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Lessons - The Voice Techniques That Close 93% More Deals | Jeremy Miner - Sales Training Expert · Success Story with Scott Clary

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  In this lessons episode, discover why traditional sales methods like BAND fail to uncover real buyer
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  needs. Learn how reframing questions create deeper conversations, understand the role of
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  tonality in building trust, and explore why connecting to human motivations shorten sales cycles
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  and drives meaningful results.
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  If you think about everyone you're selling to at the end of the day, they're all humans,
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  they're all worried about keeping their job and pressing their boss, getting a bonus,
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  getting a raise, getting a promotion, and anything they're buying from you in theory can
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  accomplish that to some degree. So how do you tie back into what they care about? And also
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  it's interesting. When I was in sales, we were kind of at a surface level knew that if
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  you actually solved the person problems, they would champion you to solve the company problems.
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  But to shorten the sales cycle, it was always about finding intent. So it was always about finding
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  somebody that was already looking for your solution as opposed to going in cold. I've never heard
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  of using like a human connection to shorten the sales cycle, which makes it makes a ton of sense
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  when you think about it like that because we were always told just like if you focus on
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  properly qualifying the leads. But you're laughing. Don't tell me that you're BAND. Yes. Oh God.
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  So here's my problem because they try to teach me BAND when I got into B2B and I'm like,
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  I guess so so many holes through that. I'm like, you're asking them what their budget is in the
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  first five minutes of a conversation before they even know what the real problems are. How they
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  know what their budget is for some things they don't even know what needs to be solved. Like you're
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  you're really suggesting that these prospects understand what their real problems are when you
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  first start talking to them. Unlikely nobody does. They might understand that they have like one
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  problem and that's the problem with with with most sales training is they'll teach you like the
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  prospect tells you a problem and then they start selling to that problem. But the thing is is I
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  prospects don't don't know what they need, right? It's like it's like an analogy of you know you
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  have this like crazy ass headache one morning, bad migraine and you're like, I need some
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  medication. I have a headache and you go to the urgent care and they're like, you know, they
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  don't ask any questions like here just go take this, right? How do you know that it's actually
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  solving anything? But instead you go to a different doctor and she starts asking you some questions
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  about the pain and where you feel the pain and and how long you felt the pain and what the pain
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  is preventing you from being able to do. And suddenly her questions start to get you to internalize
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  it. You might have a much bigger problem than the originally thought you had. The headache
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  and then she suggests you might want to do a CAT scan and it comes back here but a tumor
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  and it's terminal and you got two weeks to live. So see now you start to understand what your real
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  problems are. Okay, but most sales people, I'll give you an example, there's one of our new
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  clients that I went and did a workshop for them, a couple weeks ago in California. They're a big
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  got precious metals dealer like gold and silver and their sales people like a prospect would
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  would come in and most of their prospects are usually a little bit older, you know, 50, 60s,
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  they're like Armageddon, you know, the skies, you know, they end the world is ending maybe it is
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  those people. I know I need to protect everything with gold. And so their big thing is they would come
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  in and they said, well, hey, what's causing you to look at precious metals? That was their first
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  question and like, well, I want to hedge against inflation and then like, well, let me show you how
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  we do that. So they give them a problem and they sell that problem. I'm like, well, what happens though
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  if they go home that night and they turn on Fox News and Fox is like, inflation's going down,
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  the new presidents doing a really good job, the new administrations getting everything down,
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  well, now they're like, well, maybe I don't need gold because inflation's going down and then you
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  lost the deal because you tried to sell to one problem, but I want to build a huge gap. I don't
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  want to help them find just this one problem they think they have. I want to help them find two or
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  three or four or five other problems they didn't realize they had. Now the gap's so big that even
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  if they go in and turn on the TV and it says inflation's going down, there's five other reasons
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  why they want to change. They're still buying. That's a difference. What would be the strategy for
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  B2B or B2C to start to uncover those things outside of building true report, not like surface
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  levels. It's not just how you it's how you frame the questions and it's how you ask them your
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  tone. That's going to determine if you see doubt or not in the process because if I'm like what's
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  some some surface level consultative questions. Can you tell me some of your challenges Mr.
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  Prospect? Can you tell me two problems that keep you awake at night? Can you can you tell me some
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  issues you're having? Your prospects know where those questions lead, right? Every especially
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  in B2B, every company asks like the same generic surface level questions, right? And so that's
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  why most of them give you vague generalized surface level answers back. So I just need to refrain
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  that question and I might say so you've been with XYZ company the last four years. I mean
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  what's causing you to feel like you might want to look at someone else? See rather than me saying
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  what are your challenges? See how I refrained. I'm basically asked that same question but I refrained
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  it a different way and the prospect doesn't recognize that pattern. See our brains as human beings
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  we recognize patterns and so if you ask the same type of questions that most salespeople are asking
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  them, they recognize the pattern and that's why they stay surface level. But with the way I frame
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  that question and I would probably make it more specific depending on who I'm talking to what I'm
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  selling. That's a generic version. So you've been with XYZ company the last five years. I mean
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  they're fairly decent. I mean what's causing you to feel like you might want to look at something else?
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  Well you know we like them but and now they start to tell me what they don't like because of
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  how I frame that question. They're nice to the pattern. That makes sense. It makes it a ton of
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  sense but you're also very purposeful with your tonality and your inflection and your pauses.
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  So and in a real sales situation it's going to be a little bit different there. I'm kind of
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  telling everybody what to do and exaggerating that but your tone is there to see doubt
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  with what they have or don't have that triggers their nervous system to be like oh maybe we
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  don't maybe we do have a problem with that but I can see that with my doubt. There's five
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  types of tonalities you have to master. If you want to be top 1% in sales influence persuasion
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  you get to master the curious tone. Let's say if I market agency. So walk me through. What do
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  you guys do to generate new leads and clients now? That's a curious tone. There's a confused tone.
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  Now why would I use a confused tone? I'm not saying you've got dementia confused. I don't know
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  how this thing works but let's say if a prospect says something like oh gosh I'm feeling so much
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  pressure with this XYZ problem pressure or oh how how do you mean by pressure?
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  So I'm confused. Now what that does subconsciously is their brain immediately says to them oh he
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  didn't understand what I meant by that. I need to explain that better and you see how they now
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  they start to open up. Well what I mean by pressure is and that they start to tell you. See the
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  the two biggest emotional drivers that causes a human being to want to change are pain
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  and the fear of future pain. Pleasure is a distant third. Most people don't just change because
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  they want something cool. It's pain of their current state or past history and then getting
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  them to feel a fear that this pain is going to keep going or could happen in the future and that
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  causes them to feel urgency to want to do something about it and change. That's how I could
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  speed up my sales cycles right. Then you have like a challenging tone you know I'm not going to
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  do that in the first part of the conversation because I don't have much trust or credibility but
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  later on I can challenge them or something. What happens if this doesn't actually get solved?
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  Okay that's generic and then I have a concerned tone and tone that shows empathy. What's really
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  holding you back? What's really holding you back John you know if they're not moving forward
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  and then have a playful tone right. Let's say if I sold life insurance and you know that's
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  an industry where the male will be like oh I don't know I'll just you know I'll just let my wife
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  you know she'll have to deal with that with her new husband that she marries you know and they kind
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  of blow off like it's like an objection. So how am I going to get that prospect to lower their
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  guard. I might lean in like well what's going on man she already looking to replace you what's
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  going on over there man. Oh no she's not looking to replace me. Well I don't want you to sleep
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  but on the couch tonight if she heard you say that and I was serious since though how many
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  months would she be able to pay for the house without your income to the tone shift. Yeah so
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  but you make a real tone and then I go into like that serious like I'm concerned for your tone
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  because I am. Remember I'm doing it for them not to them but the playful tone that gets in the
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  laugh I'm doing that for I'm doing that to disarm them because it releases dopamine in their brain
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  it's a disar it just disarms them they their guard comes down right and remember I'm not doing
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  that to them I'm doing it for them because if I can't get them to let their guard down they don't
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  become open to what I'm offering and I'm the one that's there to solve their problems you know
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  when I think about sort of your methodology you combine the behavioral with the very very
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  tactical but if you look at other you mentioned Tony Robbins I know you've spoken about NLP before
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  you're talking about tonality and pausing what other behavioral components or psychological
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  components are valid and is there any validity in NLP or any of these other yeah for sure but what
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  is a lot of that is used more for more stage selling but it's it's see a lot of people like they
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  get this concept that if I say the words it should work but it's not necessarily how you say it's
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  how you say the words the tonality so any pq is my methodology the N stands for neuro which
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  stands for nervous system okay so if I if I triggered the prospects you know into fight
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  or flight mode their nervous system is up their guard is up so the N stands for nervous system E
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  emotional connection okay if I can't connect with them emotionally where they feel like I
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  understand them more than their best friend you know I'm at a disadvantage so how do I do that
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  okay it's it's the tonality it's my body language it's even my facial expressions because your
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  facial expressions I always say they're remote control to your the same call to your tone try
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  having a confused tone with the straight face you're really hard to do that right so you can't
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  do that so even if I'm on the phone and they can't see me does my body language affect this
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  yeah it does because if I'm just sitting there in the chair I'm standing up like motionless when
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  I'm talking I'm gonna say I'm more like a monotone robot I always say monotone body language
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  equals monotone tonality and so many salespeople do that especially they call call because they just
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  set there it's like they sound like telemarketers you know the p stands for persuasion and the q stands
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  for questioning so any methodology that has to do with the emotional connection the nervous system
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  like NLP Tony Robbins teaches a lot about this I don't I can't remember his methodology what is
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  called those type of things are going to influence the prospects and get them into an emotional
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  state a bind state thanks for tuning in if you found this valuable don't forget to hit that
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  check out the links in the description to watch the full episode see you in the next one