355 – A New Selling Style for 2022 that Actually Works with Jeremy Miner

What is the most dreaded - but most important - activity in your business? Most of us would say, selling. Wouldn't it be great if that could just go away rather than constantly worrying about how to make more sales?

Well, it can in a way. Obviously, you need to show your products so people can buy them. But guess what? The act of selling can be transitioned into an enjoyable activity that brings forth a purchase.

Today, you’re going to hear why your current actions don't work – even though you put in hours and hours of effort. Plus, how to switch it up so acquiring new customers aligns with natural human behavior.

You're about to learn how to make it all so much more comfortable so your sales come in easier than you could ever believe.

Jeremy is the Chairman of 7th Level, a top-ranked global sales training company. As Jeremy says,

“The single most effective way to sell anything to anyone in 2021, is to be a problem finder and a problem solver... NOT a product pusher.

Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology. He is the host of the podcast, Closers are Losers, and is co-author of a new book, The New Model of Selling to an Unsellable Generation.

How To Make More Sales In 2022

• People who are successful commit to learning the right skills that will make them successful. Nobody is just born with the ability to succeed.


• If you don't develop the right communication skills with your potential customers, you're never going to get to where you want to be.  Learn advanced skills that work with human behavior. That will get your prospects chasing you down wanting to do business with you because they view you as the expert in your field.


• ABD of selling → Always Be Disarming. Because the moment your prospect feels you're just trying to sell them, they emotionally shut down. Be more calm and relaxed.


• Ask the right questions
  
  
  
  • That actually triggers their brain to become curious, where they want to engage with and open up to you because you might have something that's very important to them.
  
  
  • Commitment questions that get them to commit to taking the next steps to purchase what you're offering to solve their problems.
  
  
  
  
  


• Never sell to the need of the prospect. You have to sell to what the real problems are.


• Help them see the problem they have and where they are now compared to where they want to be. When you do, they'll view you as the expert and see you as the one who's going to get them the results they desire.  And they will gladly pay way more money for what you sell.


• Don't be a product pusher. Become a problem finder and problem solver. That means asking the right questions at the right time to get the prospect to see the root cause of the problem and how the problem is actually affecting them.


• People buy from people who they feel can get them the best results. They buy through emotion more than logic.

So much gold in this episode - tune in to hear it all!

Know The 3 Modes of Selling

1. Boiler Room Selling Era (the old way)
   
   
   
   • The least persuasive method is when you tell people things or try to push them into doing something.
   
   
   • When you talk about having the best product or services or talk bad about your competitors, your prospects actually trust you less.
   
   
   • It's not very persuasive at all telling your story because nobody really cares about your story. People care the most about their own.
   
   
   
   
   


2. Consultative Selling
   
   
   
   • Ask logical based questions to find out the needs of the client.
   
   
   • But the downfall of this approach is only asking logical questions (surface-level questions) your prospects will also give you logical base answers in return. And people don’t buy on logic but emotion.
   
   
   • Very little emotion is brought out by only asking logical, basic questions.
   
   
   
   
   


3. Dialogue (the new way)
   
   
   
   • You're the most persuasive when you allow others to persuade themselves when you ask Neuro Emotional Persuasion Questions (NEPQ).
   
   
   • Learn certain questions and techniques that work with human behavior that will get the prospect to want to open up to you, to want to engage with you and actually pull you in, rather than you pushing them.
   
   
   • To do this, you have to learn specific skilled questions and when and how to ask them in a step-by-step structure that will get your prospects to sell and close themselves rather than you trying to do it.
   
   
   
   
   

An example of the right questions make more sales:

The scene - A customer has just come into your booth or shop.

• You: Oh, hey! Are you out just looking around today?  (instead of "can I help you?")


• Customer: Yeah, I'm just looking


• You: Okay. Do you know what you're looking for?

You've just sidestepped the automatic, knee-jerk reaction of "I'm just looking" and created a dialog.

Listen to this fascinating conversation for more details on how to make more sales with this new way of selling!

Resources Mentioned

• Connected! Social Media Scheduler


• Sales Revolution Facebook Group - for free resources in this type of selling

Jeremy's Contact Links

Website | Facebook | Instagram | Linkedin

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Thank you so much! Sue

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