How to become the #1 Sales Person: Jeremy Miner

hey guys welcome back to the grant mitt podcast episode number 78 we have special guest Jeremy Miner on the show he is an expert in all things sales Business and Entrepreneurship um if you guys know a little bit about my story I always been heavy sales focused and um I'm honestly super critical of sales like you we were just mentioned talking about beforehand that most sales training is not good and um it's not good all and um you're one of the few people that I've consistently seen just incredible content on that I could put my

name behind him man this guy knows what he's talking about well we get lucky here and there you know how long have you been following me um so I I think I've seen a lot of your stuff pop up over the last maybe a year or so probably our ads and stuff yeah I think I kind of started off with that and then um you know Instagram everything's gotten so big but you know your Brand's definitely sure exploded but let me ask you this what makes a great closer I'm I'm probably going to give you

an answer that probably most that would be very unconventional but the best closers are closing doesn't happen when you use an option closed at the end like do you want the red one or the blue one that's not when they decide to buy so the best closers are the ones who are able to build the biggest gaps from where the prospect is we call that their current state to where they want to to be or where they now see they can be they didn't understand we call that their objective State and they're able to build

so much of a gap and help them find so many problems they didn't realize they have and that closes the prospect themselves so in in our mind well just me being in the trenches before I started seventh level it's about how good you are at building the Gap and how good you are at getting the prospect to view in their mind that by them changing their situation like purchasing what you're offering is far less r riskier for them than doing nothing at all staying in the status quo and the problems stay the same you know

which is more riskier so closing closing is just like a byproduct of good selling like closing is just it's like 2% of the sales process it's not like 30% like I think most sales people think what's the initial step to create that correct perception uh meaning meaning okay so when okay let's say you're knocking on a door or you're you're calling someone on a cold call they don't know who you are their initial re knee-jerk reaction to someone calling is what typically it's well typically it's fight or flight mode but that's triggered by the salesperson's

tonality so everything you do like typically Behavioral Science 101 within the first like 5 to 12 seconds of any sales conversation you're in even any conversation you're in subconsciously you're the person you're talking to they're picking up on social cues from you like you you can't help it like when you go into a room and at a network event and somebody starts comes up to you and starts talking to them you're automatically you're subconsciously you don't you're not you don't even know you're doing it you're picking up on like who is this person what are

they all about are they trying to sell me something like you're looking at their body language you're hearing their tone all that stuff so your prospects on a call or the door picking up the same thing so they're picking up on your verbal your non-verbal cues on what you're saying and and if you come across like too excited for example and I don't mean be like boring or timid or weird like that there's kind of a middle ground but if you come across too excited like a you know no pun attend like a used car

salesperson which we train tons of used car dealerships the right way now if you come across too let's say needy right you come across attached and you don't know the right questions to ask you don't know how to use your tone it triggers the prospect very quickly be like oh not interested or oh no we're good like we don't we don't need that it's like when a telemarketer calls after 10 seconds you're like oh I'm not interested you hang up the phone you didn't even know what you don't even really know who they were or

where they were from or anything you just made that decision instinctually from their tonality and that goes into what we call a lot of people call it the reptilian part of the brain survival part of your brain you know if you if you study the brain so I'll give you an example let's say that you're you're walking across the street to a store like a grocery store you're just walking across the street and you hear this lady like yell like ah you just hear this really loud yell instantly you go like this you'll react right

that's your survival part of your brain so her tonality that pitch goes in your survival part of your brain so you instantly react am I safe that's like you know from a million years ago or whenever God put the first humans on this planet that that's debatable I have no idea but that's when you know like oh am I safe from the tigers or whatever you know so it's like your it's like your it's your survival part of your brain so you instantly like you know you instantly react before you heard her words now her

words then travel like very very quickly up into what a lot of people call the midbrain and that's where you're deciphering what those words were and then it goes into your neocortex part of your brain which is your decision-making brain your problem solving your brain and you're like oh oh I'm I'm okay like she was just yelling at her kid to be safe crossing the street and that can happen in like two or three seconds okay but you instantly react first survival part of your brain so if you sound like a salesperson when you knock

on the door or a cold call or even an outbound lead or anything if you sound like a salesperson your prospect human beings in general have built up these defensive mechanisms for decades now uh from sales people trying to sell them something right so like what's I'll give you an example like what's the first thing you do when you wake up in the morning besides go to the bathroom what one of the first things you check your phone you get on social media and you see what ads trying to sell you something you then walk

into the kitchen you turn on the TV or something you're you're making you know breakfast you see commercials trying to sell you something you get in the car turn on the radio you hear ads trying to sell you something you drive down the road there's these things called Billboards trying to sell you something you get into the office right you get back on social media and you know your grandma's pitching her latest greatest MLM opportunity so you're constantly being sold to all of the time and as a society we built up these defensive mechanisms in

our brain that anytime we feel like we're being sold to so if you sound like every salesperson we get defensive and our guard goes up okay that is not the prospect's fault that is s's fault sales rep's fault now if I if I come across if I learn how to come across more neutral more unbiased like I'm not quite sure I can help yet you're not saying those words but you come across more unbiased like you don't know enough yet and you come across more Collective more calm and detached and you know the right questions

you know how to use your tone it triggers a prospect's brain to become curious enough where they want to engage they feel comfortable you there's something different about you they just feel more comfortable opening up to you so that's the difference and all that most of that is dependent on how your tone comes across it's interesting because we were talking earlier about you when when did I kind of figure out tonality and different yeah that was quite interesting because I saw a couple of your reals I'm like he actually knows he actually sounds pretty pretty

good on that couple of questions he asked like most people don't sound like that unless they're really trained how to do that well so I found it I want to hear your perspective on it I think there's this kind of what I formulated is there's three levels of a sales rep one is is that the person that they're trying to sell knows that they're not good or they're new it's just obvious no different than when you get a really bad waiter or let's say a new wed you're like ah it's her first day sure right

the second is the customer or the person knows you're a really good salesperson yeah these are typically people that are super slick they know how to answer everything yeah so you could hey you could sell anything you're a good sales you're a great sales the worst it's like getting friend zoned or something right there's no sale there exactly now the third and the highest level is that you're so good that they don't even know that you're trying to persuade them they don't feel like they're being sold they have no clue yeah they feel like uh

they're you're doing them a favor by letting them pay you to like solve their problems and get where they want to be exactly and I remember this exact appointment where I was at where I finally felt that for the first time and I'd close them it was a solar deal and they're like oh my God you know I'm going to tell my neighbor one second they went got the neighbors the neighbor came over hold on why why do feel like I could I could help your neighbor though yeah exactly oh the reason why you could

help them is yeah you're pushing them away to get them to pull you back in more and so they bring the neighbor and then I broke down how it works and the neighbor was like so like how do you even make money like and I was like what do you mean and so cuz he's like explaining the S cell and he's like but like what do you do they like how yeah he had no idea I was in sales yeah he had no clue and this is me closing two deals in one hour yeah what

commission you make on like 7 to 15 grand deal something yeah something great and they're like and I was taken back because I'd never experienced that before I felt like I was always a good people person yeah but what I finally figured out is that was at the time one of my best sales months everh so I had closed so many deals that it was not that I didn't care but I just wasn't attached to it you weren't attached you weren't needy exactly neediness kills so many deals it it it kills it and then that

was when I first experienced it so talk about how important is tonality and how do you create the right emotions in the buyer yeah cuz you emotionally can you can you can cause a human being a prospect to think differently within a few seconds by using your tonality within a few minutes for sure you can reframe their way of thinking that's allowed them to stay in the same situation very easily so there's typically five types of tone that we train on that you have to master there's subcategories of each of these tones but I'll just

talk about the the the frontal five so the first tone I always talk about is the confused tone now a lot of people I did a reel on this one time they're like you can't be confused you have to show them that you're the expert and I'm like I totally agree I'm not saying when you're in the presentation you're like oh I don't know how it works like that's not what I'm saying but in certain context uh you know using a confused tone actually causes the prospect to actually open up more so let's say they

give you like it's non-threatening yeah let's say that they give you like an emotion word like ah this is this has just been really really stress stressful on the family let's say if I'm selling life insurance I don't know they had somebody die in the family long time ago and you're in their home or on Virtual and I'm selling life insurance just throwing it out there like ah yeah when when when Uncle uh Joe died it was just really stressful on this hold on how how do you mean by stressful see that's a confused tone

like who why was it stressful hold on how how do you mean by stressful and it's almost it's a confused SL concern tone but what that does their subconscious basically says this oh he didn't understand what I meant by stressful I need to expand on that I need to explain that better see the what are the two biggest emotional drivers that causes a human being to want to change pain or the fear of future pain so if we can't help a prospect relive their pain of their situation and have a fear of continued pain or

future pain they don't feel any need to change and when they don't feel any need to change that's why you get tons of objections and that's why they don't buy so how can I get a prospect to open up emotionally and relive the pain a lot of times it's just by using a confused tone and clarifying and probing off emotional words they give so if they say like oh just this is let's say if I'm selling we were talking about crms a minute ago let's say you're selling crms you know like some type of sass

product to a company they're like yeah it just caused a lot of tension in that apartment tension I can just repeat like that one emotion tension like I'm confused and they're like oh yeah because of and they just start explaining and they start reliving the pain that is a way to get them to emotionally open up so in that context if I didn't use a confused tone I'm like oh how did you mean by tension like a curious tone that wouldn't make any sense but because I'm acting like I'm confused they expand and explain on

it and they relive that pain far more and they open up emotionally right so like let's say if you sell door to door this is one thing where you use a confused tone all the time or even if I cold even when I call call B2B I would always use a confused tone and like I would have like seven out of 10 people or companies that I talked to that I would book appointments for to myself and everybody was like they couldn't even get like I mean they couldn't even get like if they talk to

a 100 people they'd get like two or three or four and I was getting seven out of every 10 they're like what are you doing and they listen to me and they're like why do you sound confused cuz I'm like well I got to I got to trigger curiosity like you guys act like you're so slick and that's why they're shutting you out they're like uh yes John there hey John yes it's Jeremy Miner with XYZ company Hey listen can I have two minutes of your time to EXP explain how we have the most life

blah blah blah blah blah and the process like salesperson salesperson because you sound like a salesperson you're automatically put in the sales Zone and you just triggered sales since their guard comes up and it's over at hello but I'd be like yeah I'm holding is John there yeah John hey it's it's Jeremy uh Jeremy Jeremy Miner I'm holding a copy of your XYZ uh files that we got off of you know ABC website I was wondering if you could possibly and I'd Shuffle the papers around where they could hear wonder if you could possibly uh

help me out for a moment and they would like sure how how can I help you they were just they was almost confused themselves cuz that's not how a self person is supposed to yeah now now what did I do here's what I did notice what I did with my Tong when I said my name yeah it's just Jeremy uh Jeremy Miner we know each other right yeah that's a familiar tone okay so have you ever got a call from somebody like hey Grant it's it's Amy Amy Smith and you're like you don't even know

who that is but you're like oh hey how's it going and you ask her you're like who is Amy Smith like I must know her from somewhere so you just kind of go with the conversation and it takes you a couple minutes before he's like hey I don't remember where did we meet but you would never on God's Earth say like who is this when they sound because of their tone that that you should already know them that you're familiar so just that familiar T yes just it's Jeremy uh Jeremy Miner I'm holding a copy

and I have papers in my hand on purpose holding a copy of your uh uh XYZ report uh from ABC website and I had a uh I was wondering if you could possibly uh help me out for a moment sure they always sure how can I help you yeah sure what's going on well and I'm then I'd push them back I'm like well I'm not even sure if it even makes sense for us to talk so I kind of push him away and then I would go into it but when I was on the doors

I had to I had to learn this the hard way because this was my first sales job I was in college of 21 almost 22 the training was like you sounded like everybody else like if you sold Pest Control alarms uh Lawn Service you know HVAC you know uh rainbow cleaner you know vacuum cleaners hi my name is uh I'm with XYZ company the reason why we're in your neighborhood is not interested because you sounded like everybody else that was not going to L sell them anything all the time so I'm like how do I

because you know I'm sing I'm going to school at the same time sing Behavior signs I'm like how do I trigger curiosity you know I'm like how do how do I get them to one engage so I'm like I need to not look like a salesperson because all the other sales people like you'd have slacks on back in the day this was like 20 years ago so like you weren't wearing like shorts and like t-shirts and stuff and all laidback so we'd have to wear slacks and like a nice collared shirt and like a like

your name badge over here like you just when they come to the door they're like oh salesperson you you automatically trigger scissors and I'm like okay I can't look like everybody else and I can't sound like everybody else so when I got a tape measure put a you know tape measure there right cuz you got to measure where the alarm stuff's going to go right so I'd always pull that out when I got in the house I wouldn't got a construction vest like an orange one and then I had like a neon green when I'd

switch on and off based on so I didn't look like it say I had like this uh I had this like uh metal folder like it was a thick thing I can't remember what they call it had like a couple documents on it it had all the contracts in it so I was like write I had my pen like writing out stuff you know like I was looking around the roof now if I sell solar I probably look around the roof and they came the door if I sell Pest Control I'd probably look at the

ant mounds or the spider webs around the house with alarms I'd look out in the front yard because we'd say if you put the sign in the yard you get the system for free and then later they had to do the monitoring right so i' look at the yard and everything and all that stuff and then right when they came to the door I'm about 6 ft back angled to the side so I wasn't a threat I think everybody knows that by now you're welcome by the way I'm the one that actually taught that 20

some years ago not to like sit like this like stand in front of them anyways that's a whole another subject I stand on the side and I'm like they come to the door and I have my PIN on my hand I'm like yeah are you guys the um are you the the property owners here and they like yeah Property Owners what's going on that right there that's an example of a pattern interupt I just triggered curiosity and I just separated myself from 99.999% of all door to door sales people just buy that now if I

said it like this yeah are you guys the homeowners here sound like a salesperson like what do you want yeah what do you want yeah are you guys the uh and I had a pen in my hand I always wav the pen are you guys the um are you the the property owners here it was like confused and concerned everybody like yeah what's going on and instantly they'd always walk out I never had anybody that would set behind the door ever and so people are like how do you sell cuz I'd have like four installs

a day and back I don't know what what the records are now but I installed like almost 400 uh accounts in like a 4month summer period because we would do door to door in the Summers it was like a summer program you'd work from like a May 1st to like August 30th and so you couldn't count anything you sold before it was just like what did you sell in the 4 months and I did like almost 400 installs but I would go out and I'd work half as many hours as everybody else and I'd sell

five times more and just people were like they just didn't understand it and a lot of that stuff back in those days I didn't understand why I was doing it I just I just kind of figured out that it worked to me if that makes if that makes sense because there wasn't like sales trainers teaching that right uh and then then that's when the next year that's when I started like I got to learn tonality so that's where the confused tone came from right now the second tone is is easier to master confused tone takes

a while to master you like really have to practice stuff okay uh the second tone you have to master is a curious tone so so walk me through what do you what do you guys do to to generate new leads and and clients now just so I have an understanding if I'm a marketing agency for example that's just a curious tone right and then that's an easy one and then I have to master the challenging tone now I can't have a challenging tone in the first couple minutes right cuz I don't have much trust or

credibility in that conversation but let's say three force of the way in I can ask them a challenging question but what happens if you don't do anything about this Duke and they keep raising your rates like they always have and now you're 75 80 years old still to pay the bill every month but now the Bill's what three times as high and you're on a limited income how are you guys going to pay for it at that point and I start off challenging so I raise my voice trigger an emotion and then end with a

concern tone right so the challenging tone kind of gets them emotional like well what happens if you don't do anything about this and XYZ situation gets even worse you it's a challenging tone right then I have a concern tone so I might lean in and say if if they're not moving forward or whatever you know this is just generic I'm so what's um can I ask can I ask you something John sure go ahead and and this is you know between you and me you know it's it's off the Record don't worry I'm not going

to post on social media um what's really holding you back from from moving forward and I soften my voice in that concern tone and watch how your prospects open up it's weird when you drop your tone it's uh there's a bit of trust it's almost as if like I was telling this to my sales reps yeah uh let's say you and me are at a restaurant and someone's over there doing something crazy yeah I'm going be like Jeremy what the hell is that lady doing yeah I don't know yeah it's it's like we trust each

other we're on the same team what's going on over there yeah when you lower your it's a soft tone but it's that concern tone a tone that shows empathy now women naturally already have that ability men you have to teach them that most men don't it's hard for them to have empathy right so you have to train yourself how to how to use the concern what's really what's really holding you back from moving forward you know just lowering my tone or or let's say back to the life insurance that's the largest industry we trained so

let's say if they're like well so so if I ask a problem question what we call problem question so I mean you've already got this $100,000 work policy what's caused you to feel like that's not enough yeah well the reason why it's not enough is see I'm pushing them away to get them to pull me in rather than saying why are you looking for life insurance oh I don't know we're just seeing what options are which isn't a real answer it's not a real answer it's just surface there's no sale there you're going to have

tons of ejections and if you get the sale maybe they stick maybe they don't you're you're going to play the numbers game I want to play the skills game so I I'm not understanding you've got this $100,000 work policy what's caused you to feel like that's not enough well the reason why it's not enough is and now they're telling themselves why it's not they're selling see that's what we're talking about the greatest sales people in the world the prospect doesn't think they were sold M they walk out they don't think they even talk to a

salesperson I kid you not the death of sales is when like oh you could sell ice to an Eskimo or you could sell anything to anybody you're like how many think that you're doing something wrong how many of those people bought no very few right so that concern tone that the tone that shows empathy is a game Cher so back to that life insurance example let's say if they're like well the reason why we're looking is you know our uncle un Bob died oh what oh your uncle died what actually happened concern tone rather than

saying oh I'm so sorry uh let me ask you it's like so okay he does not care he doesn't even care oh what what actually happened like lower tone you know hand on chest shows that you care right it's a body language symbol and uh and then they start opening up oh how long did that actually happen so when that happened what happened to his family did they how much life insurance did they have oh they didn't have life insurance what so when that happened what type of impact did that have on his wife and

kids see I'm even going much much deeper where they're reliving the pain of the uncle right so but I couldn't do that if I'm like oh what actually happened that tone is like nothing that's like monotone like that's not going to work but the concern tone gets them to open up emotionally right and then I have What's called the playful tone which is really really important if you want to really disarm prospects so let's say I'm cold calling and let's say that uh well let's you know I was talking with one of our clients train

a big company that does um train a lot of people in uh real estate real estate's our second largest industry that's real estate uh residential commercial and it's also investors that call distress properties so let's say you're calling distressed properties and like oh you you guys keep calling me all the time oh so oh yeah let me remove you off the list have you been getting like a million phone calls from investors those investors and you're just kind of playful like oh yeah yeah those yeah been getting a million phone calls okay well let me

see if I can take you off the list now what did they actually offer you and I go right back in but that playful tone gives me some time oh if you wait a minute you're you telling me you you don't like getting a million calls from investors trying to S like get your house for 50% off or something oh yeah those sons of a blah blah blah blah blah what did they actually offer you and I'm right back into a concern town and then get back right back in the conversation or let's say if

you get on a zoom call right you do solar virtual and they're like hey how you doing today to the salesperson most says people like oh I'm doing great working hard or whatever that doesn't hurt you but it doesn't really help you so how do I disarm the prospect how do I get them to kind of laugh a little bit and emotional open up hey how you doing today oh you know just hanging out being the boring guy what about you oh I'm sure you're not boring that's what you'll get oh I'm sure you're not

boring and now they're defending me right but I couldn't do that if I didn't use a playful tone cuz if I used a regular tone Oh just hanging out being the boring guy what about you whoa you are really boring that sounds weird oh you just trying to stay out of trouble you get in trouble over there Susie oh no I don't get any trouble good gosh no so just open them right up but I have to use a playful tone to be able to do that if I don't use a playful tone they're not

going to open up oh what are you do what are you doing today oh you know just hanging out looking for better hairspray online if you're bald oh my gosh like you know if they can see you or something like oh yeah when my uncle went bald like we made fun of them blah blah blah and it just opens them up it's just a disarming technique playful Tone's really good I found that being really great at sales and the biggest challenge early on I tried to te to solve my sales reps is it's a challenge

of getting the person to just act like themselves yeah open up be their actual Personality yeah I found people are and I'm sure you have is I assumed in outside sales everyone would just be really weird or crazy but people are really cool yeah you just got to get their are humans are good they're cool yeah but that you got to get them when they're not in a fighter flight State yeah and the reason why it's so difficult to sell is a Salesman is its wor enemy and it's causing a person that's on the defense

mode the second that they're talking and so they don't trust them they don't know what they want you're not getting the real version of themselves the the it's not like the prospect plans all this out before the sales call it's not like they wake up in the morning like you know when I get that outbound call from from who from Grant today at 3:35 p.m. when he sounds a little bit needy when he asks me if I have two minutes of time and I don't really believe he's going to take two minutes of my time

I think I'm just going to go fight ORF flight mode and say yeah just call me back later and then when he says yeah sure when can I call you back I'm going to say Sunday at night at 9:30 and when he calls me at 9:30 I'm just not going to call I'm just not going to answer it's not like they plan that out that's just them reacting to the salesperson's tonality that's triggering that and the words they're saying and what they're doing it's the salesperson that's triggering that reaction the fight flight mode it's teaching

them how to do it it got to a point where we eventually ended up getting um phone or software where basically we can listen to all the calls back which changed everything cuz now the sales reps can't lie to you right but uh it's a prospect's fault they're all broke really it's the leads it's the leads I don't know if it's the leads it might be your sales techniques right but what's interesting is not only that but I could listen to project management problems so I have a project coordinator and say hey we got an

issue with this we got an issue with this got an issue with this even if the rep was no longer with the company almost every time just based off of how the customer acted I knew who sold the deal because the sales rep is slowly teaching the person how to act how to react to certain situations how to feel and the best sales reps had the best customers didn't have the late cancels didn't have all those issues even if they did yeah they'd act in a more respectful way yeah sales people have taught consumers to

lie exactly so when when sales people like oh buyers are liars I hate that term cuz I'm like well yeah that's because they lie to you just like you lie to salese because of the techniques they're using are triggering that resistance so buyers are Liars from sales people's techniques that they've been forced to learn and I always say look it's not your problem you were forced to learn those techniques but it is your what what is your problem because nobody's going to come save you like you're going to have to find sales training that doesn't

teach that kind of stuff because like you said most of it is just regurgitated stuff from well the past like 50 60 70 years years in a different Spin and then the sales then the sales trainer I hate those like oh you just got to work harder you got to call more leads you got to knock more doors you got to cold call more you got to get thicker skin it's a numbers game you got to get more nose to get to the S I'm like well you just told all those sales people that what

you're training them doesn't really work that well so unfortunately you're just going to have to work harder and get thicker skin I'm like how does that give a sales person competitive Advantage they're's going to work more hours that's why sales the sales sales people industry have one of the I think it's the high highest attrition rate out of any profession in the world besides it may be like a police officer I think it's the highest attrition rate and I always say the reason why it has a highest attri attrition rate is because salese somehow believe

they can get a sales job and then learn how to sale sell after they get the sales job and I'm like what profession can you not know how to do and you just learn once you get started like can you become an engineer and then learn how to build a bridge after you get a job as an engineer hell no you have to go to school for you have to get an education can you be a brain surgeon and just kind of learn on the job and like kill everybody cuz you don't know what you're

doing and you finally figure it out no like you can't do there's really no profession out there can you be a police officer without any training formal training no sales like the only profession I've ever met were like oh what do you do for living oh I'm in sales oh how many years did you go to sales and persuasion school oh zero it's not a thing it's not a thing they read like a book a year for $20 and I'm like that you're you're wondering why you're struggling you've never really been educated on human behavior

and persuasion and influence and how to sell properly and that's why you're struggling sales people are educated in that that's why they're crushing you because they put in the time and they are committed to out learning everybody else people always ask me like Jeremy the number one question I get asked at any event that that I do you know if we're doing group trainings for for clients or whatever virtually or whatever we do is how do I how do I get more confidence in sales Jeremy I'm like it's it's a weird question for me cuz

I'm like well that's easy if you want more confidence you got to have more skill because your confidence level will always be to what your skill level is nothing more nothing less like you can get all pumped up right you can listen to Tony all day I love Tony for personal stuff I can go on YouTube or get his programs listen to him all day and get confidence out the moon before I go out and start making sales calls or appointments or whatever but then my skill if my skill level is down here my sales

skill level my confidence level throughout the day is going to go where back down back down to where my skill level is okay so if you want to R your conf you raise your confidence you got to raise your skill level like lit that's in any profession if I'm a neurosurgeon how am I going to be confident doing brain surgery if I was not educated and have the skill to successfully perform brain surgery like it's the craziest question for me so if you want to gain confidence you have to gain far more skill than what

you have now because that skill leads to far more sales far more sales gives you more confidence Less sales gives you less confidence period how does I think one thing along with tonality was talked about but one thing I've noticed sales reps struggle with especially young sales reps that are out the gate they don't have a lot of training development like what you're saying they struggle with establishing credibility yeah they're either they think they're too young or they don't have no experience or they're not they don't know how to control a room properly how does

a sales rep gain more credibility even if they're starting a new business they just work at a company or they're brand new it's it's interesting thing because our top salesperson in our company who made over 800,000 in commissions this year is just turned 19 and he's out selling people that are in their 30s and 40s so as far as building credibility that is once again based on the skill level you're developing because when you walk into a room so I learned this very quickly when I went from door to door B Toc sell doing alarms

in college to then Enterprise B to where I was like back in in the day this was like 2006 to 201 like 11 I'm meeting like CEOs of Fortune 1,000 companies in their boardrooms with like 12 other decision makers right and so you know I was in my mid-20s I think it was like 25 26 when I got into that and everything and I learned very quickly that I had to have what I now call situational status I had to raise my status in our mind very very quickly it's it's something you learn I went

to school for bab science and social dynamics and in Social Dy Dynamics you learn about like social you just learn in every society uh throughout the ages there's always been ways where your status is defined by a certain thing right now your status is your status as an American or in most countries is based on your wealth and social media followers that how it's how somebody looks at your status for the most part would I be right but like you know uh if I'm living on a in the Polynesian Islands a thousand years ago my

status would be based on my tribal tattoos and my arms and so depending on what the tribal tattoos were they would look at me a different way right or in medieval Europe you know if I'm a lord or a duke or you know so status is defined by different things so if I walk into a room a boardroom and a CEO c seos will I don't I don't know if you have this experienced that se will come in to lot compies like and it's like their fifth pitch they've heard of the day they're just it's

like a numbers game you know they just they have one day a week where the vendors come in so they just try to overpower you so they'll just walk in like okay uh let's go ahead and uh get going I've only got about 45 minutes uh so let's hear the presentation and then if you could leave your information after we'll get back to you for interested immediately proof for try to take control the room yeah because most we like oh yeah no problem uh I'll be on time for sure we really appreciate the opportunity we

have to present to you what did you just do lowered your status just reaffirm the way he treated you literally lowered your status that his or her time is far more valuable than your time but the problem is you're not the one that has the problems that company did that Prospect does you don't have the problems so why are you qualifying to them they should be qualifying to you because you're the one that can solve those problems so I learned very quickly just different techniques to like I I call it reframing or like power framing

now I think Oren CL talks about that in his book he has to had to take some social dynamics classes to learn that it's it's called rank framing social dynamics but I'm like oh gez 60 Minutes you guys must have a lot of time on your hands I've got 35 minutes max before my next appointment with AT&T should we get started and I would just take the frame back back and they're like they would just sit there like yeah let's let's go I call it pulling the rug I'm like oh 60 Minutes you guys must

have a lot of time on your hands I've got 30 minutes max before my next appointment i' always set up appointments with their competitors after and I'd do that on purpose cuz I knew what they were going to do before my next appointment with XYZ company now they know that I'm meeting with their competitor right after and then I'm like should we get started and I just took control of the room and then from that moment on they were just like little puppies and it was easy so that's just an example of like raising your

status so you raise your status based off the questions you ask as well because if you ask questions that get them to internalize and think deep they view you more like an expert like an authority figure like if I'm selling Financial Services to high net worth investors that are worth 50 million plus and I'm only making 500 Grand a year I'm only worth let's say a million bucks or whatever how do I have status with that person the only way is with the questions you ask that get them to start to see that they have

problems they didn't realize they had and that causes them to view you in that situation is having a higher status in that subject matter than they do that's how you build status that's how you build credibility I love it love it and just so to finish up tell me about seventh level tell me about what what made you start that and what you guys do well seventh level our we're a little bit supposedly different uh than most sales training comes our mission is to change the way sales is perceived in society we're not just a

sales training company that you know companies or individuals come to to train we do that all day we we have we even have a couple Fortune 100 clients to Fortune 500 to SMB all the way down to individual sales people that sell anything we sell we train 161 different Industries now according to Forbes there's only 163 and there's subcategories of each one right there's if you're in Home Improvement subcategories doors windows HVAC you know Roofing garages I mean there's 50 different versions of Home Improvement as one industry um but our mission is to change the

way Society views salespeople because how does society view sales people now lower status Hollywood views sales people lower status in their movies we want to flip that because salese if if nothing's sold there's no economy there's no economy there's no Society like nothing works without salesp people salespeople should be viewed at a higher status why are they not viewed as a higher status like a doctor or an attorney it's simply the way they've learned they've been taught how to sell M that triggers people to view them at a lower status so so we are flipping

that script and changing the way the world and Society View salese at large so that is our overall mission some level I started some level I retired in 20 late 2017 from my sales career I almost an 18-year sales career did somewhat decent by what some people would say retired and I was like well I don't know what I'm going to do now take three four years off whatever and uh and then I started seeing all these ads on Facebook from all the sales gurus and it was the first time I really started getting on

social media I was just too busy making sales for the companies I work for and I'm like man if I followed what those sales gurus are saying to do I would have made like 90% less of my sales gr like that does not work like I I understand it from a Behavioral Science Background the way the brain makes decisions that doesn't work unless you want to play the numbers game right because when I sold alarms I'd just talk to five people and I'd sell three or four out of five and then I'd go home and

I'd work like three or four hours everybody worked 12 and I make 10 times the money best STS are always say exactly what you say yeah and I'm just like why why would I play the numbers game when I can play the skills game you know and so we're changing the way Society perceive salese uh you know get getting them to view them in a higher status by the way they communicate that doesn't mean you get to then you're like well let me know if you're interested like you're not going to close that either but

you got to learn the skills tonality the right questions the right time body language everything that will C cause a prospect to feel like I said all sales is just about change that's the only thing it's about how good you are getting them to change their way of thinking that's allowed situation to keep going right now the problem is human beings don't like change even though we say we do as as a as a species so how do we get human beings to overcome the fear of change so that's what we teach people do how

to get them over to overcome that fear of change to move forward and get what they want and so we started seventh level in uh so after I saw the gurus I'm like maybe I should do I'd always been told in my career like you need to start your own sales training company you're going to be the next Brian Tracy I'm like I'm not going to be Brian Tracy I'm just going to be Jeremy Miner like what are you talking about like Brian Tracy just Brian Tracy I'm Jeremy Miner right um and so and I'm

good friends with Brian now he's a good guy and um and so yeah I just after a year I'm like maybe I should do this and so I locked myself in my man cave for six months and wrote out my first sales training program it's called The 8we Academy it's so embarrassing now this is in like late 2018 launched it first year we did like seven figures but I spent like 600 Grand more than what we made so I lost like 600 Grand my first year we had of testimonials that was a good thing but

I'm like oh okay so if I keep losing 6 700 Grand a year how many more years uh until I have to unretire and go back into the sales profession so and that was back when it was me and my assistant from my job that I brought over and and now we have 60 163 employees 5 years later so as a sales training company that's fairly fairly I think we're the third largest in the United States right now that's amazing as far as Revenue but so that's that's kind of why I start at seventh levels

because wanted to change the way Society viewed salese and love that I just felt bad for sales people following all those scoas because I'm like man they're just gonna get let down I'm just like that sucks they could be even if they were doing good playing the numbers game cuz they're working their butt off I'm like they could make they could be selling two or three times more and work less oh yeah you know 100% I just get tired of all the sales people burning out you know I'm just like you don't have to burn

out like when I was in my career sales was so it was just so easy cuz people didn't feel like I was selling to them so I never I never went home on a Friday night like hoping sales I made Friday were not were going to cancel on Monday you know like all the other sales people did they'd have half their sales cancel I'd have hardly anybody cancel and I was selling five times more but I never had to worry about it because the prospect persuaded themselves exctly and when it was their idea they you

know they weren't going anywhere love it where can uh where can everyone find you on social media yeah the best place you can follow me at Jeremy Lee Miner my uh verified account on IG Jeremy Lee Miner M ner I think we have close to 700,000 followers on that account that's a good place to follow me you can also get our book I didn't even bring it I think well I think it's out there I brought a book I was going to sign it for you not not that it matters I'm not no I'd love

I'd love to have it it's a it's a Barnes & Noble bestseller Amazon bestseller and Wall Street Journal bestseller it's called the new model of selling selling to an unsellable generation so they go to Barnes & noble.com we have a special deal with Barnes & Noble they can get that book it's going to give them an overview of the new model selling now obviously can you master sales and persuasion from a book no you got to go out and do it well you you got to learn far more than that cuz a book is just

an overview right and the way the the Mind retains information after after you read a book this is crazy if you read a book within 48 Hours guess how much of that you're going to remember less than 10% it's about 19% oh really now a week later it's less than 10% a month later it's 2.8% on average so sales people like oh I'm just going to go out and buy books and master sales like well you're going to remember 3% of that book 30 days well you get it's hard to retain information by read reading

words because what's your what's your favorite song give me an example what's your favorite song a song do you have a song that you could almost sing like if I like Hey sing the song you could just start singing and you know the lyrics if I had to think of a for that I would think more of like a karaoke song yeah just a karaoke like uh Hotel California the Eagles yeah but if I said sing that you could pretty much sing cuz you know the lyrics pretty much yeah now what's your favorite book thinking

Grow Rich can you okay so on on one of the those pages is about the same amount of lyrics in about a 4-minute song M can you repeat line by line not a chance one page from that book not a chance yet you can memorize a song uhhuh that has the same words why I guess because the amount of times I've listened to because of the melody the melody and the tonality causes your brain to retain the information interesting without the melody and the tonality your brain can't retain it it's just words that's why books

will never help you like get they're good they're a good overview but you want to go through training programs like virtual training programs or you can hear the tonality you can see the body language cuz most of the sales tonality and Body Language anyways you can't how do you master tonality in a book how do you you can't even Master it in an audible because when you do an audible because we're about to do ours the way they told me to do it like you literally have to read the book you're like and I said

you have to read the book you can't really like now your tone has to be this way now it's an up tone like you just they don't allow you to do that so like you can't even you can't even memorize it from an audible it's kind of crazy interes so yeah that's the way that your brain the reason why you get addicted to music is because of the melody and the tonality that's why you get addicted to it whereas if you read a book you can't memorize even a page so Jeremy where uh where can

everyone find you on social media and everything like that I think the best place you can follow me on my Instagram account my verified account uh Jeremy Lee minor m i n r m i n e r everybody makes that mistake uh that's the we get about 700,000 followers follow me on that one do about five reals a day on that so they want to go there and then they're welcome to get our bestselling book this is a Barnes and Noble bestseller so you can go to Barnes noble.com to order this book the new model

of selling selling to an unsellable generation with Jerry aov and I it's also an Amazon bestseller and Wall Street J but you got to go to Barnes & Noble because if I find out anybody bought the book from Amazon I'm going to be angry because I got a big deal with Barnes & Noble make sure go to Barnes & noble.com now if you don't have the $17 to to buy the book so you could sell more you know talk with Grant and I we can get you GoFundMe page whatever you need but those are probably

the two best places and and like I said with with the book you know you know how the book uh works but yeah they can go get the book and follow me on IG those are two good places love it man well thank you so much for coming on the show it was great having you on and we'll see you guys for episode 78