Latest / The Hannah Hammond Show / Why 99% of Salespeople Stay Broke: Jeremy Miner EXPOSES the Truth

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Why 99% of Salespeople Stay Broke: Jeremy Miner EXPOSES the Truth · The Hannah Hammond Show

0:00
What's the number one thing somebody could do today to start
0:03
selling better? Commit to mastering it.
0:08
I know I'm going to come back to that all the time.
0:10
Unless you commit to mastering it, you just don't take the
0:13
action steps to actually master it.
0:15
The most successful people in life, I say this for anything,
0:18
they don't learn from their mistakes.
0:21
They learn from other people's mistakes.
0:23
They don't make the same mistakes themselves.
0:24
And that's your top 1% of salespeople.
0:27
Why would you want to wait to succeed like?
0:30
I'd rather succeed like now. So I'm super excited to have
0:33
Jeremy Minor on the show today. He is.
0:36
I mean, you're the best sales person I've ever met in my life.
0:39
And I know you're renowned globally around the world as the
0:41
best sales trainer out there. At least my grandma tells me
0:44
that I don't know. You're amazing.
0:47
I mean your tonality, your, I mean, I love watching your
0:50
videos because I'm like, it really makes me question my
0:54
sales abilities because I've always just been a natural like
0:58
I'm in high ticket sales. I'm a real estate brokerage and
1:00
a lending company, but I've never had sales training.
1:03
And so lately. So you've been at what we would
1:04
call a dabbler. You've been dabbling in the
1:06
craft. Yep.
1:08
You want to commit to mastery. I want to commit.
1:10
To as Tony Robbins would say, so you got four.
1:12
I always say there's four types of salespeople.
1:14
You want me to share that? I, I could bore everybody.
1:16
So, and I think there's really four types of people in life.
1:19
I I don't think this is just for sales.
1:21
I think it could be entrepreneurs, mom and dads,
1:25
psychologists, doesn't matter. There's four types of
1:28
salespeople. You've got those who wing
1:30
things. We call those the wingers.
1:33
So they say different things to every single prospect.
1:36
They kind of sell on their personality.
1:38
One week they're up, one week they're down.
1:40
They don't really have a process that they follow, right?
1:42
And when they don't make a lot of sales, who do they typically
1:45
blame? Other people, The leads, the
1:47
prospect. My prospects are broke.
1:48
My leads are bad. Where do most of those
1:51
salespeople go? They get fired, right?
1:53
Those are the wingers. Then you have the dabblers.
1:57
That's where most salespeople are.
1:58
They, they buy a couple sales books per year.
2:01
They go to a couple free events, maybe they follow me or somebody
2:05
else on IG or YouTube to get like basic content because stuff
2:09
on YouTube is more basic. And they think that if they just
2:12
stand long enough, eventually, if they get enough reps,
2:15
eventually they'll figure it out.
2:17
Like if they just do long enough, right?
2:19
And that approach takes years, if not decades, right?
2:21
That's where most salespeople are.
2:23
If they ever get good, it's because they work 1214 hours a
2:26
day, they play the numbers game and they eventually burn out,
2:30
right? That's where most sales people
2:32
are. And then you have those who I
2:33
call the third group or the Noah dollars.
2:36
So they initially invested in sales training long time ago,
2:38
right? Trained really hard, got good.
2:41
Maybe they're making multiple 6 figures a year or higher.
2:44
But then they get what a big ego and their ego stops them from
2:49
learning. So they stop investing their
2:51
skill level, they stop training. Imagine if LeBron James stop
2:54
shooting hoops before games, right?
2:56
How good is he going to be? And eventually their income gets
2:59
capped, right? And I'm not saying anybody, you
3:01
know, watching this is one of those 3 categories.
3:04
And then you have what's called those who are committed to
3:06
mastery. Those are the salespeople who
3:09
are always investing in their skill level.
3:11
Because what's the number one thing that determines how much a
3:14
salesperson is going to earn? Or if you're a business owner,
3:16
how well your business does, what's the number one thing
3:18
that's going to turn that your sales ability, your
3:21
communications, it's how you frame your offer, your solution.
3:25
So they're always investing in the skill level.
3:27
Their learning curve is 100 X faster.
3:30
And they don't want to learn from their mistakes.
3:33
They want to learn from other people's mistakes.
3:34
They don't make the same mistakes themselves.
3:37
And that's your top 1% of salespeople.
3:40
And I would say in life, your favorite athlete, which one
3:43
would they be? A winger dabbler know it all or
3:46
committed to master Committed to master you're who's your
3:49
favorite like thought leader business leader I.
3:52
Don't know. Well, like, I don't know who
3:55
Elon Musk, you know Robert Kiyosaki, I think you said you
3:58
know Robert Kiyosaki. Let's say Robert.
4:00
Let's say Robert. Yeah, OK.
4:01
Would he be a winger, dabbler, know it all or committed to
4:05
mastery? OK, so there's something to
4:08
this. So whatever you do in life, if
4:10
you commit to mastery and you have a plan to follow it, and
4:15
you're being trained by someone who's already mastered the thing
4:18
you're wanting to master, then life is going to be good for
4:21
you. If you dabble, what type of
4:23
results can you expect? No point in playing the.
4:25
Game. No point in playing the game,
4:26
you'll be on the bench. Yeah.
4:28
Anyways, that's my, that's my opening statement here.
4:31
No, I love it. It's so important.
4:32
So you're the founder of 7th level, which is a huge sales
4:35
training organization and you train all different types of
4:37
industries. We train every industry, Yeah,
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we're Forbes said. There's a hundred and Forbes
4:41
magazine 163 verticals or industries, and then there's
4:44
subcategories of each one of those.
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So like home improvement for one.
4:48
That's an industry vertical, but in home improvement there might
4:51
be doors, might be windows, cabinets, carpeting, you know,
4:55
siding awnings like HVAC, right? So you've got all these
4:59
different subcategories and we're in all those.
5:00
There's only like, there's like one vertical.
5:02
We're not in everything. It's like coal mining or
5:05
something. I don't know.
5:06
We might have clients that we just don't know.
5:08
And you guys do a lot in the real estate space.
5:10
Real estate is our second biggest industry.
5:12
We train and that would include like residential agents,
5:16
commercial agents and then those like you that call distressed
5:19
properties to buy those and everything.
5:21
Yeah, yeah, I love, I want to really dive into that.
5:23
And also I saw that one of your top viewed videos on YouTube is
5:29
1 where you say where you're sell like sell me this watch.
5:33
Oh, really? Yeah.
5:35
So I want you to sell me this watch.
5:37
Well, I'm not quite sure you would even need the watch.
5:39
What type of watch is this? It's a Rolex presidential.
5:42
It's a Rolex. Oh OK, high level status here.
5:45
What type of watch do you typically wear now?
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A Rolex. A Rolex?
5:49
OK, So what type of Rolexes do you have?
5:51
Presidential date just. Colors.
5:55
Silver. Gold.
5:56
OK, so you, I mean, it sounds like you've got a lot of a lot
6:00
of really nice watches. I mean, what would cause you to
6:02
feel like you might want another watch?
6:05
I mean, it's always been something I wanted as once I hit
6:09
a certain level I wanted to get a gold.
6:11
What? What level?
6:15
I don't know, just once I hit a certain.
6:16
Level, like if you if you really thought about like what level
6:18
are you like I got to hit this level and then I'm going to get
6:20
the presidential watch. If I had what?
6:23
Well, now I'm making things up, but for me it was when I had
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$1,000,000 cash liquid in the bank.
6:29
OK, so you hit that level. So out of all the watches you're
6:33
looking at, what would cause you to feel like, hey, maybe I
6:35
should look at this one a little bit more?
6:37
I'd been on my dream board my whole life.
6:38
Has it? See, I could keep going down
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that path, but what am I getting you to do?
6:43
Come to my own, persuade myself that I need to buy the watch.
6:46
Yeah, Now there's other things I would have done before that, but
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due to time I didn't do that. I kind of jumped right into like
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the problem there and the way I framed the question, because if
6:56
I, if I asked you like, you know, what are some, what are
6:59
some things you don't like about your watches?
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You might be like, no, my watches are great, right?
7:03
So that's a predictable question and you know where that question
7:06
leads, right? You've your brain recognizes
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that pattern. So if I reframe that question, I
7:14
get you to defend yourself on why you want the watch.
7:17
And so now I'm not selling you, you're selling yourself.
7:20
Which is more persuasive That's. So good.
7:22
Yeah, there's other things you have to do before that leading
7:25
that up, but it's a little example like, so you've already
7:27
got the watch. I mean, what's caused you to
7:28
feel like you might want to look at this one now?
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What type of tone did I use there?
7:33
Like. No, I it's like a, it's like a
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take away. Yeah, the the tonality is kind
7:38
of like, I'm confused, I'm not understanding.
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So the confused tone there causes your subconscious real
7:44
quick to say, oh, he didn't understand what I meant by
7:47
wanting this watch. I need to explain that better.
7:50
And so you start to open up more and I find out more, but you
7:53
don't know what I'm doing there. And some people will be like,
7:56
oh, he's manipulating her with this watch.
7:59
But my, the, the process is like, you have to view like,
8:02
what do you view selling as is selling something that you do to
8:07
people or selling something you do for people?
8:10
It's for people, right? Because if you can't learn how
8:13
to communicate, your prospects don't feel the need to change,
8:18
which triggers objections, which causes them not to buy.
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And then when they don't buy, you didn't offer them any value.
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Like their problems stay the same.
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Nothing ever changes for them. So that's my job as the sales
8:30
professional. You know, I was at a Tony
8:32
Robbins, have been probably three or four months ago and he
8:36
talked about emotional connection.
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And I like to take it a step further and I like to say like
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in order to influence at the highest level, you have to
8:46
master how to emotionally connect with that prospect.
8:52
Where they feel like you understand them, where you go
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there first, where they feel like you understand their needs,
8:56
their desires or wants, their fears without buying into their
9:01
story. Now, what are prospect stories
9:04
like in your industry? When a prospect gives you an
9:06
object, give me an objection that your industry I mean, I
9:08
know. Interest rates are too high.
9:09
Yeah, that's their story. So if I buy into that story,
9:13
like, oh, we'll just wait and we'll get back to you.
9:15
Ioffer them no value. What's another objection you
9:18
get? Prices are too high.
9:19
Prices are too high. That's just their story.
9:21
If I buy into that story, like, oh, OK, the prices are too high.
9:24
Like maybe we can I call you back next month, next week.
9:26
So you're just buying into their story and you'd offer them no
9:29
value because you can't help them solve problems and get
9:32
where they want to be. So you can't buy into their
9:34
story. How would you handle an
9:35
objection if you were a high ticket sales broker?
9:39
You know, trying to sell a multi $1,000,000 building and someone
9:42
said the price is too high or the cap rates are too low on
9:46
this building. So let's say the price is too
9:48
high. So most of the time I would free
9:51
frame that beginning of the conversation and put them in
9:53
different identity frames that would prevent that objection
9:55
from really happening. But let's say I didn't know how
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to do that yet because I haven't mastered the craft.
10:00
I'm I'm going to re language it where I take them from price or
10:04
cost based thinking because that's where they're at.
10:06
If they give that objection to results based thinking, what's
10:09
the results of them buying that unit?
10:11
Tax strategy, tax savings, long term appreciation, hedge against
10:15
inflation. OK, so let's say tax strategy.
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Give me an example of one of your last prospects and how much
10:19
money it would have saved them in taxes. 30% of the purchase
10:23
price in. So give what's a dollar amount?
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$400,000. OK, so watch how you do this.
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So is the cheapest price the most important thing to you?
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We're actually saving the 435 grand in taxes this year.
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So what did I just do? Reframe.
10:39
I'm reframing. I'm deframing you, right?
10:41
So it's now notice how I did this?
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OK, Because have you ever wondered why salespeople selling
10:48
the same thing to the same prospects, same price points,
10:54
same product, using the same script to get completely
10:57
different results? Why?
10:59
Well, their tonality and how they ask questions.
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How you ask the questions, it's your body language, it's your
11:05
tone, it's your cadence that separates everybody here.
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So watch what I do here. The, the, the nuance here.
11:11
So is the cheapest price the most important thing to you?
11:16
Why would I say cheapest price, right?
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Not so you say, the price. Because it you're, it's almost
11:22
like you're questioning them like is.
11:25
Well, it makes it sound like it's cheap.
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It's bad. Like the cheapest price, Like
11:28
cheap is bad. Does anybody like just cheapest?
11:32
Yeah, you Nobody likes cheap. You know what?
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It's cheap. See how I make it sound bad, but
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if I'm like, is the price the most important thing to you?
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I can still do that. It's not as effective.
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Now watch my borough pacing. What if I said this?
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So is the cheapest price the most important thing to you?
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Or are you making that 400 grand back with taxes?
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You would still probably say like, well, that's important,
11:49
but because I say it too fast, the the the number one reason
11:54
why salespeople ask they might ask good questions, but the
11:57
reason why their prospects go surface level and give them
12:00
vague, generalized surface level answers is because they ask
12:03
their questions so fast. They give the prospect no time
12:06
to internalize and think deeper about what they just asked.
12:10
So your answers from them are going to be just them reacting.
12:14
They quickly. They're not even thinking about
12:15
it. But if I slow it down, watch the
12:17
pacing. It's called verbal pacing.
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So is the cheapest price the most important thing to you or
12:23
actually like making the $437,000 back in taxes this
12:27
year? See the difference there?
12:29
Now their brain starts to I'm reframing and that's the
12:33
process, right? I'm reframing them into a new
12:36
belief system. We call those frames, right?
12:38
If you studied NLP, you know, where does NLP get these terms
12:42
like reframing, framing? It's not like they invented that
12:45
in the 70s. They got that from like Sigmund
12:47
Freud. You know, I was talking about
12:49
reframing and deframing, I mean, patients that were wanting to
12:51
commit suicide, how do I get them out of that belief system
12:54
and deframe them out of that reef in the newbie system?
12:57
Or Milton Erickson, you know, famous, you know, family
13:00
therapist, you know, 100 years ago.
13:01
So these terms have been around a long time in psychology.
13:05
And what I did is I took them for my background in behavioral
13:08
science in university when I got into sales and I was, I was just
13:11
like this traditional selling numbers game, Like why?
13:15
But I don't want to do the numbers game.
13:17
Like that doesn't make any sense.
13:18
I want to, instead of talking to one out of 10 people to make a
13:22
sale, like why can't I talk to 8 out of 10 make 8 sales?
13:26
Like what's what's the difference?
13:27
Like what causes somebody to say no or yes?
13:29
And the psychology part of that and really wrapping that in
13:33
where I take them out of these belief systems that they have
13:36
about salespeople and reframe them into results based thinking
13:40
can make a huge difference for your sales ability for sure and
13:44
your results at the end of the day.
13:45
Yeah, I definitely talk really fast, blow through it all
13:48
logical. Could be trouble.
13:49
Yeah. Yeah.
13:50
Because, like, do human beings buy on logic or emotion?
13:53
Emotion. Yeah.
13:54
So I feel like a drink of water because I'm thirsty.
13:58
I feel like, I feel like being on this podcast because I really
14:01
want to talk about sales. Every decision that you make as
14:04
a human being starts with your emotion side of your brain.
14:07
Nothing starts to do logical side.
14:09
People are like, oh, my prospects are all logical.
14:11
OK. The better question would be,
14:12
Jeremy, I haven't learned yet how to disarm my prospects to
14:17
get them to let their guard down where they feel comfortable
14:20
enough to open up to me and tell me what's really going on and
14:24
their desires, their fears, whatever their problems.
14:28
Can you teach me how? Because it's not like if I'm
14:30
selling at the enterprise level to companies like Fortune 500
14:34
companies, are the people I'm talking to human?
14:37
Yeah, they're human too. You know, they're, they're just
14:40
human as a consumer, right? So they're a lot.
14:43
They they have feelings. You just haven't learned how to
14:45
unless they. Transition to.
14:46
AI. Yeah, exactly.
14:47
Unless they're a robot, they have feelings.
14:49
Like wait. Because like, if you get injured
14:52
in like let's say the military, a bomb goes off by you.
14:55
You're in the Middle East, bomb goes off, your emotional side of
14:57
your brain gets hurt, like damaged.
15:00
You're a vegetable. You can't decide you want to go
15:02
to the bathroom. You can't decide you want any
15:05
food. Your every decision you make
15:06
starts with the emotional side of brain.
15:08
Yeah, yeah. So you so you earned over $33
15:12
million in commissions. When I was like AW2 salesperson
15:16
or like working for companies. That's insane.
15:18
And that was. It was over like an 18 year
15:20
career though, but yeah. Yeah, so, so, so 18 year career,
15:24
you were ranked in the top of the whole country.
15:26
Yeah, I was. What was that?
15:28
It was direct selling association or something.
15:30
So I was ranked 40, don't quote me 44 or 45th in the entire
15:35
world selling anything out of any industry.
15:39
So you're talking to every industry combined anything with
15:42
what I was making each year in commissions?
15:44
Yeah. And were you in high ticket
15:45
sales mostly or? Would no.
15:47
So the the first sales job I had was in college.
15:50
I sold door to door home security.
15:52
I didn't I didn't make $3,000,000 a year doing that.
15:55
I was I got up to about 100 grand a month doing doing that.
15:58
I was still in school and then after five years, because I
16:01
stayed in there after school about three more years.
16:03
And then after that I got into B2B enterprise sales like debt
16:07
relief services. And that's when I was starting
16:09
to make like a million a year, 1.5 too, because I just
16:11
developed more skill, if that makes sense.
16:14
I just kept getting better. Remember, I'm committed to
16:16
mastery, right? So I'm always investing in my
16:18
skill level. Still to this day, I'm still
16:21
trying to master this thing called influence and persuasion
16:24
all the time. And after what 5-6 years and B2
16:27
BI got into network marketing for the next 5 years, I made a
16:31
lot of a lot of helped a lot of people in that inch.
16:33
I had a down line of about close to 500,000 people and learned
16:38
how to 500. 1000. People, well, I recruited like
16:41
500 leaders and then taught them how to recruit because the
16:43
network marketing, the one rub I don't like about network
16:46
marketing, the reason why I left that industry, a lot of people
16:49
ask me like, why did you leave Rebecca all this money?
16:51
Because I didn't like how I felt.
16:53
The industry was like not being honest with the people that came
16:57
there. Like there's no selling
16:58
involved. Like just, you know, Pat, like
17:00
back in the day, like this is 1012 years ago, like, you know,
17:04
pass out these audios, you know, bring him to get him on the
17:07
phones. You're up line like you don't
17:08
have to do any selling. And I'm like, that's why they
17:10
all fail because you're selling every day.
17:14
Like you don't even have to have a sales job and you're still
17:16
selling, right? You're who you know, watching
17:19
here, like who who's out there trying to persuade, influence
17:21
and move others to your way of thinking every day, All of us,
17:24
everybody. Like if you're a teacher, you're
17:26
trying to persuade, influence and convince your kids do their
17:29
homework. If you were a mom or dad, you're
17:31
trying to persuade, influence, convince your kids to clean the
17:33
room. If you're a entrepreneur, you're
17:37
trying to persuade, influence and convince your employees to
17:40
bind your vision to your company.
17:41
See, I don't view selling something I'm doing to them.
17:45
I view it as something I'm doing for them to solve their problems
17:48
and get them where they want to be.
17:49
So it's how you view what selling really means, because in
17:53
society, if I if I asked you like how does society view
17:58
salespeople in large, would you say yeah, it's not.
18:01
They don't view them as high status.
18:03
They view them as low status. Well, why though?
18:05
Why do they view salespeople as lower status?
18:07
Because they have a bad Rep, because they're there's people
18:09
that are known to be pushy salespeople or they're
18:12
fraudulent. Yeah, the way yeah, that's,
18:14
that's a lot of it. But the problem with, you know,
18:17
how that's how that's viewed is like, you know, if, if if there
18:22
were no salespeople and nothing would be sold.
18:25
And if nothing sold, there's no such thing as what we call an
18:27
economy. If there's no such thing as an
18:29
economy, that means there's no such thing as society.
18:33
Tell me if, if there's never been an economy in the history
18:35
of the world, how do you have a society?
18:38
You're like caveman days. OK, so sales people should be
18:42
viewed at a higher status because without them, the world
18:44
doesn't go round. But they're viewed as lower
18:46
status because of that reason. Because likewise, a doctor
18:49
viewed at high status, like if you go into a doctor's
18:52
appointment, they do a quick exam, like, OK, we're going to
18:54
do further tests. Go ahead and take off your
18:56
clothes, put on this gown, and I'm going to meet you over here
18:59
in about 3 minutes. Do you say I don't know?
19:02
I'm. I need to think this over,
19:04
Doctor, can I get your number and I'll call you back if I'm
19:07
interested or, you know, I need to talk to my spouse.
19:10
I'm not quite sure about the exam.
19:13
Sounds good. Or Yeah, I'm not sure.
19:17
I need to keep looking around, get more quotes.
19:18
You ever say that or you're like, you just do it because you
19:22
view them? What high status?
19:23
High status, Because society has taught your mind to view that.
19:28
A doctor, the doctor person is high status.
19:30
Society has taught you that. So your brain believes that.
19:33
That's your belief system. Yeah.
19:34
I mean sales is everything. Nothing starts without the the
19:38
sale happening. It's how you frame everything.
19:40
Like I always say, like, like Elon Musk, for example, it's
19:44
unlikely he's the only person in the world around his time that
19:48
had this concept of the electrical car.
19:50
But what separate him from everybody else, why you don't
19:53
know anybody else, is how he communicated that vision.
19:58
It's how he framed that vision. That is why he's there now.
20:02
Jeffrey Bezos, was he the only person that had the concept of
20:06
Amazon when he started it? Unlikely.
20:09
He was just much better communicating that message.
20:11
He was better at framing that message.
20:13
And that's why he is where he is.
20:15
It's all about your communication skills.
20:18
So what are you talk about the four words to never say in
20:21
sales? There's a lot more than.
20:23
That OK. Well, there's several hundreds.
20:26
Yeah. What are the top words to not
20:27
say in sales? Be careful.
20:29
I hear a lot of sales people in every industry.
20:31
They're like, well, just to be honest with you, George, or
20:33
honestly, what I would do is the problem with saying that is that
20:38
subconsciously you just told them that you're not always
20:40
honest. Think about it.
20:42
Well, just to be honest with you implies that you're not being
20:46
honest all the time. So you're seating in their brain
20:50
that you're not an honest person.
20:51
And is that build trust or lower trust?
20:54
See, that's a so I'd rather relate you like, hey, just so
20:57
you're aware or just so you know, see, it doesn't do
21:00
anything. It's neutral.
21:01
So that's a bad word to use. OK, Don't use honestly.
21:04
Like don't say the word honestly.
21:06
Other bads, other bad words. I mean, there's a lot like if
21:09
somebody doesn't buy, maybe you're calling back a couple
21:11
months later. Hey, John, it's Jeremy.
21:13
I'm just following up with you. Just checking in.
21:16
Just circling back. Have you?
21:17
Do you ever get emails from vendors that you might not have
21:20
bought? And what's usually the first
21:22
sentence say, just circling back?
21:24
My team does that. I do that.
21:25
I mean, I stopped. Just checking in SO your your
21:29
brain recognizes patterns and what would be a pattern you
21:33
might recognize from other sales people that have ever tried to
21:36
sell you anything. That's what they.
21:37
Say those words. Yeah.
21:39
So instantly your brain goes into fight or flight mode.
21:43
You're trying to protect yourself.
21:44
It's defensive mechanisms in your survival.
21:46
Part of your brain. A lot of scientists call it
21:49
reptilian. Part of your brain.
21:50
OK, so when you recognize patterns, you instantly go here
21:54
and when you e-mail like a three or four paragraph thing and it
21:58
starts with follow-ups, circling back or checking in, how much of
22:01
that e-mail do you usually finish?
22:03
None because your your brain was triggered by patterns.
22:06
So I have to interrupt your pattern.
22:07
I have to use pattern erupts where your brain doesn't know
22:11
they don't recognize a pattern that triggers curiosity.
22:13
You ever seen, I'll give you, I was talking to some about this
22:15
other day. You ever seen that movie with
22:16
Tony Robbins? I'm not your guru, That
22:19
documentary, we should watch that.
22:21
Have you ever seen that? Maybe see on YouTube?
22:24
You know, he does these interventions where people stand
22:26
up in the crowd and they're like, you know, he's like, if
22:28
you feel like you, you might commit suicide.
22:30
I want to talk to you. And they'll be like 10 people in
22:32
the crowd stand up. You ever seen that?
22:34
Oh, it's crazy. I bet a lot of people have.
22:36
And there's this one in in his documentary, I'm Not Your Guru.
22:39
And this guy stands up and he's all nervous and he's like, you
22:42
know, he's like shaking when Tony comes up to him.
22:44
And he's like, and Tony's like, hey, what's going on?
22:46
He's like, I, I just, I, I can't remember what he said.
22:48
Like, I don't, I just, I want to end it.
22:49
Like, I'm not sure, like, why I'm here.
22:51
Like, I don't know what's going on.
22:52
And he's like, his his nervous system is like going like this.
22:55
OK. So Tony knows that unless he
22:59
interrupts that pattern, it's going to be hard for him to
23:03
deframe him out of that belief system of wanting to kill
23:07
himself and reframe him into a new belief system on why that
23:11
would be crazy for him to ever want to do that.
23:13
So he has to pattern up him. So instantly when the guy's
23:16
shaking and telling him like why he wants to kill himself and
23:18
Tony in a playful tone, he's like, what was it because you're
23:20
fucking red shoes? Because he had red like bright
23:24
red shoes on? Well, is it because you're
23:25
fucking red shoes? And you play it like a playful
23:28
tone And the guy's like, huh? And he looks down and he's like,
23:30
the crowd starts laughing and he starts laughing.
23:32
And then instantly his whole nervous system calmed down.
23:37
All Tony did was a pattern up. He didn't plan that.
23:39
He was just looking for a way to interrupt his pattern and that
23:43
changed his nervous system where now he's calm because if he
23:46
didn't do that, it would have been hard for him to take him
23:48
out of that frame. That's just an example of a
23:50
pattern wrote you should watch a show.
23:52
You, you watch that, you be like, Oh my gosh.
23:55
And I love going to his events now because I'm like, oh man,
23:57
that's a really good D frame. I'm sitting there back there
23:59
taking notes and stuff. Everybody else is probably not
24:01
know what he's doing, but I, I love that stuff because I
24:04
literally know he's not doing it to them.
24:07
He's generally doing it for them because if he can't interrupt
24:10
their pattern, if he can't deframe them out of their belief
24:14
systems that have held them back in their lives, there's no way
24:18
he can reframe them into new belief systems to get what they
24:21
want. So he's doing it for them.
24:23
And that's it's, I love psychology.
24:25
Because of that. You get to help a lot of people.
24:28
Yeah. Were you, I mean, I'm assuming
24:30
you were just, you were naturally good.
24:32
And then you're like, I want to master this and you really
24:34
honed. I didn't mean that naturally
24:36
good. Well, when you first started
24:37
like me, I was just, I'm, I don't have any sales training.
24:39
I just naturally am good at sales.
24:41
I'm not a master at sales. I just I'm a.
24:43
Relationship people born with like mastering because like I
24:46
have to ask this question. Were you born with advanced
24:49
questioning skills? No.
24:51
Were you born with advanced objection handling skills?
24:55
Were you born with advanced tonality?
24:57
No, see nobody's born with those skills.
24:59
Those are because we have to acquire.
25:01
Now you might have a personality that is not afraid to talk to
25:04
people, which is good. But to get to 10 levels above,
25:09
you have to like master the nuances right to get everything
25:13
different. And you trained with the
25:14
tonality coach of. Leonardo DiCaprio.
25:17
Yeah, a long time ago. I paid a lot of money for that.
25:20
Yeah. God, I forgot about that.
25:21
Yeah. Well, and you know, people tell
25:24
me like I. Was the only sales person there.
25:25
They're like, why are you here? Like because they're all, you
25:27
know, actors and actresses that wanted to get big, you know, and
25:30
I'm like just here to learn the, the tonality and the body
25:33
language. That's amazing because I read a
25:34
lot of books in my first year or two in sales that talked about
25:38
93% of communication is your non verbal, your body language and
25:41
tonality. But then I'm like, well, can you
25:43
train me on tonality? Like I, I never, there was like
25:45
no train on tonality. What does that mean?
25:47
How do I, how do I use my body language?
25:49
Like what does that actually mean?
25:50
It sounds nice, but, and that study's pretty skewed.
25:53
It's probably about 70% is your non verbal, 30% is the word you
25:58
say. Your words are important too,
26:01
But you know, most of the sales 70% is your body language and
26:04
tonality because your, your tonality is how the prospect
26:08
interprets your intention behind everything you say and ask.
26:13
So let's say, let's say that somebody has a, a teenager son,
26:19
right? And he's 16.
26:20
He gets the new car, the new, let's see, you know, my son got
26:23
a, a truck when he was 16. He's like driving around, you
26:26
know, like the cool guy or whatever, like you did in high
26:28
school. And let's say that it's Saturday
26:31
and you're like, Hey, son, curfews, midnight, right?
26:35
And you're up waiting on the couch.
26:37
You fall asleep waiting for your kid to come home.
26:39
And then like 3:45 in the morning, you get a call from the
26:42
the County Sheriff and he's like, hey, you know, we had to
26:46
rest your son, blah, blah, blah, blah, blah.
26:48
Come down here to bail him out. You know, he's going 95 in a 45
26:52
mile per hour zone. Like he's in a lot of trouble.
26:55
And so you go down there and as you see your son come out, you
26:59
say something like this. I'm so disappointed in you.
27:02
Why would you do that? What type of reaction is that?
27:06
A person going to probably have a defensive reaction.
27:08
What will the dad? OK, but what if I changed it?
27:12
What if I changed the tone? I can say the same words if I
27:16
came in and I said something like this, son, why would you do
27:20
something like that? So disappointed in you.
27:24
Now my tone is concerned. A tone that shows empathy.
27:27
Where does his guard go? Down?
27:29
Goes down, said the same words, but he interprets my intention
27:34
completely different by how I shifted the tone.
27:36
Makes sense? It's amazing.
27:38
There you go. So how do you what's the best
27:40
way to learn that and train that throughout your organization?
27:45
Well, we, I mean that's why sales people and companies come
27:48
to us just for all that training because we specialize and we
27:51
specialize in a lot of things. But one of the biggest is your
27:54
tone out because that's going to get you the results you want or
27:56
not depending on mastering it. Because I, I teach there's 5
28:00
core tonalities that you have to master and there's subcategories
28:03
of those tonalities. So one of those tonalities is a
28:06
curious tone. So when I'm helping you find out
28:09
what your real situation is and I'm finding out what your real
28:11
situation is, most of those questions I'm going to ask in
28:14
more of a curious tone. Like I'm generally curious.
28:17
Like walk me through, let's see if I sold.
28:21
Well, let's say the real estate thing, the wholesale or
28:23
whatever. Like, OK, so walk me through is,
28:26
is the house, do you live in the house?
28:28
Do you have like a tenant that lives in it?
28:30
Like what's going on in the house?
28:31
What's going in the house that caused you to feel like you
28:33
might want to look at at, you know, selling the property?
28:36
That's a curious town. OK, so it's just more factual
28:39
questions. I'm curious.
28:41
OK, if I ask you like this, so tell me about the house.
28:45
Is it A1 level or A2 level house?
28:47
Like I sound like a telemarketer monotone.
28:49
What am I triggering in their brain?
28:52
The patterns because they recognize the patterns in the
28:54
vocal cords from salespeople. That's why when a telemarketing
28:58
calls, telemarketer calls and like, hey, this is Jeff YG by
29:01
FYZ. Do you have two minutes of your
29:03
time? I'd like to talk to you about
29:05
your instantly. You probably don't even hear
29:07
what they say. And you're like, oh, not
29:08
interested. Oh, I'm good.
29:10
Oh, I don't have time. Can you call me back later?
29:12
All your brain did was just, it went into fight or fly it.
29:15
It's just a reaction you didn't even hear.
29:17
They could have said like, you just won $5 billion.
29:20
All you have to do is come down to the courthouse and you would
29:22
have said you're not interested because you heard their tone
29:25
first, the words you interpret later.
29:27
That makes sense. So anyway, so that's the first
29:29
tone. There's the second type tone is
29:31
a confused tone, but not confused.
29:34
Like, you know, you're 100 years old and you got dementia, but
29:38
you're, you're not understanding exactly what they said or what
29:41
they meant. So a good way to use that, let's
29:44
say if a prospect gives you like an emotional word, So what would
29:47
be an emotional word a prospect might tell you about their
29:50
situation? They're losing their house.
29:53
They're like, oh, I'm, I'm so stressed that we might this
29:55
might going to foreclose. Stressed is the, the emotion,
29:58
right or I'm just frustrated that we just couldn't sell it
30:01
with our last real estate, you know, with our last agent
30:04
frustrated. So I might say stressed.
30:07
So see the tone shift stressed. I can just repeat back the one
30:10
word stressed and watch what they do.
30:12
They're like, Oh yeah, because they what that implies.
30:16
So subconsciously instantly, Oh, he didn't understand what I
30:18
meant by stressed. I need to expand on that.
30:20
I explained that better. They they're not consciously
30:22
saying that. They're subconsciously saying
30:24
that. That's why they, well, what I
30:26
mean by, and that's when they go there.
30:28
Or I could say, oh, how, how do you mean by stress?
30:31
Like I'm confused, I don't understand.
30:33
And that draws out more expansion on that, which leads
30:36
to drawing out more emotion. That's the start of the
30:39
emotional connection. There's a lot more to that.
30:43
What's the next one? Well, OK, yeah.
30:45
Then we've got the challenging tone.
30:47
So I can't use a challenging tone at the beginning of a
30:49
conversation because how much trust and credibility do I have
30:52
with them? Unlikely.
30:53
Not much, right? But as I get further into the
30:55
conversation, I've built a gap from where they are to now,
30:59
where they want to be. I've helped them relive their
31:02
pain of their past history and their current situation, then
31:05
have a fear of future pain. Then I can challenge them more
31:08
because they're emotionally involved now their emotions are
31:11
attached to the need of solving this problem and or maybe
31:15
solving an emotional need that they might have.
31:17
Maybe they want to get rid of the house because they just went
31:20
through a divorce. They lived there 25 years,
31:23
raised their kids there and now they're sad and it's affecting
31:26
their whole life and that's why they would have asked.
31:27
It's an emotional need I'm solving, not really a problem
31:31
that makes sense for your industry.
31:33
So that's a chat. So I might be like, what happens
31:35
if you don't get rid of this property?
31:37
It goes into foreclosure. Like what's going to happen to
31:39
your credit at that point? So I'm challenging them, just a
31:42
challenging tone. And then I'm going to have a
31:44
concern tone, a tone that shows empathy.
31:46
Like if example might be like, if they're not moving forward,
31:50
you can't help them overcome their concerns because you
31:52
haven't mastered how to do that. I might lean and say, can I, you
31:56
know, before I leave, can I, can I ask you something?
31:59
Sure, sure, go ahead. What's what's really holding you
32:02
back from moving forward? See how that tone shifts into
32:05
that concern tone? It's hard for them to be like,
32:07
oh, not tell me, but if I'm like, what's really holding you
32:10
back, man? Now they're going to get
32:12
defensive. See the tone, it said the same
32:15
words. The tone means something
32:17
completely different. See, I always say listen to what
32:21
the prospect means, not just what they say.
32:25
So let's say if you're, you know, you're closing a deal and
32:28
you're like, hey, do you, do you feel like this could be the
32:30
answer for you to kind of move on from the property and, you
32:34
know, move to Florida where your grandkids are?
32:35
If that's why they said they wanted to get rid of it?
32:37
I'm just just saying the end result they want.
32:40
And they're like, yeah, I I think it could be most sales
32:44
people do what? Great.
32:46
Let me show you the next steps. But what I just heard was
32:49
uncertainty, that they're not quite sure that's what their
32:53
tone just told me. The word said.
32:55
Yeah, sure. I think it is.
32:57
Their tone implied that they're not sure they have uncertainty.
33:01
Right. And what's the number one cause?
33:03
What's the number one reason why prospects give you objections?
33:06
Lack of certainty. OK.
33:08
So I might lean and say you, you seemed a bit hesitant when I
33:12
asked you that question. What's what's really going on?
33:14
You can tell me. Well, Jeremy, see, so you got to
33:18
listen to what they mean, not just what they say.
33:20
Well, you know which we try to be halfway good.
33:22
That's that's why, that's why companies and salespeople come
33:25
to us. That would be bad if we were
33:26
bad. You're so good.
33:28
I'm like too kind. But do you, do you think anybody
33:31
can really learn to be a really good salesman or do you?
33:36
Think so? Can anybody learn how to do what
33:37
you do? I've met some people that I
33:40
don't think are. People really learn if they put
33:42
in the commitment. They could, yeah.
33:44
Does that answer your question? Yeah.
33:47
Yeah. Can people learn question
33:50
skills? Can they rehearse their tonality
33:53
and verbal pacing? Can they learn how to overcome
33:57
objections? It just depends on if they're
33:59
committed to mastering it or if they're dabbling in it.
34:02
Same thing with your industry. Everybody can do what you do,
34:05
but the masses don't because they're what?
34:07
They're not committed to mastery.
34:09
They're dabblers. They're wingers or they're Noah
34:11
dollars. And that's why they never get to
34:13
the highest level. Yeah, yeah.
34:15
So what is the best way to train a sales team for long term
34:19
success? You know, as you grow and scale
34:21
a company, how do you how do you train your sales team for long
34:24
term success on a a larger level?
34:27
Well, it's, it's, it's the right training.
34:29
You know, I don't know who said it.
34:31
Maybe it was Jordan. Somebody told me the other day
34:34
that Alex Harmozi said this. I'm like, what, dude?
34:36
I don't know. It's like perfect practice made
34:38
perfect who? I don't know who said that.
34:39
Whoever I quoted, thank you for the quote.
34:41
I don't know who it was, but it's like, you know, Michael
34:43
Jordan said it best. He's like, you can take 1000
34:46
jump shots a day, but if you were taught the wrong technique,
34:51
you're still going to suck at basketball.
34:53
They can train sales all day, but if you're taught the wrong
34:55
techniques that maybe work against human behavior, not
34:58
going to be that great at sales. So it's getting in the right
35:01
training, you know, it's getting in the right training and being
35:04
able to help your salespeople start to realize that maybe they
35:08
have problems they didn't realize they had.
35:11
Because a lot of salespeople like literally like said,
35:13
they're like, Oh my gosh, I don't know why I can't sell.
35:15
I don't know what to do. And it's like they don't look at
35:18
their skill level or lack of skill level as the result of
35:21
them not set Like they don't look at their own selves.
35:23
Like I don't have the skill level.
35:25
That's why I'm not doing well. They're like, I wasn't born a
35:28
salesperson or, you know, I'm not like all these other people,
35:31
like maybe this isn't for me. All it is they just they, they
35:34
don't know what they don't know. They don't know that they
35:37
determine their results based off how much they invest in
35:40
their skill level. I mean, the the craziest thing
35:43
is, and I'll come back to this topic, so let me forget the
35:46
reason why sales people have the highest attrition of any
35:50
profession in the world is because the average, like most
35:54
sales people believe like, oh, well, you know, I'll learn how
35:57
to sell after I get the job. What are their job allows you to
36:00
do that? Can you be a neurosurgeon and
36:02
learn how to do brain surgery after you get hired?
36:05
Unlikely. Can can you be like ACPA
36:09
accountant and somehow magically learn how to be ACPA after you
36:13
get hired? Can you be a, you know, an
36:16
engineer who works on bridges and like, well, I'll get the
36:18
job. I'll just learn on the job.
36:19
Like can you go in the military? Like they just drop you off in
36:22
the middle of Afghanistan with 0 training?
36:24
Like just duck, you know, like you're dead.
36:26
So it's like salespeople like the fact that they're like, oh,
36:29
I'll just get the job after like, well, it just depends on
36:32
how you want your boss to view you.
36:34
You know, like, do you want your boss to view you is like this.
36:36
If you don't have the skill level and you just start calling
36:39
a bunch of leads and because you, you don't have the skill
36:42
level to sell, you can't hardly close anybody.
36:44
What, what is your boss going to do to you after a month or two?
36:46
You're going to get fired. Or what if you learned how to
36:50
sell at least the foundation parts of it two 3-4 months
36:53
before you got that job and you actually start making sales the
36:56
first week, How would your boss start to view you?
36:59
Wow, this new person is really good.
37:00
Like maybe they get promoted, maybe they get better leads,
37:03
right? So you probably want to work on
37:05
your skill level at least some like get something.
37:08
I don't care what course you get.
37:09
Like something's going to be better than nothing before you
37:11
get the sales job. So it's about getting your sales
37:14
people to buy in that, you know, we teach a lot of companies to
37:19
to put sales people in those four identity frames.
37:22
Like are you a winger, a dabbler, a know it all or
37:25
committed to mastery? And I, we have them explain what
37:28
each of those means. Nobody wants to be like, Oh, I'm
37:30
just going to be a winger, right?
37:31
They're like, I'm committed to mastery.
37:33
So it's, it's putting them in those identities that they want
37:35
to be in and move away from the identities they don't want to.
37:38
So we teach, you know, sales management and you know, maybe
37:41
AVP of sales, how to kind of do that with their, their sales
37:45
team to kind of get them in the right mindset to know that even
37:48
if you're the best in the company, there's always levels
37:51
to this ball game we call sales. You can go up higher.
37:54
And what does that training look like?
37:56
Is it online training? Is it we the?
37:58
Meetings. I.
38:00
Mean we have like 37 different like training programs.
38:05
You know, we have virtual training programs like our, our
38:08
Academy courses, like 51 hours, right?
38:11
But then it comes with like training calls.
38:13
So like if they're in our mid, if you're well, if it's an
38:15
individual, it's a little bit different than a company that
38:18
might have 1000 sales people on our platform compared to a
38:21
company has 2, compared to like an individual salesperson maybe
38:24
sells what you do, right? Just one, one, one guy or gap.
38:27
So if they're an individual, they might get to do our Academy
38:31
program, the 51 hour course, they get like one training call
38:34
a week with me. It's a big group training call
38:36
where I teach them kind of how to tie it into what they sell.
38:38
All the industries, the frameworks.
38:41
If they're our mid level program and APQ Pro, they get like the
38:45
virtual training part of the 51 hour course.
38:47
Plus they get like 17 training calls a week with my sales
38:51
trainers on everything from tone.
38:52
Now they're not going to attend all 17 training course.
38:56
They're not even selling, but they might pick the top three
38:58
they want to be on that they need the most help in.
39:00
So we might have three on objection prevention that week.
39:04
And they're like, I need to get better preventing objections.
39:07
You know, we have two on tonality, like I need to get
39:08
better tonality. So they're going, they're going
39:10
to hang out in the ones that they need the most help in.
39:12
And then our highest level program is advanced inner circle
39:15
mastery. That's with me.
39:17
We only that like I think 60 people a month join that.
39:20
So it's cap. Sometimes there's a couple month
39:22
waiting list and that's where I train them over a six or 12
39:25
month period, like in smaller groups, how to tie in any PQ to
39:28
what they sell. And I do call reviews where I
39:30
actually break down their calls or if it's virtual, their
39:34
virtual Zoom or if it's in person that they recorded.
39:37
And I basically showed them where they've lost the sale and
39:40
why. And I role play with them and I
39:41
help them fix it. Yeah.
39:43
So for the audience, if they don't know what is NEPQ?
39:46
OK, so NEPQ is the methodology I developed from my background in
39:50
university in behavioral science of studying to become a
39:53
psychologist. And NEPQ, the end stands for
39:57
neuro which is your nervous system, right?
40:00
So your nervous system like if. You know a salesperson like
40:05
triggers you that your nervous system being triggered like
40:08
where you feel pressure your nervous system.
40:10
So it's neuro stands for nervous system.
40:12
So how do I, how do I calm the prospect down first sounds out
40:17
of my mouth. How do I get them to let their
40:19
guard down instantly within 1015 seconds.
40:22
Most of that's with your tone. OK, then E stands for emotional.
40:27
So emotional connection. Remember I talked about the
40:29
influence you have to emotionally connect.
40:31
P stands for persuasion and then Q stands for questioning.
40:36
So it's a methodology I developed, which is not just
40:38
questioning, it's the tonality, it's the body language is the
40:42
verbal pacing of how I answer the questions, right?
40:46
The verbal pausing, the verbal cues, bridging from question to
40:49
question where it sounds natural, like I'm in a natural
40:51
conversation. So that's what NBQ means.
40:54
Bunch of boring science stuff, you know.
40:56
I don't think it's boring. I think it's fascinating.
40:58
I just wonder like, how do I actually, you know, how do I
41:02
actually train my organization to because there's one thing of
41:05
like reading a book or taking a class.
41:07
Or whatever. Do reading books?
41:08
Do reading books on anything cause you to master that thing?
41:11
No, you have to. Do it.
41:12
Why is that? Because information without
41:14
action is useless. That's part of it.
41:16
Your brain can't retain a book though.
41:19
What's your favorite song? So if I said, what's your
41:21
favorite song and you could just sing it out loud, like you know
41:24
the words, you sing it all the time, like what would that song
41:27
be? Could be anything, I mean the
41:29
one that I know the words to is 7 years old.
41:31
OK, so seven years old by who? I don't know, Darius, OK,
41:35
whatever. Yeah, so.
41:37
So the average song has about 330 words in it.
41:41
So what's your favorite book? Atlas Shrugged.
41:43
OK, Atlas Shrugged. What page of that book do you
41:46
can you recite word for word? None.
41:49
Why though? Because the average page has
41:50
about 330 words. The average song has about 330
41:54
words. So why can you recite the song
41:56
word for word, but you can't recite one page of the book
41:59
that's the same words? Because the the the words,
42:04
there's no tonality or melody. The, the music, the melody and
42:08
the tonality cause your brain to retain it way higher.
42:11
And if you read a book within reading a book with I think
42:14
within two days, you're going to retain about 19% of that.
42:17
Within a week, about 9%, within a within about a month, less
42:21
than 3%. So you never mastered anything
42:23
from a book. Never.
42:25
And books usually are overviews, right?
42:27
Like rich dad, poor dad, right? Hard to master it from that.
42:32
You probably want like more. If you want to go through trial
42:36
and error, you can try it. Maybe you pick it up later right
42:38
from mistakes. But I'd rather hire a guy like
42:41
him to teach me what not to do so I don't mess up and make
42:46
mistakes. Because if I eliminate mistakes,
42:48
I'm far more likely to succeed, right?
42:50
What's the reason why somebody fails is because they have a
42:53
lack of knowledge and they don't, they don't do anything.
42:55
They don't take action. You can take all the action in
42:57
the world, but if you don't have the knowledge you can in your
43:00
industry, you still lose your your shorts.
43:01
You can use a lot of money, right?
43:03
But the more knowledge I acquire, I'd rather hire
43:05
somebody that's done the thing I want to do.
43:07
Like I want to hire rich Dad, poor dad to teach me how to do
43:10
that. The the likelihood of me failing
43:13
is like really, really low. If I'm taught by somebody who's
43:15
already mastered the thing I want to master, you know, just
43:19
simple, simple, you know, just pretty simple.
43:22
You know, I just sometimes I don't understand.
43:24
Like, wait, you're going to try to wing that on your own and
43:27
hope and pray it works out. Or why don't you just like find
43:30
the funding, hire the person that's already mastered it?
43:32
Because as long as you show up and learn from them, what would
43:35
prevent you from mastering it as well?
43:37
Like they're going to teach everything they know.
43:38
So are you going to show up or not?
43:40
Like, I don't understand. I was never that way.
43:42
I was just like, if I if I wanted to learn something, I'm
43:45
not going to the best. And I would figure out a way
43:48
when I was really young to find the funding for it.
43:49
And that that helped me make a lot of money in sales for.
43:52
Sure, that's smart. I was just talking about that on
43:54
the last podcast as my one of my biggest regrets is not investing
43:58
more money into better people and mentors sooner and trying to
44:01
just figure it out. Read books, figure it out.
44:04
Millions. Yeah.
44:05
You see the cost, It's it's the cost, you know, so it's like,
44:08
oh, this cost too much. Does it cost that much?
44:11
Because I'm sure your intention is not just to, you know, keep
44:14
that money in your bank account and hope and pray it lasts
44:17
forever. I'm sure your real intention is
44:18
never have to worry about money again, right?
44:21
So what's going to put you in the best position to never have
44:23
to worry about money, like trying to figure this out on
44:26
your own or being trained by XYZ that's already mastered it.
44:29
And that's just a reframe. That's just what I did.
44:31
So that was an intention frame. See what I did?
44:34
Well, I'm sure your real intention.
44:36
See what I did? I'm sure your real intention is
44:38
not to keep the $10,000 in your bank account and hope and pray
44:41
it lasts forever. I'm sure the real intention is
44:44
never have to worry about money again, right?
44:46
So see how I took you out of like holding on to the money,
44:49
the bank account price based syncing to your real intentions
44:52
never have to worry about money again sitting.
44:55
Over here like I should I should sign up for.
44:59
It depends on like, it depends on your industry.
45:01
Like you're not going to say that for if you sold life
45:04
insurance it would make any sense.
45:05
But if you're like selling like a coaching program or something
45:09
that has to do with helping the the company or person like
45:12
increase revenue or something like could be leads, it could be
45:14
a lot of different things like an ROI type of sale.
45:17
That intention frame is really good.
45:20
If I if I sold something that didn't have to do with like
45:22
increase revenue or or money, whatever the intention frames to
45:25
works. I just have to tweak it based on
45:26
the industry. Yeah, yeah, it's so good.
45:30
I just this, Yeah, I, I, I look, I know how to do one thing in
45:35
life. Everything else I'm just like
45:37
average at yeah, I don't know. I don't know.
45:39
So, you know, just like, not that big of a deal.
45:42
I doubt that. You got to be got to commit to
45:44
mastering the one thing so many people are like.
45:46
They're like little squirrels. They have attention spans of
45:48
squirrels, like the new shiny thing object thing comes, they
45:51
go over here and they become like average at everything and a
45:55
master of none or whatever the term is like I just wanted to
45:57
like master the one thing. And if you just put your horse
46:00
blinders on, a typically will pay off.
46:03
If you don't have your horse blinders on in the beginning
46:06
when you're trying to master something, there's just too many
46:09
distractions. You just you never get to where
46:11
you could be. I know.
46:12
I remember last time we were talking and you were telling me
46:14
the, the books you read, it's like sales, sales, sales, sales,
46:18
sales, like you're still always mastering your craft.
46:20
And that's same with me. Mine's all business and real
46:23
estate and scaling and. 100% what I do is I'll listen to like
46:27
the audio book and buy the book and I'll just go mark the book
46:31
up. But I typically get their
46:32
training courses because I know a book is just an overview.
46:35
So I just I get the overview to see if it is going to be good
46:39
because the the overview will tell me if the training is going
46:41
to be good and I just buy the courses because the courses is
46:43
where you're going to learn how to master it, not a book, right?
46:46
How do you master tonality from a book?
46:49
How do you master body language from a book?
46:51
Like looking at a diagram to. Make sense?
46:54
You have to see it on video or in person, you know?
46:56
Yeah, yeah. What?
46:59
Never mind, I'm not going to. I'm just going to ask a question
47:02
that didn't make any sense so. Could be trouble.
47:05
So how do you motivate your team, like somebody that's on
47:11
your team or most people that are on your team that maybe
47:13
aren't performing at the level that our standard in your
47:17
organization without making them feel like discouraged or firing
47:20
them or like what's the best? I'm telling like, hey, this, you
47:23
know, mastering persuasion, sales influence is not a thing
47:27
you master in six months. It's progress progressively
47:30
getting better every single day. So it's just putting in the
47:33
time. You know, we, we say the same
47:34
thing to our sales force. We got about 60 guys or whatever
47:38
and we just like, hey, are you a winger, a dabbler, a know it all
47:42
or committed to mastery? It's the same thing.
47:44
We, we'd use the same thing on a company salespeople and on our
47:47
own. And they all know like they
47:49
don't want to be in that identity of a winger, dabbler or
47:52
know all. They want to be committed to
47:53
mastery. So what are they doing every
47:55
day? You know, when they're ironing
47:56
the shirt for 5 minutes, they're listening to one of my training,
47:59
when they're eating their cereal in the morning for 10 minutes,
48:02
they're listening to some of my trains when they're driving to
48:05
work, listening to some of my trains, driving back from work,
48:07
listening to some of my trainings, going to the gym.
48:09
And so just in time where you listen to music that is unlikely
48:14
to make you any money, they're probably putting an hour and a
48:17
half to two hours of sales training every single day, seven
48:20
days a week, 30 days a month, you know, whatever it is, 365
48:24
days a year. And that's why they get really
48:27
good. Now, the ones who don't put in
48:29
the time, just like anything are not going to be as good.
48:33
And so we were just trying to continually get them into like,
48:37
hey, do you do you want to help these people get where they want
48:40
to be? Then what are you going to have
48:40
to do to do that? You have to what?
48:42
You have to commit to mastery because if you don't commit to
48:44
mastering these skills and you can't communicate the message
48:47
the right way to this potential customer, you're just hurting
48:51
them. You offer them no value.
48:54
And whose fault is that? Assures.
48:56
So it's not just about you making money.
48:58
It's about the other person you're talking to.
49:00
That's what selling is, yeah. That's good, I feel like.
49:04
All I could say is that. You're so good.
49:06
I'm not that good, you know, learning every day.
49:09
What do you think the difference like?
49:11
What's the impact going to be of AI in sales moving forward?
49:15
What's the context behind the question?
49:18
Like I guess how do you think it's going to affect the sales
49:21
industries at large? Do you think it's, I think it's
49:24
going to create more salespeople because I believe AI is going to
49:26
create hundreds of more industries.
49:29
I don't think you know, a lot of people like the Internet when
49:31
the Internet came out 20 years ago, like it's going to
49:33
eliminate sales jobs. It's going to eliminate all this
49:35
stuff, all it is create more industries that didn't exist.
49:37
So I believe AI will actually create more industries that do
49:40
not exist now, which will require salespeople.
49:43
Here's the thing most people don't think about AI like AI is
49:45
going to be better than salespeople.
49:47
Well, the problem is you have this thing called the FTC.
49:50
And so as soon as grandma buys something from AI over the phone
49:55
for high amount, 10/15/20 grand, you know, their, their son or
50:00
daughter find out, call the attorney general.
50:03
Grandma was taken advantage of by this robot.
50:06
There's going to be regulations. And I guarantee you within a
50:09
couple of years, the FTC will regulate it where when the
50:13
prospect answers the phone, it'll say with this is, you
50:17
know, AI digital version of blah, blah, blah, blah.
50:20
Would you like to talk to me or would you like to talk to a live
50:22
representative and what do you think most people are going to?
50:25
Pick live. Representative yes, because they
50:26
feel like AI is going to manipulate them.
50:28
Most people are not thinking about that.
50:29
There will always be regulations on this.
50:31
I guarantee you it'll be regulated.
50:34
Now, will it take like, will it, will it replace like low ticket
50:38
salespeople, like somebody that sells like a $5 magazine
50:41
subscription? Yeah.
50:43
But it's not really selling. It's not it's not going to
50:46
replace life insurance salespeople or real estate.
50:49
It's not replacing that because of the regulations, 100%.
50:51
People are going to want to talk to live salespeople, yeah,
50:54
rather than AI, because they'll feel like they'll be
50:55
manipulated. And also, I feel like as
50:58
technology continues to progress and AI progresses, it's like the
51:01
demand and the desire for community and connection to real
51:04
people will continue to grow, like live events and being on
51:07
the phone with live people. I think it'll create more live
51:08
events, Yeah. Like I said, AI will create more
51:12
industries that we don't even exist yet, which will require
51:15
more salespeople. It'll just create more jobs than
51:18
less jobs. Have you started to integrate it
51:20
throughout your like your organization at all?
51:22
We have, we have a, we have a new SAS AI version of Jeremy
51:27
coming out this year. Don't tell anybody like I'm not
51:30
supposed to tell anybody that it's not an NDA over here.
51:33
What's going on? I'm just joking.
51:35
I do, but yeah, there is so. Like your clone.
51:38
Well, it's it's like chat GDP but ask Jeremy where Jeremy will
51:43
actually pull up and video answering it, not just text.
51:48
So they might say, what would Jeremy say?
51:50
Like I sell commercial insurance to trucking companies.
51:54
What would he say in the 1st 30 seconds of a cold call that
51:58
would trigger the prospect to let their guard down and become
52:01
curious? And what type of tonality would
52:03
he use? And can you give me examples?
52:06
And then Jeremy will pop up and show them the tonality, will
52:10
actually show them the right questions and what could happen,
52:13
what could go wrong? Yeah.
52:14
Is that at the level? Because I have that through a
52:17
company through Genius Network called Delphi AI.
52:20
It depends on how good the company is.
52:22
There are companies that it's at that level.
52:23
There's some that are not. I was going to.
52:25
So we're, we're, we are, we are training AI right now how to
52:29
read the prospects tonality, not just and the salesperson's
52:33
tonality in real time. So a prospect could be like you
52:36
could be on a call, let's say in your industry or like on Zoom
52:40
and off to the side. It'll actually read their
52:42
tonality from my training and show them like is if the
52:46
prospect is certain or uncertain, it'll show them if
52:49
they can see them, the body language, everything.
52:52
Yeah, that's crazy. I think it's going to change the
52:54
game. I know it's going to change the
52:56
game. What do you think emotional
52:58
intelligence plays in closing deals, like for sales people?
53:01
How big of a role do you think in emotional intelligence is?
53:06
Walk me through your like your definition of emotional
53:08
intelligence because I've heard people say different things.
53:10
I want to make sure I answer it the right way.
53:13
I guess just their ability to, I mean, if somebody's emotionally
53:17
intelligent, they're able to handle their emotions well.
53:20
Yeah, they control their nervous system, so it's calm and the
53:22
relaxed, it's the same thing. It's neuro nervous system.
53:25
And yes, it's important. It's really important, yeah.
53:28
Yeah, it's really important. It's make or break, right?
53:30
Because your nervous system controls, you know, you letting
53:35
your guard down and becoming open to what somebody is
53:37
communicating to you or on the flip side, triggers you to go
53:40
into fight or flight mode where you try to get rid of them.
53:42
Yeah, yeah, it's a big deal. I know.
53:45
And I, I mean, so many people don't have any emotional
53:47
intelligence and they're not going to be very good at sales
53:49
if they can't understand. They have emotional
53:50
intelligence, they just don't know how to use it.
53:52
Nobody's ever trained them. You don't know what you don't
53:54
know what. I always say the biggest problem
53:56
in sales is the problem that you don't know you have.
53:59
Because if you don't know you have a problem, how are you ever
54:02
going to do anything to fix it? You can.
54:04
That's the biggest problem in sales.
54:05
You just don't know you have a problem.
54:06
It's what you don't know that'll get you.
54:07
That's right, every time. What's the difference in
54:10
strategy when selling high ticket items versus low ticket
54:13
items? Like what do you think people
54:14
holds people back from closing big deals or like?
54:17
Well it depends on the industry. So like high ticket to me would
54:21
be like $1,000,000 plus. Yeah.
54:24
That's what I'm for, like a coaching industry that might be
54:26
10 grand. So it depends on the industry,
54:29
right? So if I'm in B to B, let's say
54:32
if I'm B to B selling mid market or enterprise level, I've got a
54:36
longer sales cycle. I'm not closing on the first
54:39
call or the first conversation, right?
54:41
So I have to get really good at learning how to navigate through
54:44
that organization and really finding out who the real
54:46
decision makers are. And not only that, because the
54:49
average company, just the average size company in the
54:51
United States has 6.7 decision makers.
54:54
So if I'm only talking to one or two of them, I'm hoping that
54:58
those one or two are going to go sell the others unlikely to be
55:01
that successful in B to B sales. So I have to learn how to get
55:05
those other people on board as well.
55:08
I also have to find out who influences those decision
55:11
makers. So let's say if I'm selling some
55:13
type of like software or IT or something, and you know, I'm
55:19
talking to, you know, let's say the CEO of the company, but the,
55:25
the CTO is kind of over that, but he can't make the decision.
55:29
He, he or she probably can influence the decision though.
55:32
And you know, why would they want to influence?
55:34
Maybe they feel their jobs threatened if I found problems
55:38
or holes in what they built and maybe they're going to replace.
55:40
So they might get pushed back and say, well, we don't need to
55:43
do that. We can do it here.
55:44
But so I have to know how to influence the influencers who
55:48
influence the decision makers and get them on board as well.
55:50
So in B to B, there's other little nuances that we train to
55:53
make sure that you know how to do that.
55:55
Yeah, I, I think my, I have, my brain is just turning with so
55:59
many things from sales. I'm like, I just need to join
56:01
7th level and get my whole team on board and learn all the
56:04
things there. You go industry is a big space
56:06
for us and like the back of my hand for sure.
56:09
We just one of our new clients is that really famous.
56:13
What was the show Flip Flip or Flop or something with Tarek or?
56:17
Terrible Moussa. Yeah.
56:18
Yeah, yeah, we trained, we took over their training for his all
56:21
of his guys a couple of months. Oh, did you really?
56:23
Oh, they're crushing it now. You're getting a lot better.
56:25
So I I love that space. We got a lot of.
56:27
I know we have to wrap up here, but I guess like what's the
56:31
number one thing somebody could do today to start selling
56:35
better? Commit to mastering it.
56:37
I know I'm going to come back to that all the time.
56:39
Unless you commit to mastering it, you just don't take the
56:41
action steps to actually master it.
56:43
A lot of sales people like I'm just going to go through the
56:45
reps I'll, I'll figure it out on my own.
56:47
You can and that's going to take years, if not decades if you
56:52
ever figured out on your own the most successful people in life.
56:56
I say this for anything. They don't learn from their
56:59
mistakes, they learn from other people's mistakes so they don't
57:03
make the same mistakes themselves.
57:05
Speed to success is 100 X faster.
57:08
So if you don't want to go through all the rejection for
57:11
years and struggle and sales because you know you probably
57:15
got people depending on you learning these skills, right?
57:18
Your family or your future family, your prospects
57:20
especially then you might want to commit to master early on and
57:23
just master it and get the training so you can actually
57:27
succeed. Like succeed like I'd rather
57:29
succeed like. Now you know, How long would it
57:32
take you to start seeing? A difference in your Closings
57:36
and your results when you committed to mastery.
57:38
I mean to me, it was I I committed to.
57:40
Mastery at at the right. When I got my first sales job
57:43
when I was going into my senior year in college, because I had
57:46
to, I was like, I had people depended on me like I did.
57:48
I had to learn, I had to make money.
57:49
You know, at that point in my life, I was like 21, almost 22.
57:53
And so I'm just like, I got to figure this out, right.
57:55
If other people. Yeah, so I was, I was, I'm
57:59
divorced now, but I had my first wife.
58:01
We we had our daughter Cami on the way.
58:03
So I'm like, I got to, I got to learn how to make money.
58:06
Yeah. I didn't have a choice.
58:07
And I just randomly got a job selling home security systems
58:11
door to door straight Commission in the summers while I was going
58:13
to school the rest of the year. So just randomly kind of
58:16
happened, You know, I had no plan on getting to sales.
58:19
So I was going to become a psychologist, but the psychology
58:23
background probably gave me a, a, a really advantage over
58:27
anybody else because I looked at sales and communication much
58:31
carefully than anybody else did. Because they'd be like, you got
58:34
to knock on 100 doors to get one sale.
58:36
And I'm like, why? Why would I have to knock on 100
58:39
doors to get one sale? Like why can't I, Why can't I
58:42
talk to like 10 people and make 8 sales?
58:45
So I was always questioning everything, you know, and when
58:48
you question the status quo, you tend to like disrupt the status
58:52
quo and you get a different result, right, Because if I'm
58:55
like, if I want to provide a great last for my family, I
58:57
can't, I, I know I can't sell like everybody else is doing
58:59
because I see the results from that.
59:01
So I got to learn it a more advanced way to communicate.
59:04
I, I always talk about, you know, it's how you frame your
59:08
solutions, how you frame your offer.
59:09
That depends on how successful you are because to a process in
59:14
a prospects mind, your solution, your offer in their mind,
59:20
between you and your competitors, it all kind of
59:22
looks the same to them, right? I mean, they don't know all the
59:25
competitive advantages you have or whatever.
59:27
You're just saying that you have that.
59:28
But all the other sales people selling your your competition
59:31
saying the same thing too. So in their mind, these products
59:34
and services, they all kind of look the same.
59:36
So what's going to separate you from, you know, winning that
59:40
sale compared to somebody else's?
59:41
How you frame that solution? You know, I was talking to my
59:45
buddy Dan Henry. What was it a month ago there in
59:49
Vegas at that Click Funnels event, We're talking about
59:51
framing. And he brought up a really
59:52
interesting now, just like I like that.
59:54
And he said it's like, it's like having a family photo.
59:57
So go back to your your family photos.
59:59
You know, the mom, dad, brothers, sisters, whatever.
1:00:02
You got this perfect family photo.
1:00:03
You got two photos exactly the same, you know, just sitting
1:00:08
here and you got to go buy frames for those photos.
1:00:11
Right. So the first frame you go by,
1:00:13
it's like Immaculate, it's like gold, you know, around it.
1:00:17
It just looks shiny and bright and like beautiful frame that
1:00:20
goes around that family portrait.
1:00:22
And then the 2nd frame you buy, you go to like an antique store,
1:00:25
like a flea market and it's like it looks cheap, it's dungy, it's
1:00:29
dirty, it's got like, you know, holes in it.
1:00:32
And you put that frame around the other family picture, same
1:00:34
family picture. Which frame are you going to
1:00:36
pick? Which one are you going to pick?
1:00:39
The better one, You're going to pick the better one because it.
1:00:41
Was framed. Better same picture, but you
1:00:45
chose the one that had the better frame around the picture.
1:00:49
So it's how you frame your offer, it's how you frame the
1:00:51
solution. That depends on if they're going
1:00:53
to buy or not. That's it, yeah.
1:00:55
Commit to mastery, people to mastery.
1:00:59
Thank you so much for coming on. You're you're just.
1:01:02
An absolute beast. You're absolutely incredible.
1:01:04
So try to help people, yeah, and if they have any, they.
1:01:07
Can always follow me on Instagram.
1:01:08
They want to learn more about what we do.
1:01:10
What's your handle? Follow my verified account,
1:01:13
Jeremy Lee, Minor MINER. And then if they have questions,
1:01:17
they can text us. So we have a phone number, they
1:01:20
can text us with questions. And me and several of our sales
1:01:23
trainers lock ourselves in our conference room every day for
1:01:25
about an hour and we actually answer questions.
1:01:27
So unless I get 10 million questions here, I'll give them
1:01:30
the number, it's 4806372944. And they can just text us if
1:01:37
they have a question and we'll we'll get back to them for sure.
1:01:40
All right, I'm texting you right after the show.
1:01:41
Text us. Thanks for having me on, it's
1:01:43
awesome. Thanks, Jeremy.
1:01:44
Thank you.