TOP 3 Reasons Why Prospects Are Surface Level With You

if you ever notice when you ask what you thought were good questions a lot of your prospects are giving you vague generalized service level answers with that's you come over the vibe board here and I'm going to show you why that's happening so I'm going to show you the top three reasons why your prospects are staying service level with you and then I'm going to show you how to Rel language your questions so they actually feel comfortable actually opening up to you and telling you the truth of what's really going on all right so come

over here to the vibe board I'm going to go over the top three reasons first you want to write these down sure enough you're driving be careful going to have to try to memorize it right the number one reason why your prospects are saying serus love with you is because you sound scripted now look it's not your fault okay because you most of most of us if we're trained this way okay we ask a question okay and then the prospect answers the question so right here so we ask a question okay we listen we're taught

to listen the prospect finishes whatever they were saying and then at the end we say okay cool uh gotcha or we say gotcha gotcha uh let me ask you and those are just fluffy words you're using because you don't know what to say your ass next that's why you use those filler words and it sounds really scripted because if you're talking to your best friend in a normal conversation would you ask a question then listen and then at the end say okay cool uh gotcha gotcha uh let me ask you you wouldn't you would just

react and go to the next question you're going to ask or you would just talk like normal okay and so your prospect's guard is up when you do that or let me show you another example a lot of you have been taught I got a mirror so when they say something to my question I need to say okay so what I think I'm hearing as you say is and you repeat back everything they say the problem is I want you to think about this for a second when you're in a real conversation with your relative

you trust your friend your trust your partner with your trust do you repeat back everything they say and mirror them unlikely so when you do that to prospects that feels weird doesn't feel natural doesn't feel like a real conversation and that's why eventually they don't like that or they they give you push back okay especially if they're an an typ personality I'm going to show you how to do that a lot differently all right so instead of doing this okay we have to learn how to bridge from question to question this is called bridging we

have to use like words like ah and how long has that actually been going on for oh and what happened then oh and what happened then see I'm bridging from qu ah and how long ago did that a is just a bridge it's called a verbal Q okay so write that down you got to use verbal cues I'll train a little bit about that today okay but you want to get more training on that so we can show you way better how to do that so I'm bridg ah and how long has that been going

on for oh the past five years so before you were doing that what was going on at that point see I'm just bridging from question to question quickly like a normal conversation now it's a skilled conversation it's a structured conversation you're not winging it that's not going to help you but it sounds natural okay now let's go back up here another reason why you sound scripted here is because when you're in a conversation whether you're on the phone whether you're on virtually like on Zoom or whether you're in person doesn't matter if you sell B2B

business to business or businesses to Consumer your body is monotone meaning you don't really move so let's say you're on the phone and you're standing up like I am you're like and what actually happened what actually happened next John okay and then did you go there to the the game after that and you don't move so when you have a monotone body like your body doesn't move your facial expressions don't move that affects your tonality so you sound like a scripted telemarketer when you're calling okay so because your body doesn't move I don't mean do

jumping jacks but I mean move the hands like this or some oh I've only got a few minutes to before my nextra appointment anyways I'm not even sure if we could do something see how I'm moving that affects my tone my facial expressions affect my tone and write this down your facial expressions are actually the remote control to your voice to your tonality so if your facial expressions just stay the same like this when you're talking you will typically sound monotone imagine watching your favorite movie star actress or actors let's say you're a Tom Cruz

fan you're watching Mission Impossible 17 I don't know I love Tom Cruz he's great and let's say that he gets on there you turn on the show and the whole time he's talking like this I think then we should go down to the river because the CIA is going to get us down there and there could be a bomb there and if I don't detonate the bomb and be able to get people out of here then a lot of people could get really hurt and then we need to go back over to the restaurant because

then I have a special meeting with h Inspector Gadget it's just too monotone you would tune out after a minute and turn the show off okay same is true with your prospects they emotionally tune you out because you sound monotone right so when you don't move your body your your hands okay your facial expressions your voice sounds monotone think about salese that call you that sound monotone like flatlining the whole time they're talking it reminds you of what telemarketers right hey guys Jeremy Miner here look a lot of you leave comments wanting me to help

you somewh so the easiest way to get a hold of me the quickest way is to text me so text me right now it's 48637 2944 so 48637 2944 listen I started this company to help you learn how to close more deals but do it the right way text me right now let's go ah and get back into the training video so as humans we've all built defensive mechanisms in our brain in our survival part of our brain fight or flight so anytime we feel like we're being sold to which a monotone voice on a

phone or in a conversation feels like a salesperson or they're way way excited up here I don't mean be timid that's not good either I'm in the middle I'm an expert I'm still assertive like I'm talking now okay so we built up these defensive mechanis is that anytime we feel like someone is trying to sell us something we get defensive and our guard goes up now how do we feel that based off the tonality of the pro the salesperson talking to us and based on their body language even if we can't see them because your

body language affects what your tone your voice you with me okay let's keep going on here there's a lot more now the second biggest reason why your prospects uh don't open up to you and they give you vague generalized surface level answers is because the questions you're asking once again it's not your fault you were trained this way but it is your what it is your problem right nobody's coming to save you except us that's why we're here okay so when you ask surface level questions what type of answers are your prospects going to give

you they're going to give you vague okay generalized service level answers because your your questions are too vague and generalized let me give you an example we see so many companies and salespeople that come to us to get into our training programs we look at their scripts and they're asking questions like what are some challenges that you're having that's so vague and see the problem is your prospects know where this question is leading that's why a lot of them give you just vague answers because they know they've heard this before they know the script okay

they know where that question leads so instead I need to Rel language that question I might say let's say if I sold uh I don't know let's say if I sold for marketing agency and I'm talking to a company that wants to scale their business they want to get better leads so John you guys have been with XYZ agency the last five years I mean what's caused you to feel like they're not going to be able to scale you themselves see how I Rel language that well we like them but we don't and then they

start telling you why what they already have or what they're doing is not working for them rather than saying what are some challenges you're having see how my question was far more specific to what's caused you to feel like that company with not going to be able to scale you now their brain goes to where why the company they're with in this example that context is not going to be able to scale them here I can't control where their brain goes it just goes anywhere because it's too vague of a question or what about this

what are your goals let's say if you sold Fitness can you tell me your fitness goals it's just too broad okay specifically how much weight are you wanting to lose in the next 90 days see how that question is very specific if I'm selling that Fitness in or weight loss in that context now I cause their brain to think about how much weight they want to lose in 90 days if I say what are your weight loss goals it's too vague I can't really I can't really control where that prospect's mind going now this is

not about manipulation I know some of you like well J you're manipulating their brain no it's about causing them to have Clarity in their brain because when you ask vague questions they have no clarity okay that leads to uncertainty that leads when they start waffling all over the place their brain becomes cluttered unorganized that triggers uncertainty and what's the biggest reason why prospects have objections uncertainty who controls if they have certainty or uncertainty you do the salesperson okay I'm going to show you how to do that all right now the third reason this is a

really big reason a lot of people a lot of sales people just don't even consider is you ask your questions so fast that you give the prospect no time to internalize what you just asked and so they just give you knee-jerk responses like let's say if you sold at a car dealership or a retail store a furniture store and a prospect comes in what's the first words out of most of your mouth hey welcome into the store today how can I help you and what do most people do just looking because you say it so

fast and you say the same question that everybody says when you walk into retail store so what did you just trigger prospects guard comes up because they heard that ail times and they feel like they're being sold so instead I'm going to slow down my tone hey welcome into the dealership today are you guys just kind of out looking around and I just fed them the objection so they can't say that so you know they're going to say yeah yeah yeah okay do you know what you're do you know what you're possibly looking for see

I'm pacing out the question that's called verbal pacing I'm going to uh get this up here for you that's called verbal okay write this down is really important I'm verbal pacing the question out okay think about some of the best speeches you've ever heard in your life right what are some famous speeches Martin Luther King I don't have the exact verbiage down but what did he say he said I have a dream that one day men will all be created equal see the verbal pauses there I have a dream two second verbal pause I have

a dream that one day all men will be created equal not based off their XY color of their skin XYZ but based off whatever he said I don't have it memorized okay now what would have happened if he said I have a dream that one day all men will be created equal based on not the color of skin but by the blah blah blah blah blah and he just said that fast do you know what have happened we wouldn't even know that speech because it would have never had an emotional impact because he said it

too fast because he paced that out he had verbal pauses in between points he wanted the user to think about that's why it's one of the most famous speeches in the world in in the history of the world see what I'm doing that's how powerful verbal pacing is and that's something that we're going to teach you as a sales professional you will sell way more simply learning how to pce your questions out because what happens when you do that is it causes the prospect to internalize and think deeper about what you're asking if you ask

them too fast they're just going to give you a knee-jerk reply are you with me okay now now what I'm going to do now just pay attention now for the next few minutes is I'm going to show you right here okay I'm going to show you what questions to ask and how to ask them to get your prospects to open up more okay now I want to ask you this question what are the two biggest emotional drivers I'm going to change this what are the two biggest emotional drivers that causes a human being to want

to change because for a human being to want to change that means purchase what you're offering because they're changing from what they have or don't have to something new which is your solution for them to do that the two biggest emotional drivers are pain write this down and the fear of future pain okay that that Pain's not going to go away or they're going to have pain in the future they might not have pain now but they're definitely going to have pain in the future think life insurance policy okay pain in the future if they

don't get coverage when one spouse dies and the rest of the family is not financially protected but I also got to get him to feel pain of what's going on right now and in their past and then that Pain's going to continue and it's going to get worse now here's how do we do this now write this down these are called neq now if you're not familiar with uh my methodology I developed in uh in University and in my 177e St score before I retired this stands for neuro emotional persuasion questioning neq neuro emotional persuasion

questioning that is trademark by the way Precision probing now let's say that the prospect starts to tell you something they don't like or some problem they've had with XYZ that you can your solution solves okay instead of just going on to the next question on your script I need to get them to open up more I need them to emotionally relive what the pain of that situation okay if I can't remember where the two biggest emotional drivers cause human being to want to change pain and the fear of future pain if I can't help them

relive their pain that Prospect feels no need to change and if they feel no need to change that's why you get tons of objections and that's why they don't buy from you okay so I got to get it m oh can can you give me a specific example of when that happened so let's say if you're selling oh heck I don't even know let's say you're selling uh uh let's say that you're a real estate agent you're trying to get a listing from a prospect that had it listed a year ago uh with a different

realtor they couldn't sell it okay so they took it off uh they took it off the MLS and now you're trying to get the the listing yourself okay so they like oh the the real estate agent that we had did this this oh can can you give me a specific example of when that actually happened oh yeah like the last time we were meeting with him or her they said this and blah see I'm helping them relive the pain now I'm using what we call a curious tone here to get them to open up now

here's what I'm going to do after that because that's not opening them up that much by just having them tell you a specific example of when that actually happened whatever their problem problem or whatever emotion they described to you was okay then I'm going to probe deeper then I'm going to say so how often does that actually happen to you guys okay how does that actually happen or how long has this been going on for now that's going to be relative to what you sell in your industry and that's going to be relative to the

context now notice what do my tone shift down to a concern tone a tone that shows empathy okay your tone is how your prospect interprets your intention behind everything you say and ask that's how they interpret why you're asking the question so if I'm not asking this type of question in a concern tone my Prospect is unlikely to really open up to me emotionally because when they feel like I'm genuinely concerned which you should be okay that means they feel you have empathy towards them and their situation does that build trust yes massive trust okay

how how how often is that happening to you guys over there or how long is been going on okay now let's say if you're selling network marketing and they're like oh gosh I have to commute an hour and a half each way to work how long have you had to commute that far how long has that been going on where you've had to commute that law oh the past five years see now why did I ask them how long because now they feel how long what they've had the pain how long they've had the problem

they start to visualize it and they feel how long they've had this pain or problem and that's what you want you want them to relive their pain look a lot of you sometimes I hear this I get off a keynote and somebody like Jeremy I love everything I just feel uncomfortable having my prospects tell me their pain and I'm like well that's unfortunate for them because if you can't get them to open up and tell you their pain and have them have a fear future pain they're not going to feel any need to change when

they feel no need to change you can't really solve their problems and they don't buy from you and their problem stays the same so that is on us the salesperson all right so then I'm going to probe even deep ER okay so that's been happening for the last three years has that had a has that had a impact on you now notice my Cadence look at these these dots that's a verbal pause there okay because what would happen if I said it this way so that's been going on for the past five months has that

had an impact on you well I mean it's not too bad well don't get me wrong I mean it's not horrible you're going to get that a lot unless they're a laydown sale so notice how I verbal Pace it out so Kathy that's been going on the last six years has that had a has that had a impact on you notice how my voice goes into that concern tone remember a tone that shows empathy okay see I'm verbal pacing out the question now a lot of times they'll like oh you have no idea and then

you're simply going to say in what way though see what I did there see how I'm getting them to open up even more and keep reliving the pain right pain is good if you want them to change in what way though oh just the other day and then they go on and tell you more about their pain okay now getting them to just tell you what their pain is that's half the sale the other half is getting them to see what the future looks like once the new found problems are solved okay I'm going to

show you a little bit more here about how to build this pain all right now or I can say this let's say if I've got them very emotional okay you're reading their body language if you can see them and or you're reading their tone ity you can tell their emotional how long has that been going on for so that's been going on the last you're talking like the last 5 years has that has that had an impact on you well in what way though or I could simply lean in and say how long has that

been going on for or the past five years what's that doing to you see how I can just do that I can immediately go there how long has that been going on for you want to ask that question first how long has that been going on for you're concerned okay over the last four years what's that doing to you notice concerned tone because if I said this what's it doing to you that's kind of a defensive tone well I mean it's not bad okay what what's that doing to you see that concern tone now if

you have questions on how to probe easiest way to get a hold of me is simply text me because a lot of you ask questions in the comments I just don't have time to get back to you my team doesn't have time easiest way is just to text me at this number I'm going to give you one time so write it down 48637 2944 typically I pull in one or two of my sales trainers and we answer the question questions from these YouTube videos for a couple hours every day so just text me and myself

or one of my trainers in this office sometimes you go in the conference room we'll get back to you okay now only ask me questions about selling I have some people that ask me questions about hey what type of food do you like or Jeremy who's your favorite baseball team I don't mind answering that but my time's very valuable so only ask me questions about sales okay I love the person some questions sometimes all right now write this down as well I'm going to show you how to probe even deeper to one get them to

feel the pain okay of their current situation their past history and then to relive the pain so let's say this is called an inq probing question we call this Precision probing okay so they tell you some type of thing okay uh let's say for example let's say you sell for a marketing agency and let's say that they want to get a higher qualified lead because they sales people are having a hard time getting a hold of leads they're just nonresponsive they're not good leads I'm just making this up okay this is generic deliberately so you

can plug in your industry so can I ask why is that so important to you now though now that in this context would be a higher qualified lead if they're like uh we need to get high qualifi leads can I ask why that is so important to you now though having a higher quality lead why is that so important to you now though can I ask why having a higher qualified lead is so important to you now though okay I can plug that in so just use the word why is that so important to you

now though now listen look at this this look at this verbal pause right here because what would happen if I said this why is that so important to you now though see when I ask a question too fast I'm going to get vague generalized surface level answers because you give the prospect no time to internalize what you just asked but I'm focused on that and I'm going to verbal pause right after that can I ask why that is so important to you now notice that now their brain thinks about what that thing they just said

why is that so importantly now though let's say if you sold network marketing again and the prospect says I just don't want to commute back and forth can I ask why being at home why that is so important to you now yeah it's so important to me now because now that that thing they said they wanted now their brain goes there and they visualize having that see what I'm doing now I can ask the same exact question so read the words here this question right here is identical to this question right here but I'm going

to verbal pause in a different place and see how this sounds can I can I ask why that's so important to you now though can I ask why that's so important to you now though now what did I get their brain to focus on the word now now is a timing issue like why do they want to do whatever they want now see how I'm building urgency by simply verbal pausing this is called a verbal pause okay I'm verbal pausing before the word I want their brain to go to can I ask why that's so

important to you now though okay see that all right see how that works now a lot of you going to have questions about what I just trained you realize we don't do I don't do like 3 hours on a YouTube video here so if you have questions about what I train you just got questions about selling in general for your industry like how do I do this for my industry easiest way to get hold of me simply text me on my number here because I rarely answer comments on this channel because there's a lot so

text me this number 480 okay Arizona that's where corporate heads are 480 6372 944 and just ask me questions about selling uh typically myself and a couple trainers will lock ourselves into the boardroom for a couple hours a day and we'll answer your questions through text so just text me at that number and if you want more training like this besides texting me uh easiest way for you to do is sub hit the Subscribe button my only thing is if you subscribe to this Channel and you've got a friend that is competing with you in

your industry don't share it with your friend you don't want them to learn what I'm going to share with you in these training videos only share it with people who are outside uh you don't want to share with your competition it's only people outside of your industry hope that helped you today and I'll see you when you text me and I'll get back to you as soon as I can