How Introverts Can Sell MORE Than Extroverts

and I just sat there and I thought said you know what we're never going to get to where we want to be unless I invest in myself and my skills and I think it was that moment and I said hey I got to learn we're going to train you how to how to work with what is already there human behavior to get them to pull you in to get them to do all the work and it's when I started paying attention to the nuances and the things that you were coaching me that things began to

click and that's where my income went from just making like 5,000 6,000 $8,000 a month to making like 50 60 70 cuz at first it was just mimicking and then it started becoming understanding like the nuances what did you feel like you were missing before that took you from 30 to 45 because that's a big jop what did you feel like you finally learned and mastered that point it was what did you have to master go from 45 to 80 what what was the big thing you had to master it would be welcome to the

Wednesday live now we are going live on streamyard so we're using four different platforms we love streamyard streamyard if you're out there maybe you should contact us about doing a possible sponsorship on our Show podcast closers or losers getting hit up by every company now you might want to get on in streamyard we're using you we're promoting you all the way now we're going live here on four different platforms we're going live in our Facebook group Ryan said here unbelievable this nerd has a following look at Ryan from YouTube I Love You Ryan you're just

Ryan stay CL classy San Diego Stay classy San Diego there you go I I love it just bring it Stay classy San Diego that was a good one Nick I haven't heard that one I actually consider myself more of a geek rather than a nerd but I appreciate the compliment Ryan so we're going live in our Facebook group sales Revolution 91,000 of you in that thing we're about to cross over to about a 100,000 in there we're also going live on our YouTube channel 21,000 new subscribers and in the last four weeks love you guys

on YouTube We're Going live in our Facebook business page 153,000 of you running around on there and we're going live on my normal my personalized Facebook now on Wednesdays we do it a little a little bit differently so on Wednesdays every week pretty much 50 weeks out of the Year take Christmas off and I don't know there's one Wednesday we take off usually before Thanksgiving we interview Ryan you don't have to apologize I'm just giving you hell we love you Ryan I'm just a sarcastic dude you can ask the guy I'm interviewing on here he

actually knows me personally now well actually for quite a few years so on Wednesdays we go live with a different client from a different industry and we break down their sales process and we talk about where they were before they became a client what they've learned okay what they've tweaked in their sales process their script for their industry and I ask them questions so you can benefit from that now if you want to benefit from this guy now I have to warn you here I'm gonna give you a disclaimer this client we're going to talk

about this today the title of what I showed here is can introverts out sell extroverts can introverts out sell ex extroverts or can extroverts outsell introverts now there's actually a third type of the vert if you really want to know and that's what's in the middle that's called an Ambi I think it's an Ambi inverter something like that I could be pronouncing it wrong that's what I am I can be extroverted I can go out on a keynote uh and speak in front of nine 10,000 people did a my largest keynote I've ever done was

about a year ago for quility symmetry Insurance they're one of our clients now which like 20 some thousand of their agents they're a big life insurance company had me do one of their big Keynotes in the Denver convention center from about 9,000 people it's probably my biggest keynote I'm very comfortable just walking out and doing it does it even feel like nothing but I'm also just as comfortable being an introvert at dinner with six people sitting there listening not saying a word I'm really as Ryan said I'm a nerd there you go so we want

to talk about the different introverts extroverts erss and then what it takes if you're an introvert to become a top salesperson because there's a myth out there that if you're introverted you can't sell those computer programmers those nerds those you know whatever those tech people they can't sell they don't know how to ask questions they don't know how to use their tone they don't know how to prevent objections from happening so we're going to talk to an introvert and let him tell you his process and he's going to talk about now I'm going to give

you a disclaimer the numbers that he'll probably talk about today about how much money he makes now now and is how how much money he's made in the past per month do not mean you are going to get those same results I just want to go out there that the reason why this client got up to making almost in some months almost six figures in a month in commissions is because he put in the work I don't mean he worked 18 hours a day hustle also calling thousands of leads I mean he put in the

work to acquire the sales ability the sales skills to be able to earn that type of money because you have to learn a much higher level of sales ability to make a lot more money than you are now right and I can't guarantee you at seven level we can't guarantee that you're going to put in that same work to learn the right questions to ask to know how and where to ask them in the sales process to understand what type of tone you need for different questions in different parts of your sales process we can't

control we can't for force you to learn those things we can't force you to understand and and uh learn the right body language and how to use your facial expressions even if you're on the phone or in person that actually control how your tonality sounds in the prospect's brain we can't control any of that okay so I'm going to give a disclaimer when he talks about these numbers they in no way they in no way guarantee that you're going to do the same because you have to put in the work and we can't guarantee that

you're going to put in the work to learn and acquire those skills which takes longer than a week or two weeks or a month or a couple of months and we'll break down his process now what I'm going to have you do at the same time is I'm gonna have you ask him questions so you're gonna ask this guy questions about what it took like what was your biggest struggle when you got into sales like how did you learn neq neuro emotional persuasion questions you know how did you learn tonality that Jeremy and our trainers

teach tens of thousands how did you learn the right questions for your industry how did you learn how to behind any PQ to what you sell whatever questions you have I want you guys to start posting them now and I'm going to pick about the best six to eight of those questions and Tony this I let out his name I'll give you his last name in a minute we will answer those questions as I'm going through the interview now type in me if you want to ask me Jeremy Miner or this client okay who got

up to almost well 80 some thousand a month in commissions not every month he made that you know I'd say averaged a little bit less per month that's still a lot of money making six s 800,000 plus a year if you want to ask questions about what type of sales ability it takes what you have to learn to do that I want you to ask those questions that's why we bring clients on here now just so you guys know we only interview clients on here that make we have a threshold they have to be making

a certain amount of money commissions to even be interviewed on this show so it's very hard to get on the show you have to be making I think at at least 35,000 a month in commissions consistently in your in your industry to be able to be interviewed on the show as one of our clients all right now if you are brand new here you just started following Maybe on YouTube all right because we haven't done much on YouTube been around for you know four years we just we just acquired a Content creation company about six

weeks ago and now we're like blowing up YouTube we literally have gained 21,000 new subscribers in the last four to five weeks okay if you've been following me in the Facebook group we lot bigger in there obviously we have got many different Facebook groups been foll me on our Facebook page we got tons of tens of thousands on there so you already know me so I'm the founder of seventh level and seventh level you should know sales training company that trains people exactly like you watching me here so we train sales professionals like you we

train sales Executives like you sales leadership Sales Management entrepreneurs business owners coaches Consultants contractors we train you and your teams how to work with human behavior we train you in dreams certain questions to ask and how to use your tone that work with human behavior that cause your prospects to let their guard down and actually want to open up to you emotionally and tell you what's really going on and there's a lot more to that that we'll talk about today so what I want each of you to do go down to the bottom of your

phone and if you're on the live right now I want you to go post hashtag live so if you're on the phone right now I better see there's between YouTube and the Facebook group here there's almost 100 people between both of those together so I'm going to have you go down to the bottom of your phone and I want you to post hashtag live in the comments I better see a ton of hashtag live so post hashtag live in the comments and if you're on the replay I'm gonna have you post hashtag replay so go

post hashtag live thank you hey Joey what's up Gia Joey Trevor Tony Aaron Tony there's a bunch of you starting to get on here so I want you to go post thanks Daniel Road rage on YouTube Frederick Jasmine zindel I might be pronouncing your name wrong Andrew okay a lot of you on here Tony Justin so go post hashtag live if you're on the replay go post hashtag replay now I'm gonna have you smash the heart button and I'm gonna have you smash the like button I better see hundreds of smashed hearts and hundreds of

smashed likes you know it's only like 92 degrees here in scottd Arizona pretty damn hot for the middle of October but it's still nice enough to go golf so I've better see hundreds of smashed hearts and hundreds of smashed likes if you want this client to help you sell more by answering your questions all right let's bring out the the myth the introverted legend Tony biano Tony how are you man man join my day just got done with Crossfit inspired for you got my butt kicked totally yeah you know what got a crush it in

other areas right not just in sales that's that's right baby you go to CrossFit in the middle of the day man I'm like a morning guy I have like a 5:30 a.m. class I haven't gone for a couple weeks I'm starting to get skinny I gotta get back in the gym yeah I do it because I got my boys with me I drag them to the gym or they drag me to the gym I don't know which one it is but it's a good afternoon refresh I tell you that man so C right out that

now Tony I looked you up uh I'm not sure if you're aware uh because you know randomly interviews are random right we might interview somebody that's only been here 90 days uh that's you know jumped in they really took the training seriously they quadrupled their sales and income we might interview somebody that's been here six months in the in the client training programs or a year two years you've actually were one of the first 150 clients from five years ago when seventh level started I don't know if you were was it was it five years

ago five years yeah you're first 150 clients you go that's that's crazy that's history right there that is history I got I got to put the picture up on a on a frame you know the first 150 clients of seventh level okay so talk to us a little bit about this because I've seen you post over the last several years you know different testimonials I Pro I mean maybe I've missed some of them I don't see them all now we get too many but I've seen at least three or four and you talked about how

you used to be an introvert or you still are an introvert and I think a lot of people out there are like hey I'm introverted I'm a little bit shy I'm not comfortable in person I'm not comfortable on Zoom I'm not comfortable calling people on the phone talk to us a little bit about being an introvert well I mean I grew up as an introvert I was always like the shy kid that got picked on at school all that kind of stuff okay so you kind of started carrying that throughout your life and then you

know being an introvert sometimes you try to like overcompensate with trying to become a forced extrovert and you know that never works out really well as you know right and it was I used to be like that for a long time and got into I was a programmer for many many years just trying to like figure out how to make money online all that kind of stuff so uh you say did you say computer programmer that was a computer programmer yeah I me how did it go from programming into sales that's a crazy story right

there okay so you started off as a computer programmer so yeah like a hoodie wearing Pizza stuffing computer programmer as Michael on YouTube no offense Michael we love you we're just making fun of you Michael would have said Tony was the nerd computer programmer what caus you to go from from programming to getting into sales like why would you do such a thing man I always wanted to make money online I just got taught the wrong what I felt was the wrong way which is programming and then I started seeing people make money online and

I thought well I'm going to go do learn how to do that and I got introduced to like the high ticket World okay and started going I went from programmer to marketer into high ticket space okay and then I kept on hearing about this guy Jeremy Miner Jeremy Miner he's like this legendary guy he's totally crushing it he's got this different way and I was taught like the old way of doing sales because my my dad was actually in business and he was really really good at communication and sales okay yeah but I was always

learning like the the books that you would see like the Amazon best-selling like old school cringey kind of way to sell and Community the something clothes the give it a TR clothes the puppy dog clothes 100 the 10,1 different closing techniques okay so you you heard about me because my last job so I was in four uh different Industries in my 177e sales career my last job the last about four years was in the high ticket space that was my last job before I started seven so you heard about me there oh yeah everyone was

talking about like this this Jeremy Miner guy that was just crushing it and also at the same time this ability to communicate with people where it didn't feel pushy or salesy when you're using the old stuff you feel you feel cringey you don't really like it but you do it because that's what some gurus said is the way to do communicate then I got introduced to your training and I think it was like I went to an event and I remember I was sitting there and I was thinking to myself man this is really resonating

with with how I am because I don't have to feel pushy or I don't have to be something that I'm not or try to communicate in a way that I wasn't communicating I remember sitting down with my wife and I said you know what every every successful professional like a professional athlete professional musician artist every single one of them has a coach and I remember I was reading something where even s Deion a v one of the greatest vocalists had a coach a vocal coach and I just sat there and I thought said you know

what we're never going to get to where we want to be unless I invest in myself and my skills and I think it that moment that's when I contacted you and I said hey I got to learn and uh that that was right after I started seventh level I retired for a little took some time off started seventh level I remember you reaching out like I said you're one of our first 150 clients crazy it is and it's been such an amazing journey I mean when I first started when I first started down the neq

path and started learning I had to unlearn a lot of just craziness yeah and then afterwards it got to a place where now you have conversation it becomes effortless yeah and you're working with the person not against them yeah it just you you have conversations where people get to the end of the the sales cycle with you and they're like hey thank you so much like you don't have and you never hear that with other stuff yeah so you've learned yeah so you've learned how to get the prospects to do all the work right because

they're the ones that have the problems not you right they have the problems not you you the salesp person has a solution to solve those problems so why is everybody trying to you know you got to do all the work you got to do all the selling you got to do all the coning and persuading we train you as a client here we're going to train you how to how to work with what is already there human behavior to get them to pull you in to get them to do all the work to get them

to focus on the end result results based thinking rather price or cost based thinking okay so now let's get into this so you're in the high ticket space deal you're kind of in the digital marketing space you you you sell these different High ticket programs you know five grand 10 grand 20 30 grand that type of stuff yeah talk walk us through a little bit because I think some people and some people get into neq and like it's like they take the red pill the first week and then 30 days later they've already doubled their

sales doubled commissions 90 days later they're making four times and then other clients it takes them a little bit longer you know they'll they'll see increases you know 10% 15 maybe 20 but sometimes it takes them a little bit of time before they kind of like get it you know the Matrix the red pill before it like clicks for them yeah tell tell us your journey there real quick well my journey was I remember the first couple months it was like I was learning little bits and pieces and I was getting really frustrated because I

wanted like the instantaneous results like I wanted to like just get that one line that was going to change everything and I realiz one line okay yeah I realize it's never the the one line yeah and I mean that's where like even watching like your your content you put out it's it's really solid it's great but it's not the one line that's going to change everything it's the system as a whole and the new yeah and it's when I started paying attention to the nuances and the things that you were coaching me that things began

to click and that's where my income went from just making like 5,000 6,000 $8,000 a month to making like 50 60 70 80 okay whoa whoa whoa whoa whoa whoa that's a big jump all right so that's a big jump I say walk us through here so you're Mak you're averaging five six 7,000 a month where did you go let's say where did you go three months later let's just kind of break down your journey so when I first started because I I wasn't really A salesperson I was learning everything brand new so I went

from like 5,000 and then I went to something like you know 7,000 and then I think by sixth month I was at like 12 to 15,000 okay so okay so five to 15 in six months that's tripling your income not that's not chabby let's just be real that's really good but that also tells me and you now compared to what you you now know in May because you you've been here a client for several years that tells us like you you kind of got a little bit of it but you just you didn't have well

probably not even 30% of it at that point so what happened the next so six months you went from five to 15 what happened from month six to month 12 so it's from six to 12 I think that's where I was getting into like the 30s and then right around then something just like clicked like the minute it clicked for me it was like the Matrix got unlocked you know okay so hold on hold on there a lot of people on here a lot of people on here that like damn son like you went from

you know five to 15 that's a big jump in a lot of people's mind they're like holy hell this guy's crazy and then six months later you went from 15 to 30 a lot of people would be like damn that sounds like you really got the Matrix and took the red pill but what you're saying is you [Music] hadn't dabbling that was that was just baby step dabbling yeah and then it cuz at first it was just mimicking and then it started becoming understanding like the nuances of you understand the psychology behind it psychology behind

it yes and at that point that's where everything unlocked and then all of a sudden it just got into the place where hitting like a $40,000 $50,000 a month was like my bad months yeah you were like oh I only made 40 Grand this month that's okay so let's let's just go to the timeline so 12 months so you went from five to let's say 15 from from month zero to six months because you in more of our advanced stuff Advanced Circle then you went from six months to 12 months you double that then you're

starting to make 30,000 month what happened from month 12 to month 18 so month 12 I think 12 to like 14 15 it just kind of hovered a little bit and then all of a sudden it just took a massive up uptick because I was building up my pipeline at the same time and everything started clicking couple of things maybe what was the top couple of things around that month 14 15 that you finally understood you're like I took the red pill and you went from 30 to where did you go 30 to where the

next three about 30 to about 40 50 around there and it jumped yeah and then after that it jumped to about 80,000 okay that's a lot so you went from 30 to 45 let's say another six months what what what did you feel like you were missing before that took you from 30 to 45 because that's a big jump what did you feel like you finally learned and mastered at that point it was a tonality the tonality so when you don't have the tonality you sound scripted like you're just going through something and you just

feel like you just sound like you're going through questions and it becomes like interrog interrogation but when you gain the tonality of what you're saying the tonality and the pacing it becomes more natural in how you're communicating with someone yeah and then at that point when you get past the script and you get more into framework and the psychology and the tonality then it just becomes like you're flowing with the conversation instead of pushing the conversation so that that's where it was it was when I went from pushing to flowing so instead of just asking

the questions on your script where you sounded a little bit scripted you're saying once you learned the tonality especially when you started learning verbal cues how to bridge from question to question where it sounded natural yeah that causes your prospects to keep their guard down and they open up emotionally that's a big that's a GameChanger once you learn that now tell because there's a big jump here so the next six months okay because you're still going through the training remember is Train everybody on here is training something you did or is training something that you

do because if Tony had stopped training at month six where would he be he'd still be at the same income he was at at month six probably you'd actually probably go back down right so then from month like 18 to month 24 you said you went from 45 to what per month 80 that's when I hit my 80,000 a month are you you're being real hold hold on hold on so the it was 82,000 and then right after I did that like two or three days later I closed another I don't know like $110,000 in

sales so I ended up closing the month with about 92 okay 96,000 yeah yeah yeah but then you okay but you get a paid commission on that so okay so you got that was like your biggest no that was my commission was that was your commission okay that was not my Revenue that was my commission 96,000 was your commission okay I thought you meant that R okay that was your commission so the product you're selling because you would have got paid probably a 15% commission or okay that makes more sense to me okay what was

the jump what did you have to master go from 45 which is a ton of money dude to 80 what what was the big thing you had to master it would be it would be my postering and no go then again take my tonality and my questions a little bit further but it was also my posturing because you know as an introvert you you typically aren't postured properly let me put it that way tell us what you mean by posturing because sometimes people would be like oh that means he's acting like he's all tough like

he's the man like what do you mean by posturing just having a calm confidence and being even kill when people are talking to you no matter what they're doing where they're blown up on you yeah or everything else cuz most people they get into sales as you know they get all like excited like hey how are you doing today and it's just like that's the cheesiest thing in the world it seems like you sound like a sales right and they put their so what we mean by posturing I want to make sure everybody understands it's

like I think what Tony's describing is he learned how to become more assertive because assertiveness doesn't mean that you're like in their face when you come across assertive it's Collective it's calm it's people view you as an expert because you're calm so even if a prospect gets upset and throws out a huge objection what we train you is we teach you like just not even like Stone Cold like it has no impact on you emotionally and you view it as more not their fault they threw that objection but like you're starting to think like oh

what did I say how did I use my tone that triggered him or her to react that way and we teach you how to you know clarify what's behind their objection or concern and then how to reframe them and help them overcome that concern where they become on your side is that so that's a big thing you learned I think that would be yeah exactly that's that's the thing is is I became more observant when that kind of stuff happened so I really became more aware observant and aware and More in control of myself and

more control of the conversation that's having not that I was manipulating someone but I was just guiding and observing and also bringing things to attention you became more of a facilitator is what you're saying yeah I guess okay so let's call it that yeah for sure I don't know te you're taking you're taking them as on this journey right you're you're helping the prospect understand what their real situation is because most don't when you first start talking to them right maybe they know they have a problem but they don't know how bad the problem is

really or maybe they don't understand the consequences of what happens if they don't do anything about solving the problem right so I want to add something else to that the other thing that helped me was and here's the thing like when you're doing all of your Discovery calls you get into a place where you've heard the same story over and over and over and over and over and over and it's really easy to become biased and just kind of expect the answers so the other thing was learning to becoming just open and curious and just

paying attention more to what they were saying rather than just knowing where the conversation was going I think that like in the book uh just listen he said it's there's one thing to be interesting it's a different thing to be interested and that the other side of it yeah that's a good point see you know the third principle of the new model of selling is we always say you know we train you how to listen to what the prospect means not just what they're saying let me repeat that for everybody you have to learn how

to listen to what the prospect means not just what they say so if I ask an npq commitment question do you feel like this could be the answer for you and they're like yeah yeah I think it could some of you might be like he's ready to go she's ready to close but what I just heard is he's uncertain he's unsure he has a concern that's what I heard in his tonality not just what he said I listened to what he meant right that's the key right there is knowing what's behind the comment what's behind

the answer yeah and if you don't get that then you're going to miss a lot of sales that so that was the other thing that was a big like unlocking the secret for me was just understanding looking past the question looking past the answer and seeing what was Bey what was underneath it that was also another one yeah I like that all right let's take some questions from the audience here I think there's some really good questions take a few questions and then what I'm going to do is I'm G to come back and ask

you a couple of questions that we've trained you how to ask you know maybe a consequence question or problem awareness whatever you want to reveal because there's a lot more of those in your sales structure that you have to use for your industry not going to have you give everything away to everybody on here but a couple little gold nuggets it's going to help them sell more so let's go see okayed uh let's see this is a good question uh what okay esam from YouTube what's the number one secret of your success Tony what's the

number one secret out of everything you've learned with any man people always ask that question I I think the the better question if I can like just imp part something is ask people like what's the biggest challenge you face and how do you overcome it because that show the problem solving skills I like that let's answer that let let's do that instead because the biggest secret is the obvious one naq that's the biggest secret and that's what everyone's going to say the the biggest thing was what was the biggest challenge I ran into and how

did I overcome it the biggest challenge I ran into was my ego of I already know this so and how did I solve was becoming aware that I don't know it and the sooner I learned that I didn't know it was the faster I got to the place of getting where I really wanted to be uh that I love that I think that should be in a book because I think the biggest thing that holds most salese back from greatness for making two three five times what they are now any industry doesn't matter it holds

back a lot of entrepreneurs and business owners from scaling their companies is what they have such a high ego because they're doing good that they think they know everything there is to know about selling and that's why unfortunately for them they stay at the same income every year have to work their butt off go through the numbers game go through the motions and the end result every year is about the same yeah so how did you overcome that I'm sorry I was reading one of the comments man I apolog how did you overcome the ego

that holds a l how iome the over the ego this is so there's a bit of philosophy that I have for myself is there's a there's a difference of you know between um confidence and arog and the question comes is who do you serve so I had to get to this place where I had to ask myself like who am I really serving am I serving myself or I serving the people that I'm selling to like do I really care about me or do I care about them and I think it's a little bit of

both but I think what it really came down to is I realized at the end of the day I really care about the people around myself and that's when I realized you know what you know you you don't know at all and I had a mentor that even taught me that like hey outside of you it's like you don't know at all the faster that you can learn that you don't know know it all is the more open you become to learning and I think it was also the element of that curiosity where I said

you know what I don't know it all and I'm struggling so I need that help and I think that's what gets a lot of sales people is it's they get into the ego world of saying you know I don't need the help I can do this I've even in in the world I've been I've SE been around people where you know they do well in sales but they could do so much better if they just kept on growing and learning I you know what most people do like you said when you went from five grand

a month in commissions and you got up to 15 grand a month in commissions most salese unfortunately for them I know it all I'm making 15 grand a month I'm the best and if Tony had done that I would never be where I'm at right now 30 or 45 a month or where he's at yeah yeah and here's the thing is like when you get to like making $80,000 months you realize that's not the end that's just the beginning and at that point you realize okay we're just you you every time you hit a new

level you're always thinking you're always presented that ability to say this is it that I've arrived I know everything I know everything and I think that's the thing they have to eliminate is that you don't know it all and you've never arrived so you got to stay hungry and stay curious and keep on learning yeah and that's how you also adapt even in your own industry and like learning new questions and new ways of saying things 100 perc all right I'm gonna answer this question for Eduardo here on YouTube I think this is a really

good question so Ed looks like you're from the solar industry so we train aund it's actually 161 Industries now because we thought it was 158 it wasn't last year was 158 but I guess apparently we didn't know this Forbes updates how many Industries there are in the world every year and there's always new ones that are created and sometimes there's other ones that get so small that they get subbed into a different subcategory so we train in 161 different Industries and there's subsets of each one like if you're in Home Improvement that would include you

know siding that would include pools that would include you know uh that could include decks it could include Windows Doors you know uh bathroom you know you know help me I follow it I can't get up so you have to have a like for an elderly person a better you know like shower thing that you can get in out that includes you know models of the house new carpet new tile uh tiling you know TI uh countertops cabinets I get going on so there's different subjects so solar is one of the biggest industries we train

noward it's actually we looked it up the other day solar is the third largest industry we train in the world now especially the last year so we train one company that has 11,000 salespeople okay power solar did a big huge training for them uh in their virtual studio and we do a lot of stuff with them anyway Edwardo let's go back here Eduardo so this is a really good question for you how would you frame a consequence question in the Solar industry to a very wealthy customer I'm going to show you how to do it

to somebody that's really wealthy and I'm going to show you how to do it with somebody that's just kind of like regular middle class or that bills pretty high because there are differences okay Eduardo you ready hopefully you're writing this down brother so typically if somebody's wealthy okay what I want to do is I want to push them away a little bit I want to push them away and get them to defend themselves on why they're maybe looking to change because that pulls me back in they pull me back in okay so I want you

to pay attention to what I do herard this is only for somebody that's wealthy somebody that's middle class I'm going to show you a different way okay so I mean for you guys why you know why in your mind why look at even doing this now I mean why not push it down the road and keep you know paying the rate hikes like a lot of people do who don't know anything about solar so for you why not push it down the road and keep you know paying the rate hikes like a lot of people

do who don't know anything about solar now why would I do that to somebody wealthy why not push it down the road and keep you know usually I say I would train a company and why why not push it down the road and and keep you know paying the rate hikes notice what I'm doing with my hands because usually you're going to be in the home or virtual if you're selling solar paying the rate hikes like a lot of people do who don't know anything about solar see they don't want to be like a lot

of people do who don't know anything about solar because now they know about solar right because you've been talking to them about it when I say keep paying the rate hikes or I could say keep being so why don't push it down the road and just keep being forced to pay the rate hikes that's actually better keep being forced to pay the rate hikes see a wealthy person does not what want to be forced to do anything most people don't don't want to be forced to keep paying the rate hikes Warren Buffett would not want

to be forced to pay the rate hikes Eduardo so that's how you'd frame it if they were wealthy now let me see masterful there you go see now if somebody I know see there that yeah I hope someone was paying attention to that they need to pay attention especially to the the body language not just what you said and how you said what did you see that I did there the rate hikes the I'm visually creating a what in their mind a Gap a gap yeah exactly yeah there you go that's like if you're not

doing your sales calls on Zoom here's the funny thing I'm to the point right now where I've done so many sales calls on Zoom that when I'm just at home talking to my friends I can't do it without the video camera on it's hard yeah it's hard to get on the phone anymore when you're still used to Virtual like people and stuff it is true because when I call relatives or my my dad something it's hard for me to talk on the phone I'd rather like just FaceTime him or something where I can see the

person so true you know what's interesting I'll share this real this real quick point when you when I went over to Vietnam yeah because you know doing with naq stuff we were able to increase her income we can go do the fun things we traveled over to Vietnam to go visit my wife's mother she hasn't seen her mother in like 20 years because we lost contact of her and we got reconnected it was amazing but it was funny because all the people in Vietnam they don't do phone calls like this they all do video phone

calls really yeah all everywhere they don't do phone calls like this it's all Facetime videos or Whatsapp or whatever else so it it's just interesting and so like if you're a sales bird so going back I'm just thinking like what was the things that unlocked that was the other thing is I is I did all of my calls by Zoom initially it was so awkward but now it's gotten to the point where if you're not doing calls on Zoom you're only communica getting at like a part of yeah because they can't visually see they don't

trust you as much and it's a disadvantage for you because you can't read their body language now there are some Industries if you're calling age leads and let's say you sell final expense insurance or life insurance at age leads if you do a one call close because it's more of a a client that you know is is like maybe lower middle class or lower like very poverty you're typically going to have to use the phone and there's other Industries for that like if you cold call but then when you set that second appointment up if

you cold call you would want to do it virtually on Zoom there are some Industries where you're G to do it in person it just depends so there are some circumstances there but with Tony's industry and a lot of them now you should be able to do it on zo or call close yeah if it's a two call close or whatever you want to do that second one on Zoom for sure especially after this after all the whole lockdowns and Co I mean everybody knows how to use zoom or they should even grandpa and grandma

go to church on Zoom now right they do yeah exactly everyone does yeah and and I want to show Eduardo a different take of that you're lucky I'm doing this for you Eduardo maybe hopefully you're one of our clients Eduardo because all of this and like 10,000 times more training is in our virtual training portal we even have solar specific trainers now that we contract with that were npq clients that we have one guy that makes 150,000 a month in commissions who teaches you how to tie neq into your industry so we have sales trainers

that do that over the world for tons of Industries now at this point anyways going back to it so that consequence question will only work if they're wealthy and they've kind of started opening up a little bit about looking at solar if they're completely emotionally shut down you can't ask it that way it wouldn't make any sense you know why look at doing this now if they're like well I'm not looking at doing this now that wouldn't make any sense so if you have that type of you know a type that's not opened up at

all that's kind of like you know just in your face you might want to you can like lean down and in a concern tone you can be like do you want to keep me do you want to keep being forced to pay the rate hikes if you didn't have to see that's a different angle of that we would teach you do you want to keep being forced to pay the rate hikes if you I mean if you didn't have to see that's a confused concerned tone right I even put my hand on my my chest

that's a body language signal that I'm what that I'm concerned for you I'm concerned for your problem and your situation and the consequence okay Tony now we want I want to I want you to give me like like maybe a consequence question or a question problem Tau you I know it's in your head yeah it's it's in my head but I'll I'll give one so a lot of times I'm working with people especially with certain things I sell they're transitioning from where they're at into starting a business okay and you know they might be working

for 30 years in the same job and it's you s you sell kind of a a model where they actually start it's almost like a franchise model right yeah like affiliate marketing affiliate marketing or it's getting into creating their own courses selling online their own ucation it's a massive industry yeah online education too so yeah give us one of those so the main the main question is like you know just listening to what you're sharing with me so far you've been doing the same thing for 30 years what if you keep doing the same thing

for another five 10 or 15 more years what would happen then look at your tone that's good now what type of tone did Tony use he used a concern tone and why would you use a concern tone with that type of question what does that do in the prospect's mind because I really care about the person and also all you know becoming a part of their Journey at the same time yeah so it's not that I'm like trying to like convince them it's I'm trying to bring an awaken a question inside of their mind where

they become self-aware and okay so I want to touch on that for a quick second if we can in today's day and age people aren't taught to think they're only taught to react and at the same time nobody's self-aware self-awareness is one of the greatest levels of success yeah is the more that you become self-aware and the more that you help them become self-aware the faster it gets them out of reaction mode into thinking mode and in that thinking mode and feeling mode is where they make that decision yeah it's it's so true because what

you're doing is you're see and I want to I want to make sure everybody because what Tony did there you might have been like wow that sounds really good but you probably don't know the skill level and the nuances he just did that you have no idea what to do if you wouldn't try to do that with what you said like literally I'm not gonna break it down so first of all he used a concern tone your tone is how your prospect interprets the intention behind the question that's how they're interpreting the meaning your intention

behind the question is he concerned for me or is he trying to manipulate me is he concerned for me or is he trying to sell me see that's a that's a big deal is he confused about something I said so I need to clarify is he curious like that's how their their brain their brain doesn't know what they're doing it's reacting to that right now another thing he did is he used what's called this this is really important this is what he learned Advance Inner Circle he learned how to verbal pce that question out and

used two verbal pauses within there okay so what is verbal pacing when you're asking questions most salespeople I know all of you are guilty on there you ask the question so fast that your prospect literally has no time to internalize and think about what you're asking and that's why they give you a surface level question so if Tony had asked that same question so you've been doing this for 30 years like what are you going to do if you just keep doing it another 5 10 15 oh I don't know like I just you know

something will happen because he gave him no time to think about he gave him no time to internalize but when he said so you've been the same job the last 30 years verbal pause two seconds what happens if you don't do anything and you just you're there five years from now making the same amount of money like what changes for you so I did three verbal pauses there and I paced out the question now that causes the prospect's brain literally they cannot help it to internalize and think really deep about that question and that gets

more of a openness so the prospect things deep so they're more open and they really like think about it internalize it and they start to build a gap because now they emotionally open up whereas when you guys are asking questions so fast they stay surface level with you yeah that that's the KE and the other thing was bringing them back to the thing that they've been doing that hasn't been working you've been doing the same thing for 30 years yeah just bringing them back to that place and reminding that you know they're not there with

you on that call because what they're doing hasn't been working otherwise they wouldn't be listening there so that's what's called an neq consequence question all right so that's good let's take one more question here all right uh can I answer one of the questions can I do because I've been reading some of the questions with the ones I've been pausing okay so just crossed over 25,000 commissions this month in commercial insurance was at 7K before Jeremy Miner's program neq joined 3.0 then in circle last year if you could go back five years what would you

tell someone a year in to avoid the jump from 25 to 50K good man that's a great question here's here's here's the thing oh man I wish I would have done this Jeremy I really wish I would have done this I like I kick myself all the time looking back because I didn't do this as quickly as I should have yeah and that is to to trust the process and be coachable my God that's the most important thing I like looking back you cut you cut out a little bit you said okay I'll say it

again trust the process to trust the process and be coachable just stop fighting the process I fought that process because I was like it's not I remember I I remember one of my funniest memories of working with you remember like messaging you like Jeremy it's not working and you're like I don't know how it couldn't work it's working for everybody else maybe there's something that you're doing and I was like I was not submitting to the process but the minute I did man everything just changed that's that's the thing I would tell someone yeah because

a lot of times we'll train them because they they have our virtual training course 45 hours you know they're going through that daily 10 15 30 minutes or whatever they're on the group trainings and we'll teach them specific exactly what to ask like word for word you know especially if they're in a band Center Circle they've got all the scripts every industry word for word they'll go in change half the words fluff it out their tone sounds awful like monotone or excited like why haven't I quadrupled my sales and then we hear them on call

reviews like well I can tell you why because you sound like a scripted robot because you you haven't learned how to use verbal cues you like you got to actually pay attention to the training you're not going to Triple your income by going through the training portal one time like you're not going to learn everything it's all the nuances right no you won't and someone just asked this other one can you span what you meant by submitting to the process it was giving you my call recordings it was giving you my call recordings and having

you just tear apart the call and you know that that's like really that is like the biggest ego check right there is because you're giving a call recording you're thinking like I crushed this call and then you come in and you tear it apart and then you realize that's probably the most valuable interactions I ever had with you because I learned all the things I did wrong and all the things I should do right and at that point that's where all my sales started increasing at the same time because I was learning the nuances right

the psychology it's the ins and outs so you're flexible with the sales structure you don't sounds scripted Gio Eduardo is that true or you being paid well Eduardo you let everybody Eduardo we paying are we paying people we got 18 we got 18,000 plus testimonials in the last three years we're paying Lots we paid 18,000 people to give us testim oh man I love that we we paid millions of dollars we I don't know what are we doing there good Lord Eduardo so Gio just a suggestion to you maybe Let It Go like drop the

you like Tony said maybe drop the eagle maybe you don't know everything there is to know about selling or sales maybe you could learn how to sell more just going out there on a limb if you want to join our our Facebook group you're GNA see we get about 30 to 50 new testimonials every day every day that's seven days a week you're talking about thousands a month so just going out a limb there Gio like you might want to like open yourself up maybe I don't know where everything maybe I have have more to

learn because like Tony said what's the biggest thing that holds most salespeople back for making two three four times what they are their ego thinking they know everything yeah that is and then the ego when they start making money that's the other thing they get cocky yeah I think that's where they have to they have to become more humble yeah hey I'm still I'm still learning I made a little bit under $33 million in Commissions in my 17year sales career before I started seven level and I will tell you I don't know everything I'm still

learning every day because I know if I don't I'm never going to get to the next level Tony thank you for being on here you're love having you you're a legend I I love having you on there all right everybody take Tony for there everybody get them a round of applause give tony a fire Emoji in the chats in the comments I want you to post a fire Emoji now should I ask you do you want to start acquiring just maybe possibly potentially even half of the sales ability that Tony who was an introvert it

went from five to six grand a month eventually biggest months 80 90 grand a month the average is a little bit under that freaking tons of money do you want to start acquiring even half of Tony sales ability that we've trained him is an advanced inter circle client type in me if you want to acquire even half of Tony's sales ability that we've trained if you want to well type in me if you want to double your sales so every type in me in the comments if you want to double what you are doing now

if you want to go even if you're doing good you want to double your sales type in me now for some of you you're like I don't want to just double I don't make that much I need to Triple so if that's you type in triple in the comment sections I want to Triple what I'm doing now my sales percentages what I make now some of you are bigger thinkers like Tony was and you've dropped your ego and you're like if there's thousands of other people pretty much every industry we train now that are doing

those numbers and more why not make four times what I'm making now why not my percentage closing percentage to go up four type in four no type in quadruple I don't know how to spell it type in quadruple if you want to make four times what you are now even if you're doing good type in quadruple some of you like multiple like zillion like I love that all right now for those of you who typed in that what's your plan what's your plan are you going to Triple your working hours you already work8 to 10

hours a day you're going to work 24 hours a day how are you going to do it if you can't triple your working hours how are you going to Triple your closing percentages how you going to Triple your sales how you going to Triple your your commissions how what's your plan you can't so if you want to double your sales if you want to Triple your sales triple your income what do you have to do we have to be like Tony tens of thousands of our clients now and you have to acquire what a more

advanced sales ability than you currently have learned that's the key right that's key and then you have to rehearse it you have to practice it you have to show up on training calls if you missed the live training calls you show up on the recorded client training calls you have to go through our virtual training portals for clients to acquire those skills just like tens of thousands of our clients are doing on a daily daily basis okay in your industry watching me right now now we have tons of people that are making four five times

what you are now even if you're already doing good they have hair some of them are bald some of them have one leg two legs they drink water they have trials I've heard they even eat food some of them pray some of them don't pray some of them have purple hair some of them whatever have one eye doesn't the only difference is what they've just acquired a much higher level of sales ability than you currently have so are you going to let them keep crushing you like that are you going to let them keep owning

you in your own industry are you going to let them keep crushing you type in no if you've had enough with it if you're done with people crushing you in your industry because they've acquired a higher level sales ability type in no I'm not going to let them do that now for you who typed in know or double or triple or quadruple message me directly right now so for you who typed in double triple quadruple or multiple whatever he whatever or typed in no message me directly right now so if you're in the Facebook group

message me directly right now if you are on the Facebook business page message me directly right now if you're in my Facebook message me directly now if you're on YouTube you can't message me on that platform because I've never I don't respond on there we don't have people respond on there you'll have to join our Facebook group sales revolution. proo it's right there on purple right underneath me and Tony and then message me directly and either myself because there'll probably be at least 50 or 60 of you that will message me real quick there'll be

more on the replay there'll be 500 more people on the replay that watch us over the next day I won't be able to message all of you back personally I'm just gonna let you know now I will message a few of you the others I will have someone on my team message you directly and they'll probably have some questions about your industry what do you sell what do you feel like you're saying or asking or not asking or maybe not understanding how to use your tone that's triggering your prospects that have problems that your solution

solves to run the other way what are you saying what are you not asking that's causing them not to buy from you even though they have problems that your solution solves so once we ask you those questions and kind of what you make now compared to what you want to make if you want to change that we'll let you book in with one of our account managers who trains different Industries like yours and you can ask them questions and they can go over the different training options we have if you want to change your situation

we have 36 different sales training programs now Tony when you started there was one now there's 36 lot of T industry specific all right Tony I gotta get out here I got another podcast thank you my brother for having me it was great seeing you about a month ago that was fun I know it was great to be able to see it for a little bit now be reconnect now so I love it I love it all right everybody get out of here we'll see you next week message me directly right now uh let's see

why was I sent to a de okay message me directly right now and we'll see you soon thanks everybody somebody said why was somebody sent to debt collector agent you're not completing the nbq well whoever you are if you enter into a an agreement and then you rip our videos out and copy them or pirate them and then you don't pay you would get sent to a collection agency for sure that is why all right get in the training start learning start selling more everybody too good Lord all right oh my goodness all right see

you later Jimmy bye