage real quick come on up let's go are you a chiropractor or a case manager I'm a chiropractor one of the smart guys okay if I asked any of your competitors in your city the same question and I said why should I go with them what do you think they might say something very similar but without the confidence if I asked your competitors any of them in

your city the same exact question what do you think think they would say they tell you what they do H and if I asked your competitors the same exact question what do you think they would say they would say that their business is the best because they get results and they specialize in whatever it is you are experiencing okay so what I think I just heard all of you say is that in your prospect's mind you all sound the what you all sound the same could that be a problem for you okay all right you

guys can sit down lovely job well done now be ready because I've been known to bring you back up and a lot of other people you might want to be on your toes today now if I asked you to describe the word sales or selling in just one simple word now if you're one of our clients because I've seen several clients in here zip it right now but if I asked you to describe the word sales or selling in just one word what would that word be tell me what would that word be if I

asked you to describe the word sales or selling in one word what would that word be service service what else growth needs what else persuasion what else pushy pushy what else influence influence what else scary scary could be trouble okay what if we took everything all of you just said and we wrapped it into one word and that word was this change change all sales are all selling is is simply change it's about how good you are at getting your prospects to view the in their mind that by them changing their situation that means purchasing

you know treatment plans from you 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 here's your biggest problem human beings don't like change what I just said all selling is is change yet human beings don't like change even though we say we do and why do we not like change we especially do not like change when it's initiated by some pushy salesperson case manager chiropractor that tries to push

their Solutions too early in the conversation and repeatedly human behavior shows that we value 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 would I be right I'll give you an example raise your hand if you know anybody a friend a relative a neighbor a business associate somebody you work with that complains every single day about the relationship they're in raise your hand everybody has the person right oh they're this they're that they're this and you always wonder what

why they stay in the relationship well why is that because they're human and they're afraid of ch change oh there's that word change again see that's what you're going up against to some degree with pretty much every potential customer you're ever going to talk to now it's okay how do we help your prospects overcome the fear of change it's quite easy Once you acquire the skill sets to do that it's really really hard if you don't now how do we do that how are we going to do that together here's where're we're going to start

one thing that we all have to realize is this very simple notion is that you're not selling the thing what are you selling you're selling the results of what that thing does now for every potential customer you talk to that could be different right for somebody it could be you're selling them on what what the treatment plan does because it's going to save their foot from being amputated that's what you're selling you might be selling somebody else by allowing them to be able to walk so they can enjoy their grandkids growing up or golfing with

their friends you might be selling a treatment plan the results of that that gets rid of their chronic headach so they can go back to work and provide for their family see that's what you're selling the results of what the treatment plans do not the treatment plans itself are you with me on that all right now how do we do this together here's a question that we have to ask ourselves how are each of you going to stand out in your prospect's mind because from what I heard up here from what you were saying we

all sound the same to the Prospect and because we sound the same what do they do commoditize you right say it's too expensive I need something cheaper see where we're at okay now why does that happen how are you going to have a competitive advantage over everybody else in 2024 2025 and for decades to come how do you stand out every chiropractor Services say what is anybody saying we're the 15th best in the city no we all say we're good we can do it we we all say we can get it done so in your

prospect's mind we all sound very similar so how do we stand out in their mind all of you are learning from this event and from the the the you know coaching programs with Dr gum and their team Systems Operations marketing you're all learning that so what causes you to stand out in their mind simply this it's right here write that down the ones who will own this upcoming Market are simply the ones who learn how to best communicate with their prospects that simple the ones who know what to say and ask that will cause their

prospects to want to engage to want to open up instead of trying to get rid of you so what gives you the competitive advantage today I'm going to show you three things number one here's what we're going to talk about how do you become the trusted Authority in your prospect's mind how do they view you as the market leader the expert who they will never go away from no matter what here we go number one we talked about earlier we have to learn how to become a problem finder Problem Solver not a product Pusher product

pushers don't do that well that's why they get commoditized on pricing number two asking the right questions but at the right time and especially with the right tone tonality Jeremy what are you talking about that might be important to you anybody ever read a book that says 93% of communication is by your nonverbal your body language and your tonality anybody ever learned how to use your body language and tonality advanced learning nobody how many years have all of you gone to sales and persuasion School how many years did you go to chiropractic school oh okay

could be a problem there now there's some questions that we have to learn that require more of a a curious tone there's other questions we have to learn that require more of a confused tone what does that mean Jeremy there's other questions you're going to have to learn that require more of a challenging tone there's others that are going to require more of a concern tone a tone that shows more empathy are you 100% sure the questions you're using now are the right ones are you 100% sure that you know how to use your tonality

to get your prospects to emotionally open up and number three eliminating sales resistance so your prospects let their guard down all right I'm going to tell you I'm going to give you a little bit of my background because my background relates to what is necessary if you want to take your business if you own the practice or practices or if your case maner managers salese you want to take your sales to a level that most people don't believe they can get to now I got started in sales 23 years ago as a broke burned out

college student and I got my first job selling home security systems door too raise your hand if you ever sold door too raise your hand got to see who my people were that's where I started now you know what we went through right they give you the script they give you a couple books by the sales gurus they drive you out in a van am I right you guys starting to remember this they drive you out in a van and they basically do this they kick you out of the van and they say go make

some sales it'll be easy we'll pick you up after dark everybody with door to door people you know it and I still remember being the last one blocked dropped off in the block I looked back at my sales manager in the van his name was exan Anderson he had the Cur you know the surfer guys the blonde hair you know how they talk and he's like yo Minor remember when you knock on the door show them how excited you are show them your enthusiasm show them that you believe in the product and they're going to

believe in the product I was like that makes sense if I believe in it if I'm really excited they're somehow going to be excited as well what did I know so I started knocking on the doors and I started talking about my features and benefits and I was really excited and I said we were the number one in the market there and we could do the best installs and we had the best customer service and the highest quality of products and service and we had the best owners and we had a triaa rating with the

Better Business Bureau and suddenly to my dismay from the very first door I started getting all these objections what they didn't tell me about that we don't need it we can't afford it it's too expensive we already talk with somebody from your company I need to talk with my house I need to do more research I need to keep looking around I need to think it over can you call me back in a week a month a year later raise your hand if you've ever got any of those objections only half the room some of

you never get any objections you guys are good now after probably SE that's actually no picture of me that's crazy after about s to eight weeks of non-stop rejection barely making any sales now when you're door to door do they pay you a really high base salary oh no straight commission so everybody gets hired so if you don't make sales you don't make any mola not good for you so after about 7 to 8 weeks of all that remember standing on a curve one late Friday evening you know the Summers anybody been in those door

to door summer programs just a few you know if you have you know what I'm talking about just sweat driping down your chest your back your legs just jell after like 13 hours of walking around the doors door slammed in your face made zero sales that day so zero 0 an hour and in fact for the entire week I'd worked like 65 hours and made zero sales so that means $0 an hour and I remember feeling to myself you know maybe selling maybe selling just wasn't for me maybe I just wasn't a born salesperson like

everybody else have you ever felt that way yourself have you ever looked at your bank account and you had more going out than you had coming in that's where I was at now when xay the surfer manager picked me up that day he popped in a Tony Robins CD where he was talking about skill level that completely changed my viewpoint of what skills actually meant yes 22 years ago they us used to listen to these round things called CDs I know it's kind of weird is it right now Tony said something like this Tony forgive

me if you're listening I might have be butchering this this was a long time ago he said this he said you will fail you will fail if you don't learn the right skills necessary to succeed you will fail if you don't learn the right skills now here's the kicker he went on to say everybody's taught skills we're all taught skills when we get into any job right but he said the people who don't do as well are the ones who are not taught the right ones that there's skill level that can be taught by people

who are far more successful that get you a high level of success compared to low skill level now for me as a 21-year-old kid 22 at that time that was like a light bulb moment that was like I would say divine intervention from the heavens that maybe just maybe what the company was training me what I was learning from the sales gurus maybe they just weren't the right skills anymore maybe they're just outdated didn't work as well so I was like okay I've got to do something $0 an hour probably not going to help that

much I have to learn how to do this because I I know you like me want to provide a great Liv to your family is that why you're here today you all came here because you want to do what you want to improve your skill level now here was my major dilemma though because I was using these traditional selling skills from the company and from the gurus I would notice some of them would work let's get some pictures up there I noticed some of those would work when I use them gers but I noticed a

lot of them didn't work very well at all and I would use them I would actually see my prospects like the body language like kind of tense up you ever seen that when you've used some of those techniques you can tell that they're like oh my gosh and you I would ask questions and they would give me vague generalized surface L answers raise your hand if you ask questions and you get vague generalized surface level answers and their feet are about to fall off could why is that and I'm like what what is causing that

what am I doing wrong I would notice they would just stay surface level and just shut down all the time now at the same time I was in college my major is Behavioral Science in human psychology the study of the brain and how human beings make decisions would that be important if we're wanting to learn Le to persuade and influence our prospects if we know how their brain makes decisions why do they say no instead of yes what's going on up there that triggers that reaction now my professors they were telling me that the most

persuasive way to communicate was here the gurus and all their programs basically here so we're talking exact opposite so I'm like what do I do here how do I learn how do I learn how to ask the right WR questions that would get my prospects to pull me in cuz I didn't like the pushy pressure who in here likes to push and pressure no bueno because when you do it you feel what you feel what when you do it what do you feel you feel kind of weird what do you think the prospect's feeling if

you feel that it could be trouble right so how do I learn how to use my body language how do I use my tone to get my prospects to let their guard down and actually want to open up to me and tell me what the real problems are so I started learning these techniques that would work with human behavior and I started to get my prospects to do all the work I started to get my prospects to sell themselves I started to get my prospects to overcome their own concerns and I started to get them

to learn how to get them to pull me in and all of a sudden selling became very enjoyable very easy and exceptionally profitable now why do I tell why did I just tell you my story CU none of you care about my story whose story do you care about your story right you're a human being this is be human behavior 101 I told you that because I want you to imagine me within four years of that of like 0 per day within four years of that I was making multiple seven figures in commissions every year

here as a W2 salesperson four years before I almost quit because I believe the lie that you're either a born salesperson or not you see I'm I'm not I'm not anyone famous in fact I'm just like you I'm a person who very early in their life realized if I wanted to have a great lifesty for my future family I was not going to have to I couldn't follow the status quo like everybody else that if I was going to be in sales I couldn't use the techniques everybody else was using because I would what get

the same results you see unfortunately for me I wasn't born out of my mother's womb with Advanced questioning skills raise your hand if you're born with Advanced questioning skills oh nobody I wasn't born out of my mother's womb with advance adved tonality skills raise your hand if you were born with Advanced tonality skills oh nobody see I wasn't born with Advanced objection handling and prevention skills I had to acquire those skills I had to learn those skills so if a kid who grew up in the middle of Missouri on a cattle ranch outside of a

town with less than 800 people can acquire those skills what does it mean to you it means you can do it too even if you're doing really well in your practice or as a case manager once you acquire more skills more advanced skills you can do what 2 3 5 10 you can grow you can write your own ticket anywhere in the world now how are we going to do this because it's all talk until we what it's all dreaming until we what we learn the skills see you all dreamed about being a chiropractor until

you what what learned how to be a chiropractor I can't believe it this is crazy now become a problem finder Problem Solver not a product Pusher raise your hand if the prospects you talk to have problems and or emotional needs raise your hand if I don't see every hand rais I'm coming after you right now I can see you back there everything ever invented solves a problem and or emotional need right does a Ferrari $500,000 Ferrari solve a problem not really unless you're race car driver cuz you can drive from point A to point B

with a 2005 Toyota right but what does it do solves a emotional need higher status maybe my dad told me I wouldn't amount anything when I was a kid I'm going to prove him wrong maybe I got picked on in school now I'm going to show everybody I'm successful everything solves a problem and or emotional need your services do both that's why it's really easy to do once you learn this now I want I want you to take the next 30 seconds grab a pen and a piece of paper I'm watching and I want you

to write down the two biggest problems that your prospects have write down the two biggest problems that your prospects have I'm going to give you youve got 27 seconds left I would to write these down I'm going to come around and ask some of you what are the two biggest problems and or emotional needs that your prospects have two biggest problems got the countdown here two biggest problems what are they two biggest problems somebody tell me which your two biggest problems just shout it out pain pain okay more specific unaware of the reality of their

situation the biggest problem that you have is the problem you don't know you have well said I like that what else lack of lack of what hope lack of Hope need yes they don't know what's wrong they keep going they can't figure it out so they're always worried right what else what aom what autonomy yes okay good well that's not that's not a problem you solve what do you solve like what the problems you solve that's what I mean let me be more specific what are the problems you solve go ahead I think a lot

of our patients don't believe that oh you know what do we have a microphone I do have a microphone okay yes here we go patience don't oh can you hold that oh yes thank you patients don't believe in the process that they can actually be healed why because a lot of medical doctors tell them there's no cure for what we treat okay and it's your job to do what to change their mind to let them believe if we tell them that the doctors are wrong they might do what leave not believe us so we have

to get them to reframe that way of thinking and come to that conclusion themselves correct more persuasive what's another problem in emotional need that we solve fear oh yes we got we got she thank you fear of what fear of surgery future okay now here's what I want you to do here's the exercise raise your hand so look at the problems that you wrote down or that you have in your mind raise your hand if your solution solves those problems only seven of you well you're going to go out of business if you don't solve

problems right if you can't solve problems why do they need you right so everything solves a problem now here's what I'm hearing you say in your mind if your prospects have problems and or emotional needs and your solution solves those so if my prospects have problems my solution solves those why are so many not buying from you they have the problems you can solve them why are they not buying from you what's the missing link can I make a suggestion will you not get angry at me you sure it's not your prospects or your leads

oh my prospects they're all broke they just have a fear-based mindset well no [ __ ] whose job is it to help him overcome that that's why you get paid so much money right it's not that it's not your mindset it's not that you don't Journal enough it's not that you don't meditate enough it's not that you don't take enough cold showers how's that going to help you when the prospect says hello I love that not going to help you sell more it's not that you don't read enough personal development I love personal development not

going to help you sell more they're on the stands out there not going to help you it's not you're that you're not motivated enough you're all here you're I'm assuming motivated and it's definitely not that you don't work hard now raise your hand if you work hard you all work hard so if it's none of that what is it on it and it didn't work now before I suggest what it could be can I ask you a really like cheesy question that I already know the answer to raise your hand if you if you're if

you own the the fac the practice raise your hand if you want to Triple your Revenue in the next 12 months triple your Revenue it's harder to Triple profit margin but let's say double profit margin triple Revenue raise your hand now if you're a case manager and you're the one selling raise your hand if you want to Triple sales in the next year okay so we all know yes cheesy question Jeremy obviously now keep Your Hand raised raise raise your everybody raise your hands keep your hands raised if if you can triple the hours you're

working now what Jeremy how am I going to Triple my Revenue in sales how am I going to Triple my sales I mean you already work 8 to 10 hours a day you're going to work 24 plus I don't think that's scientifically possible right so if you can't triple your hours you're going to have to do what you're going to have to learn more what Advanced skills and sales ability than you currently possess see it's what you're saying it's what you're not asking it's how you haven't don't know how to use your tone yet that

is causing so many of your prospects to not purchase from you even though their feet might fall off next week once you learn what to say once you learn the right questions and how to get them to emotionally open up not just tell you their physical pain physical pain is not going to close many deals for you you're going to get the easy ones how do we get them to open up emotionally that's where the sales made once you learn that everything becomes possible now who in here likes to read books you you don't some

of you don't like to read books in your chiropractors you read a lot of books in school I'm assuming I love to read books okay my first sales seminar I ever went to was the summer of the end of summer of 2001 in Salt Lake City Utah close to where I was going to school with Brian Tracy raise your hand if you've ever heard of Brian Tracy pring my forever great friend of mine now Brian's great now Brian said something there that completely changed my outlook he said use your vehicle as a university on Wheels

and from that day forward I like I just turned off the radio if you know me you're like yeah he's weird he doesn't listen to the radio he doesn't listen to like Fox News political shows or CNN he doesn't listen to Taylor Swift what the hell's wrong with that guy I can't believe he would waste his time on learning how to sell more what an idiot I I can't believe it and so from that day I started reading or listening to Five Books a month times 12 months a year times the past 23 years on

sales persuasion influence if I did the math correctly well you know I was I am from Arkansas who's from Arkansas okay I can't tell that joke I'm not going to tell it I from Arkansas so I can joke about myself but anyways I think if I got the math right it's like 1,386 books or something who's counting on sales persuasion influence now in every single book you've ever read on sales persuasion influence what are the three common things they say sales is a numbers game ABCs of closing and you have to be a problem solver

those are pretty common right but if you look at what a problem solver means if your potential customers don't buy from you how the hell are you a problem solver see problem solving happens after they buy and after you're treating them when you solve their problems problem solving does not happen before you want to get a lot more clients in your are two three five times more clients in your and expand Across the Nation we've got clients that are doing that every single day you got to be much better at problem finding you might want

to write that down now what does problem finding mean it means this realize this I think all of you would know this most of your prospects when you first start talking to them don't even know what their real problems are raise your hand if I'd be right most of your prospects when you talk to them don't really understand what the real problems are or if they know they have a problem they don't understand what how bad that problem really is would I be right are they experts like you are and they especially don't know what

what the consequences are if they don't do anything about solving the problems because if we can't get them to find problems in their mind that they didn't understand they have they don't feel any urgency to what change and if they don't feel any urgency to change there is no sale do you see where we're going with this all right now what are most sales people most case managers chiropractors I love you guys but everybody's in sales right we're trying to influence every day most people have been trained unfortunately to be what we call product pushers

we ask a few logical based questions um can you tell me the what are your what are your what's your concerns that brought you in today John oh okay how long have you had that going on oh wow what have you tried to do to treat it in the past oh okay well let me show you what we can do to solve that and then we're shocked and amazed 30 minutes later when they say we want to think it over when their nerves are about to be pinched up from their feet and they're going to

lose their feet in like a couple months you're like how did that happen why why did that happen they have problems you can solve them what happened because the questions we're asking are surface level and there's no emotion and it's like taking a bucket of mud and throwing it up against the wall hoping and praying that something we show them on slide 12 is going to magically trigger them to want to spend all this money with us and I call that hopium it's a drug that so many of you are still taking that is a

very hard and unpredictable way to scale your PR practice don't do drugs if you want to be in the top 1% the hopium drug is not good for you all right let's go to step number two we got to start learning how to do this now sub number two asking the right questions but at the right time oh and especially at the right tonality now let's go back to where I was at remember I was at College studying Behavioral Science human psychology the study of the brain how human beings make decisions why do they say

no instead of saying yes when they have problems what's triggering that the prospect wake up that morning and plan when they walked into your office that within the first 3 minutes because you sounded a little bit too excited and ending your sentences on a high note that it triggered their fight ORF flight part of their brain to say hey can you just tell me how much it's going to cost I can tell you if I'm interested did they plan that out or was it maybe something you were saying and how use your tone that triggered

their survival part of their brain to react that way oh okay we might learn something today all right now let's keep going here how did they make decisions how are they persuaded now oh let's go back now here's what I'm going to do love these clickers some of them are very very touchy oh jeez touchy one here now here's what I'm going to have you do write this down Accord to Behavioral Science there are three forms of communication I would write this down because once you understand the differences in where you are now compared to

where you could be even if you're already doing well it will be a game changer for you so the first mode of communication it's called era one type of selling I'm not going to give the scientific term for it I'd bore to death but if I said the words Boiler Room selling Boiler Room selling what's the first image that comes to your brain Boiler Room selling what's the first image that comes to your brain right now what's the first image what speak up what pressure like this see I already gave it away this remember the

movie wolf on Wall Street hey I got a great opportunity for you we talk about the features the benefits and we start to push and pressure and tell them why we should why they should go with us and why we're the best and anybody ever done that but according to the data the pesky data were the least persuasive when we sell that way hence sales is a numbers game it's a numbers game because of what the way we're communicating is triggering it to be a numbers game right we never thought about that when we tell

people things when we attempt to dominate them we attempt to posture them when we attempt to manipulate them when we push and pressure them we are the least persuasive it's just like if who's got teenagers that are like 13 18 you tell them you really really need to do something then you push them pressure what do they do back they push back oh my gosh now second mode now I'm going to show you a few of the least persuasive ways to sell presenting we've all been taught amazing presentation we've got to have the 45 minute

to hour slide decks we showed them the pictures of the corporate office because it looks really pretty with those cool windows we showed them the pictures of the founders you know they have the most Integrity right you heard that one here's our triaa Customer Service Awards here's our AAA rating to Better Business Bureau we have the best this we have the best that I have the most years experience w w w w that's what the prospect hears would I be possibly right there how we have the best how many salese do you know they try

to sell you something they're like we're the 17th best in the nation we're the 17th best in the market no nobody says everybody says they're the best right so when we hear things like every other salesperson says and especially if we talk down about our competitors our prospects do what well psychologically they start to trust you less even if you are the most experienced they don't have any trust or credibility to believe that because everybody says they are right nobody says I have the least experience in the city right so they're used to that according

to the data if your presentation if you're talking more than 10% of that sales process you are losing sales you could be making now here's your problem the average salesperson in every industry we train 161 different Industries including yours the average person selling is presenting over half of the time that is a big problem whole another training on that let's go to another telling your story we talked about nobody cares about your story when you're selling one to one whose story do they care about their own story what about putting sales pressure on them were

you taught to do that or maybe you don't know you might be doing that see there's a massive difference between getting a prospect to feel so much internal tension from your questionability that seeds doubt that they might have more problems than they originally thought they had compared to putting external sales pressure on them cuz that what wears off when they leave you ever had a prospect that signed up for your stuff and then called back a day or two and said what oh I'm so sorry but we just can't afford it oh I'm so sorry

we're just not going to be able to do it you're like what you have all these problems what happened external pressure where it's your idea not their idea what if about the big one oh here's the big one some of you are going to get really angry with me at this one I know assuming the sale especially if it's too early in the conversation before You' built a big enough Gap and it's exactly why some of the sales Traders you've learned from say what sales is a what numbers game call more leads work more harder

get thick skin get more nose that lead to the yes anybody ever heard that raise your hand so basically what they just said is well unfortunately what I'm training you doesn't really work that well so unfortunately for you you're just going to have to work harder just work more hours you can do it go get them how selfish of them is that how does that give you any competitive Advantage you're just going to work more hours good luck I'd rather work Less hours and have more skill right let's keep going here all right second ER

sah consultative selling came out in the late '70s early s books like spin selling uh Sandler Institute uh spin selling book Neil rackam college professor never sold anything by the way and they taught that you needed to ask logical based questions or questions to find the needs of the client we call those surface level questions what's the problem though when you only know how to ask logical based surface level questions what answers are the prospects going to give you logical based service level answers do human beings Buy on emotion or logic all of you have

heard emotion every decision you make I feel like getting a drink I feel like sitting in this chair starts with your emotional side of the brain you cannot make decisions without your emotional side of the brain you are a vegetable if you're in a wreck and your emotional side of your brain is damaged you can't go pee you can't decide I feel like going to the bathroom would I be right okay so how do we get to open up now when we ask these type of questions we're still losing people because we're not bringing out

their emotions okay and it's it's why I always say you can't just sell to the needs of the client why can I not just sell to the needs of the client because most of them don't know what they need when I first start talking to them oh my gosh my my my chronic headaches hurt really bad oh they do here you go take this that's not going to help them that much right that's what they let me give you an example I'll just tell you this this is for illustrative purposes this is not going to

happen to any of you okay Law of Attraction let's say you wake up tomorrow morning you have a really bad migraine you're like oh my God my head hurts so bad I need some medication I got to go to urgent care I got to co-pay it's going to be 100 bucks that's my budget cuz that's what I think I need I go to urgent care and the doctor she starts to ask me some pointed questions about the pain and where I feel the pain and what the pain feels like and what the Pain's doing to

me and what the pains preventing me from being able to do and other questions and all of a sudden her questions start to get you to feel what [ __ ] I might have a much bigger problem than I originally thought you had that's what internal tension she then says you need to do a CAT scan nice hat brother I like that comes back they have a ter to Tor in your head terminal got 2 weeks left to live now she can solve that problem it's a $2 million surgery your insurance covers 90% leaving you

the $200,000 Bill well the hell with a $100 budget you thought you only needed a budget for $100 because you didn't know what what you needed but now you know what you need so you're going to do what go out and find the budget that's why you never sell to just the needs you sell to the real problems your questioning and tonality ability allow the prospect to find that they didn't understand they have let's go to the third mode and then I'm going to show you some examples for your industry third mode now oh you

let me show you I see a lot of questions our sales trainers and I in the conference room we see a lot of scripts we train tons of practices a lot of case managers in your space as well so we see a lot of these surface level questions can I suggest that we not use these no bueno hey what's the major concern that brought you in here today most people say what oh my head hurts physical pain right oh how long has that been going on how long have you had it what have you tried

to do to help it and then you do what what do you do next jump in and how tell them how you can solve it because you're very smart you're very educated but what's the problem with that well the problem is is you're only getting the physical pain you're not getting the what the emotional pain that's where the sale is made if you're only getting the physical pain you're only going to get the lay down easy seals where they're like like limping God please like you're getting those but you're not getting all the other ones

that are kind of like oh kind of really hurts but you know if they don't do anything about it it's going to get really bad those are the ones you're missing because of the emotional pain okay now how do we get them to open up emotionally how do we do that here's how we do that the Third mode most persuasive when we get others to persuade themselves according to Behavioral Science how do we get others to persuade themselves we do that when we ask what are called neuro emotional persuasion questions that stands for neq now

a lot of you are saying okay Jeremy this sounds really good but how do I do it that's a trillion dollar question raise your hand if you want to start learning how to do that are you going to be able to master this today at a seminar you can't teach a kid how to ride a bike at a seminar are right well we're going to start so how do we do it okay now what I'm talking about npq questions I want to be very specific I'm not referring to questions that are designed to get your

prospects to say what you want them to say anybody heard of if you get the prospect to say yes seven times there's 71% more chance of them buying anybody ever heard that did you know there's no evidence of that literally no scientific data that shows that zero zils done in fact if you were our clients I'm we would train you several questions in certain context where we want them to to you to ask questions that get them to say no that trigger them to say yes oo let's see what that is all right so we're

going to talk about that now here are the stages of npq five stages seen some of our clients in here you guys know this okay I don't have time to go through all these because they said they're throwing me off the stage in about 38 minutes but who would like to see just a few examples of neq questions for what you do okay now for some of those that didn't raise their hand over there you got to close your eyes and like put the ear muffs on you raise your hand back there that's all you

okay so what are we going to do now before I get into that because this is all going to set this up how do I get my prospects to view you at a higher status than someone trying to sell them something what are salespeople anybody trying to sell something what are they in society viewed at large as lower status would we be right does Hollywood ever make any movies about the hero sales people no they're always pushy high pressure because that's typically how Society Abus us right how do we raise our status in their mind

now Behavioral Science this is called social dynamics now should I show you some predictable questions that most of you are using now because your mother said you need to be polite to strangers that are actually lowering your status and your prospects mind every single day and you don't even know it do you want me to show you a few of those there's like a lot there's i' say couple hundred but I'm going to show you two now here's my concern if I show you these it's really going to mess on your mind when you start

talking with prospects again on Monday it's going to mess you up you're going to be like oh no am I lowering their Stratus what's going on so if I show you these you can't get angry at me because I'm going to show you to reward them or you raise your status okay now we have two choices we can keep taking the blue pill oh that blue pill is easy we can take the easy pill in fact the easy pill is so freaking easy that it rarely works but we don't have to do anything we can

take the hopium drug keep taking hopium drub I'm going to just get more leads I'm going to get better marketing somehow one day I'll learn how to do this I'm young I don't need to learn how to communicate now I'll just do it in 5 years so we can take keep the blue pill sales is a numbers game we're just going to have it a numbers game or we can take the red pill and actually Master it that's the skills game numbers game Skills game which path what do you want to do Skills game red

pill okay it's a good one I like it's a lot funner we get to help more people because if we if we if we don't have more clients we don't help people why did you become a chiropractor to do what help people but if we can't communicate we can't help people it's all aligned now when you ask questions like this oh boy here we go oh hey welcome in how you doing today how's your day going John oh it's so oh it's I'm so happy that you came in here to talk with us today that

weather out there is really bad did you see the game last night the Cowboys just disheartening they got Bea in the playoffs again yeah here's how most of your prospects interpret this unless they're lay down unless you already have a relationship with them if they are if they don't know you here's how most of your prospects interpret this is exactly how you interpret it when salese that you don't know say how you doing today welcome into the dealership how are you doing today you do this you say I'm just trying to get you to like

me so I can sell you my product my service my thing that's how you interpret that because of why now some of you like no Jeremy I really really genuinely care about each of my prospects day I'd be highly suspicious if you really do on every single Prospect you're not telling me the truth but even if if you do your prospects don't believe you because why because every single sales person that's ever tried to sell them anything is asking him what predictable questions the same ones you're asking so they associate their brain Associates with who

automatically salespeople trying to sell me something and the guard goes up and you thought you were just being polite cuz Mama said tell people how ask them how they're doing okay so we're going to show you differences now I'm going to show you how to raise your status usion your tonality with some of these questions so when I'm doing this I want you to pay attention these are five tones that if you master them and even if you use the same questions you're using now just by mastering tonal you could probably double your what you're

doing and don't even you could even change anything now you learn the right questions unless you're you're at the top okay write this down your tone is how your prospect interprets the intention behind every question you ask your tone your tonality is how your prospects interpret the intention behind the questions you're asking we might want to learn that what if I did this can you stand up for a second I'm so disappointed in you what did you just feel what did you just feel I felt like I disappointed I felt but what else did you

what else did you feel I'm so disappointed in you insecure okay and you might get a little defensive right probably okay what if I did this I'm so disappointed in you I'd feel like I was in grade school and my mom was upset with me again let me try again I'm so disappointed in you like you probably care I'm still disappointed but I care why because I use a concerned tone and before I'm so disappointed in you my hands are out defense you get defensive I'm so disappointed in you look at my hand so I

can change human behavior by my body language and my tone and I use the same exact words are you with me okay let's start to learn how to do this this is where the fun the ball game begins all right any PQ connection questions this is where you're going to learn how to take the focus off you immediately and get it onto your prospects and start to get them into results based thinking over price or cost based thinking now let me give you a few different examples there's a lot of other connection questions you'll have

to learn just going to give you a few examples let's say um I know each of you have like different ways you guys do this but let's say they're they booked an appointment they've come in and you're the case manager and you're sitting down with him could that happen with a lot of you okay how am I going to get them instead of like hey how's it going today I'm so excited you're here how do I do this okay so let's say you got their file would you kind of know a little bit about them

before they came in most of you do some of you okay okay so it looks like you uh booked with this about looking at ways to I guess get rid of the numbness in your feet so you can feel comfortable walking again right right and what did I just do there okay so it looks like you uh you came in about looking at ways to get rid of the I guess some of the numbness in your feet to kind of walk again right whatever I just do if that's what their thing they put on the

paper was like they have numbness in their feet whatever it is I'm repeating it back because of why I'm associating them being there with what the end result what is the end result get rid of the numbness in the feet so they can walk again what did I just do I get them right at this top into what results based thinking rather than price or cost based thinking see how I can start doing this from the very beginning now let's say that then you go through your stuff they come in you're meeting with them you're

the chiropractor I'm just going to give you an example okay so hey when you were out there um talking with Mary what was it that you guys kind of went over that caused you to you know want to look into this further well the reason why I'm here is because of and what am I starting to do what am I starting to do get them to tell me why they're here but more importantly who are they telling themselves and this is where they start to persuade themselves that they want to change your situation there's more

that you got to learn after this but this is just the start going to give you a few more examples now let's say I could do this okay yeah and and John let's say I'm the case manager yeah and John I mean today might even be boring for you it's it's really more for us to understand kind of what you've done in the past to to treat the headaches and you know the results you've gotten from that compared to you know completely getting rid of them to kind of see what that Gap looks like what

did I just do some of you didn't even know what I just did let me do it again okay why would I downplay them being there why be like I'm so excited this is going to be a great conversation why would I downplay it why would I down Jeremy what are you talking about why would I downplay it what's my ultimate goal what do I have to do to get the prospect to emotionally open up to me get them to what let their guard down when you up playay in a sales situation what does the

average Prospect do downplay when I downplay they up playay this is mismatching Behavioral Science 101 okay I want to downplay so they up playay I want to let their guard down if I can't get them to let their guard down there's no emotion there's no sale see what we're doing here okay now uh now watch what I did with my hands did you see what I do with my hands oh all right it's kind of you know for us to really understand kind of you know what you've done in the past let's say if they

have headaches I don't know to treat your headaches and kind of the results you've been getting from that where's my hands results you been would I want results you've been getting from that no results you've been getting from that compared to where you're wanting them to be as far as getting rid of the headaches what did I just do what did I just start creating their brain a gap see how my body language influences their thoughts do you want to learn how to do this this is basic I'm sh you results you're getting from that

compared to maybe where you're wanting them to be to get rid of the headaches to kind of see what that Gap looks like and then towards the in of today if you feel like hey this might be what you're looking for we can talk about you know uh possible next steps would that help you no would not help me to talk about possible next steps they're all going to say yeah why would I use the word might be what you're looking for we can talk about possible next steps why not be like and towards the

end here if you feel like this is a good fit for you and we feel like you're a good fit for the program we'll show you how to get started fair enough fair enough surface level why not assume do you know why a types are going to do what well I'm just still looking around I didn't say that I'm ready to do anything yet and what did you just trigger sales resistance now the up oh just ch yourself in the foot but if I just put in the words might be what you're looking for see

this is the beginning towards the end I can be more assumptive I don't have trust or credibility in the first three minutes right if they don't know me might be what you're looking for we can talk about possible next steps I neutralize and I never get any resistance the guard stays down would it be easier just possibly easier to sell if the prospects just had their guard down every single time you talk to them probably right all right let's keep going here we're just starting here now situation questions how do we help them find out

what the real situation is because if we can't help them find out their real situation how do we build a gap to where they want to be if they don't know where the heck they're at now that could be trouble right how do we do that all right let me give you some examples here now this my situation questions are all going to be different based off what why they're there right we're not going to ask cookie cutter situation questions if they're there for chronic headaches we're not going to be asking about numbness in their

hands or feet well maybe we are we'll see okay okay so I see here on the Forum that you had mentioned that you might be having some issues with like numbness in your feet can you tell me a little bit more about that what do those little periods what do those dots do see those little dots in between this you're like Jeremy that is not proper grammar I never listen to anybody that does not do proper grammar spelling be Nazis why would I have little periods there it's an example of what's called verbal pausing see

a lot of you what what if I ask these questions this fast I see here in the Forum you mention you might be having some issues with numbness in your feet can you tell me a little bit more about that yeah just have some numbness and stuff and just been noticing it for a while see you say the question so fast they have no time to internalize what you're asking that's why you get surface level answers because you're not giving them time to think through what you just asked but if I go okay so I

see in the form you had mentioned that you might be having some issues with like pain I guess like in your lower back um can you can you tell me a little bit more about that see I'm verbal pacing the question out what does that do it causes the prospects to internalize and think deeper about what I'm asking now that does what they start to what go below the surface that's where our emotions are see what we're starting to do here then I can keep going now besides the the lower back pain what what other

symptoms are you are you having to deal with what type of tone did I just use there concern why my tone is how the prospect interprets the intention behind the question so besides the lower back like what other what other symptoms are you having to deal with now Mary feels what that I'm concerned for her pain and if she feels that I'm concern for her pain not just trying to besides the lower back what other Simpsons are you dealing with flat tone monotone tone nothing concern tone now she feels what that I care for her

and she starts to build what with me trust do you see what we're doing here there's so much more to this okay but how how frequently are you how frequently are you getting the fatigue though oh I'm getting it blah blah blah blah blah so let's say that they start telling me how long they've been doing this now can I role play with one of you here real quick we're going to run out of time going to run out of okay here we go it's touchy one here can we role play you're really good at

role play do we have a do we have a mic here right here in the front okay are you a chiropractor case manager no what are you I am a laser technician at the neuropathy Clinic H would you know like all these answers um sure who would okay you Kyle thank you thank you thank case manager perfect Kyle okay Kyle can you be a patient quick now I'm not like a car breor so I'm not like really educated in all this even though we train okay could be could be could be trouble okay so just

just roll with me okay okay so I see in the form here you you mentioned you might be having some issues with like numbness in your feet can you can you tell me a little bit more about that yeah you know just over the last couple years actually when it started I just kind of was like just kind of feels funny how do you mean feels funny well it was just different kind of like I'm walking on a watered up sock all the time different yeah you know just like I'm walking on somebody else's feet

like they're not my feet what how do you mean by that just so I understand well so okay just like right now I'm standing it feels like there's a sock but if I took my shoe off there's nothing wrong okay and then how besides the blah blah blah blah blah what other symptoms are you dealing with with that well I can't shower with my eyes closed you can't what I can't shower with my eyes closed and what else well my golf game sucks but how often do you typically golf though like before the issue what's

that how how often were you golfing before the the nness three four times a week oh you were yeah okay and how how long have you stopped having a golf though how long ago kind of started lying to my buddies about a year ago oh a year ago that long yeah okay so you've been having to to deal with the the numbness and the feet for the past year I mean besides the the golf cuz that's just fun you know um has it had a has that had a impact on you yeah in what way

yeah uh my German Shepherd suffers because I can't walk her as much really yeah what else well when you say she suffers what do you mean well she's not getting exercise no so nobody's walking her nope okay let's just stop okay so good what am I doing there you're like why is he talking about the dog why is he talking about the golf why doesn't he focus on the physical pain what am I doing what I'm starting to find out what the pain is preventing him from being able to do okay now that's just the

start of it okay let's keep going here I'm going to show you some other things here cuz it gets more now we're going to skip these probing questions we're going to have time now problem awareness questions so now that we've there's other situation questions you have to ask but now that we understand what the real situation is and more importantly they understand the real situation how do we build a gap and help them find problems they didn't know they had because if you could only help them find one problem are they likely to buy whereas

if I'm able to help them find two or three or four or five of their problems they didn't realize they had who was more likely going to get that sale well I will every time because even if they figure out like well I mean this one problem's not that bad but then you've got boom boom two three four five other problems in their mind they're like I have no choice I have to I have to change okay so how do we build the Gap I'm going to give you a few examples here look at this

so I after I get in this and it's all my problem Orest questions are not going to be cookie cutter right it's going to be based off what they told me in my situation question so I mean you've been on XYZ medication for the last 12 months I mean what's caused you to feel like it's not going to get rid of the repeat back the problem why would I do something like that if they're on medication why would I ever say that you've been on XYZ medication the last 12 months I mean what's caused you

to feel like that's not going to get rid of the numbness in the feet well the reason why it's not going to get rid of the numb seeds is because of this because of this because of this and what did I just eliminate from them what did I just eliminate in their mind that if they go back to that they're never going to what be healed because sometimes you lose people and they say what well I just you know I'll keep hoping that it the medication's going to work see how I prevented that objection coming

up later by how I worded the question what about this so how do I pronounce that word the G word Dr gab Gaba what yeah so we have lots of clients in your space and I interviewed a few of them like yeah put the Gaba what oh he knows Nick how the hell do you know Gaba Pinon see you know how was the number how is the number one salesperson in all four industries that I sold in in my 17-year career and I can tell you I never even knew how most of the products or

Services worked wow because I wasn't selling that I was selling the results of what the products and services did for them and that's what I knew I don't need to know all the technical features okay let's keep going so you've been on so you've been on Gaba Penton with your doctor the last two years I mean what's caused you to feel like that's not going to get rid of the numbness what do my tone sound like concerned well the reason why it's not going to get rid of is here's another one so let's say you're

they walked in and they've been seeing another chiropractor what objection would I want to prevent them going to back to the other chiropractor some of you lose people to other chiropractors don't you you want me to show had to stop doing that obviously it hasn't been working if they still have the problem so I mean you've been using ABC chiropractor the last four years I mean they're they're fairly decent I mean what's caused you to feel like you might want to look at someone else what did I just do there why would I say I

mean they're fairly decent why wouldn't I say they're great why wouldn't I say they suck they're horrible because a lot of times they'll get defensive well I mean they're not that they're not bad but if I say I mean they're fairly decent what do my tone just seed doubt see how I basically just told them that the other chiropractor sucks by my tonality and they never get defensive do you see what I'm doing it's all in my tone they're fairly decent I mean what's caused you to feel like you might want to look at someone

else well I mean I like Dr gabber but I'm just having problems with this and he doesn't seem like he's blah blah blah blah blah and now I just prevented what them from ever going back they're going to be here this is easy stuff once you learn the right skills okay here's another one I might ask now I'm not going to ask this question if I ask the other first one I'm going to ask and probe and clarify so I mean are you let's say they have been to another car pror so are you 100%

satisfied with the results you've been getting so are you 100% satisfied with the results you've been getting what tone did I just use what kind of concerned slash kind of skeptical why would I do that why would I use that tone what is that seed in their mind doubt why would I use a 100% why not say are you satisfied with the results you've been getting why would I use 100% you know why because no one likes anything 100% think about the dream C what's your dream car that you bought your best car you've bought

you're like I love this car can you speak up Chevy Camaro I don't yeah you love that car the first day you're down the road you found stuff you didn't like think about the person you're dating or married to or whatever the first couple months were blissed they are perfect angels of God and within 6 months you're like God there's some things I don't like see if I don't put 100% in there that backfires no one ever say yes I'm 100% satisfied with the results that's why I walked in here they'll like here's what they

do here's what they do they'll do this well I mean I wouldn't say 100% not 100% what don't you like not 100% they always say well I mean I wouldn't say 100% not 100% see what I'm doing I'm shifting their thought process okay let's keep going here all right solution ress questions how do we get them to see what the future looks like once the new found problems are solved okay there's a lot of other questions my concern is you're going to take six questions I gave you and come back like Jeremy I didn't triple

my Revenue this year well yeah I just gave you a few nibbles here I don't have time they're kicking me off the stage and well it says 11 minutes but I bet they let me go 15 okay so here we go how would it how would it be different though like you you being able to get rid of the the chronic headaches I mean how how would your life be I don't know like maybe maybe different than it is now though why would I slow that question down how does it sound when I do this

how would it be different though youve been able to get rid of the headaches how would your life be maybe different than it is now John oh I don't know it probably be good too fast surface level answer how would it be different though I mean you you being able to get rid of like the the the headaches like how would your life be I don't know like how would your life be maybe maybe different than it is now what did I just caus them to do think deeper about the question I'm getting them to

internalize that's where the emotional side is you learn how to do this physical pain has only gotten you here emotional pain gets you here I can assure you of this let's keep going here now then when they say they're like oh it would be good I'd be able to golf I'd be able to walk my German Shepherd I'd be able to do this can I ask a favor I'm out of water can I get half hot water here and uh like half lukewarm [Music] water thank you okay now then I'm going to say okay but

they're going to say oh we do this or do that okay but what would do for you personally though logical based question first they're going to tell me logical I walk the dog that's my girlfriend give her a round of applause thank you I I'd walk the dog so when I ask a logical based question they're going to give me logical answers I'd golf more I'd walk my dog I'd do this but that's still what logical things on how their life would be different but then I'm going to lean in and I'm going to be

like okay but being able to to to do those things um what would it do for you personally oh my gosh it would relieve so much stress stress oh you have no idea the stress this is causing me done I don't need to do anything else because they've told themselves what what the future looks like once they can do everything they've ever wanted and all the stress and pain are gone but if I can't get them to open up emotionally I get what at the end sounds really good I just need some time to think

about it what your your hand's about to fall off dude you want to think it over see okay let's keep going here now let's keep going how would you respond to this anybody ever get this anybody ever get an email or a call and they're like we really liked you and what you had to say but we just decided to now it's not a good time we we we need to wait for the treatment uh we'll get back to you when we're ready keep in touch raise your hand if you've ever heard something like that

you're like what you're you chronic headaches you can't even go to work what are you talking about how would you respond would you throw out a rebuttal tell them why they're wrong how often does that work not one out of 50 so you keep doing it right it's like golf you get one good swing out of 100 so you keep going to golf cuz you think it works right but that's the numbers game approach what if if we played the skills game what if I could get it to work nine out of 10 times and

I said this by using an NQ consequence question I call him back I'm like hey Mary I got your got your email that's not a problem um you know you can always come back later can I um can I can I ask you something though sure yeah what's going on um how can I communicate to you that you that you might be making a mistake without you getting upset with me uh sure yeah what do you have in mind what did I just do there no one will ever say no I'm upset with you that

I that you said I might be making a mistake per upet can I um can I ask you something sure go ahead how can I communicate to you that you that you might be making a mistake without you getting upset with me sure yeah what what do you mean then I'm going to loop back around and I'm going to ask a consequence question because yeah I mean Mary from what you told me I mean what happens if you don't do anything about this now your nerves get pinched off and they have to amputate well I

I never really thought about that I mean do you I mean do you want to have to go through all that and all the complications that come after that if you if you didn't have to well no if I didn't have to but I just don't know if it's just expensive well in reality which is more expensive I mean is it more expensive for you to get the funds together and we take you through the treatment and your you know your feet get saved and you're able to walk around and spend time with your grandkids

the next 30 Years or is it more expensive if you don't do anything right now and your nerves get pinched and they amputate and you're in a wheelchair the rest of your life I me in reality which is more expensive what tone did I just use and how does she interpret why I asked that question does she interpret that I'm just trying to make a sale and make money or does she interpret that I'm genuinely concerned about the major implications and consequences of what happens if she doesn't do anything and if she feels that I

am concerned and genuine and I've built that Gap that trust and the pain of the emotions what do you think is going to happen nine times out of 10 she's going to get in the treatment plan and you then become a problem solver and you change the woman's life forever however on the flip side if you don't learn this and she says no her life goes into a different direction and who's responsible for that we are this is why communication is the most important thing you can learn if you really want to solve your people's

problems because if I can't communicate to them they don't buy and I can't help them is that why you got into what you're doing now okay now we've got a few minutes left now anybody want more questions like that I don't have a lot of more time they are going to yell at me I've only got four minutes which really means nine in my mind love it I know I get thrown off every stage um I'm going to give you a QR code I'm going to give you what's called the NQ blackbook of questions this

is our updated version we're releasing it in 3 days it's 161 Pages the old one was 8 give a lot of different industry specific examples I think some of them for you guys as well I'm going to give you the the QR code I'm going to give you 10 seconds 10 9 8 7 6 5 4 3 2 1 now you have to take a picture of me because when you this is the only way I can get this to you when you join this group this is one of our free Facebook groups sales Revolution

there's like 110,000 some people there maybe more now I'm not sure when you get in there you need to message a picture of me take a picture of me now this is your code word if you don't have this picture you will not get the book I'm going to give it to you for free I told Dr GB and his team I would this is your you got to take a picture of me you don't get if you don't have the picture that is your passcode you're like I saw Jeremy this weird guy with the

two parts on his hair I don't know why he does that on stage and I want the black book you message me in there somebody on my team will message you back it won't be me I like 20,000 messages a day some my team will message that we'll give it to you for free that help you start okay now I've got a few more things step three oh my God Jeremy step three I got five minutes how do we eliminate sales resistance where the prospects let their guard down this is the most important thing you

can ever learn in your life it's about neutralizing the hidden pressure that you're having in your conversations that you don't even know with pretty much every Prospect you're talking to anybody ever heard of this anybody ever watched this movie put that coffee down coffee's for closers right ABCs a closing that's what average salese do you don't want to be average selling is not adversarial it's not you against the prospect trying to win them over so you make money that will only get you this far you want to be at the top selling's collaborative you working

with the prospects to help them find and solve problems they didn't realize they had now we're going to teach you start here in the next 4 minutes the abds of selling that stands for always be disarming no more always be closing now do I mean that when that patient's there I get to the end and be like well uh I guess email me back if you're interested that ain't going to help you okay we have to learn how to get them to commit to take the next step to solve their problems by purchasing what you're

offering but we have to disarm them now how do we do that you ever get this objection can you just tell me how much it's going to cost I tell you if I'm interested anybody ever get that raise your hand o what do you feel like you said or didn't ask or how you use your tone that triggered them to say that to you bet you never thought about that H now we have three choices when we get this objection we can do this we can do this tell them the rate without build a gap

it's going to be this when you do that in the first 3 minutes how many of them like wow that's great 15,000 I'm in what do they say that's just a lot of money I I'm not sure boom gone done that probably is not a good strategy second strategy sweep it on the rug hope and pray they don't bring it up I'm going to ignore it oh yeah we'll go through that later now let me ask you and then what do they do two or 3 minutes after that hey just just tell me and they

get irritated cuz you just lost what trust cuz they know you're hiding it don't do that it's not good or we can do this answer it indirectly where it makes sense while we're asking I didn't mean to make that bad face at you I think I think I made a bad face it was not meant to you that was meant to me I don't want to offend you okay I I saw that like that was a really bad face I made there what was going on okay all right so here's what we're going to do

we're just going to agree with them oh yeah for sure I mean we'll go through all that for sure I mean it's really all going to depend on like the results of your thermal picture you know that's going to show us the the kind of blood flow you're getting into your foot uh you know the results of your neuropathy test and and really you know what your xrays look like as far as like you know structural changes like any disc damage and and once I can see all that and understand all those details I can

go through all the different options we have for our clients would that help you if I did that for you no it would not help me yeah sure and now it makes sense why I'm what asking the questions does it depend on all those things if that's their issue how can you tell them the price when you don't even know what see what I'm doing there okay see how easy I just got them to do what let their guard down if I can't let their guard down they stay surface level I get tons of objections

most of the time I lose the sale if I can let their guard down I don't lose the sale okay how about another one anybody ever get this objection sounds really good this is the last one actually I'm out of time should I get off the stage before I show you how to overcome this one oh Cliffhanger oh right it's like the you know the episodes of like you guys were watched uh 24 when it first came out like the you know the lost and everything you get to the end you're like I got to

go to bed 3:48 Monday night okay I'm going to watch one more I always say this one for last I mean how nobody wants to kick me off here oh it sounds really good but I just need to think it over now is I want to think it over an objection is it do they leave your office and go home and they're like I really need to think this through let's see um let me get the Excel spreadsheet out and I'm going to type in like if I you if I had these chronic headaches for

one month 3 month my disability payments like I need to really think this over when you tell a salesperson you want to think it over do you go back home and think through it really seriously for the next 3 to 6 weeks no you just had a concern and you didn't want to tell them so you just you wanted to make them feel good right that's what they're doing to you so I have what's my job to do here I have to find out what the real concern is how do how do I do that

by getting them to let their guard down and tell me oh you guys are good you're good this is fun so I'm going to do this oh yeah 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'll be available for you Jeremy what are you doing you're you're not trying to overcome the concern oh I am but how can I let how can I get them to let their guard down if they think it's over and we're setting up another appointment

what starts happening to the guard starts to come down cuz we're about to leave he or she's about to leave the office right oh yeah not a problem what's your what's your time frame on getting back to me in the next day or two to see if I'd be available for you why would I say just to see if I'd be available for you what does that do does that raise my status that maybe I'm busy I've got lots of clients see I'm raising my status by how I'm positioning it there a lot of people

are like well I could call you back next week I could I'm not sure waffle don't let them do that cuz they don't what they don't call you back in a week do they surprise surprise well possibly not sure if I'd randomly be available like that with my client's schedule um 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 you what did I just do with my

status that way you don't have to Chas face me down see who has the problems I don't have the problems the prospect has the problems why why are you qualifying to the prospect when they're the ones that have the problems you're the one that can what solve the problems so you're going to start learning how to get the prospects to qualify to you because you're the one that solves the problems right they're okay let's say we book a time they're coming back on we're going to talk on the phone on Tuesday not so fast CU

I need to find out what their concern is now hey um be before you go what were you um what were you wanting to go over in your mind just so I know what questions you'll have when we talk on tuesday well you know it's just a big decision and I'm just not sure we have the money for it what did I just find out it's a money concern and oh I'm right there in front of them now I know the concerns so what I can what can I do now help them overcome the money

concern and get them into the treatment program instead of saying what do you need to think about they well I just I have to think about big decisions defensive yeah what was it that you were wanting to go over in your mind just so I know what questions we'll have when we talk again well I just don't know if this is the right treatment plan because my doctor says that this doesn't work see that's the real concern because if you couldn't help them tell you what the real concern is were they going to show up

a couple days later were they going to answer the phone hell no you don't you see what we're doing there see we're learning how to humanize the conversation here all right thank you for being up here we went over the three steps to becoming the trusted Authority in your prospect's mind coming a problem finder not a product Pusher no bueno asking the right questions at the right time eliminating sales resistance now here's a book I brought now unfortunately how many are in here 8900 we only were able to get our publisher to ship like 150

to 200 books but I'm going to I told Dr gum I would give you guys our bestselling book Wall Street Journal bestseller Barnes no bestseller book for free so we've got some books back there look got some guys here got the orange books now if you guys want a book I'm going to give it to you for free okay if you if we run out you have to get the QR code here to buy it from Barnes & noal let us know if you know that if you need the like a GoFundMe page for the

$17 to learn how to sell more we'll talk about that and then uh we'll give you a free book I'll even sign it for you as many as I can as long as you take a picture of us doing it and you tag me on Instagram now as we close up one last thing before they boot me off the stage is training something you did or is training something you do as a chiropractor is training something you did in the past or is it something you do something you do if you want to be at

the top right now in sales in communication is training something you did or is training something you do daily it's something you do daily if you want to grow your practice very very quickly thanks for allowing us to be here I'll talk to you guys here at the end when I sign the books and everything love you guys we'll even help you we we have tons of clients that crush it in your space you have questions about scripting and I don't know if this question works just ask me and our team we will help you

for that thank you very much thank you Jeremy Miner appreciate you