Secrets To Getting Rich with Sales In 2024 [Jeremy Miner]

When it comes to learning how to sell there's a lot of sales trainers on the internet and there's a lot of information that I personally think is bad there's only one person I ever recommend when it comes to sales training all right this guy in my opinion is the best person online to learn sales from maybe the only person I would recommend you learn sales from his tactics flying convention to what you May hear from other sales trainers but that's why it works I send my salese through his trainings I've been through his trainings I

consider him one of my sales mentors the best sales trainer on Earth Jeremy Miner what's going on brother man hey thanks for having me thanks for having me in the studio I appreciate being here it's it's been a good day we're doing a tour here in Miami and I was like I got to get over to Brandon show and uh I've been Following you for a while I don't know if you know that I just found out the other day you were a client i l had no idea he like I'm a client I'm like

oh wow that's really awesome cuz I've been fing the keto King for like a year on IG I'm like dude I need to get into keto I I'm going to I'm going to I'm going to buy your yeah listen man I don't even s fit this stuff anymore but you know I'm down to help yeah for sure you know funny story man like my dad you know he He struggled a lot When We Were Young he had his own business he was doing all the sales by the time I was in high school I could

sent away to military school so I was living there what did you do man oh man just normal stuff man kid what listen nothing nothing crazy man like fight skip to school shootouts you know normal noral normal Southside Chicago kid stuff you know that's when my dad's business started taking off and we went from like really really Struggling went from the southide to somewhere else yeah yeah and and well they stayed on the southide but they moved into a better place right but he was making he got to the point where he's making $3 million

a year in 99 2000 so adjusted for inflation that's about 8 to 10,000 somewhere between that yeah and he did all the sales for his company okay every other people did everything else I would hang out with him when I was home in Chicago and I would go to The office with him yeah and I would hear him on sales calls I would see him sale and and I learned my sailing style from him and you know he later he lost it all cuz he was he had some VI he committed suicide well I didn't

experience any of the wealth cuz he did it after I got out of college but what I got from him was the skills the skills has brought you well the skills you know and now you know we we got eight fig business now yeah and we wouldn't have It if I didn't have the sales skills so when I was trying to learn how to teach that yeah to my my sales team yeah I was having issues because one the way my dad taught me was different than the way everyone else is teaching sales like traditional

training yeah and I was like man I don't think this [ __ ] works and I high pressure p yeah I would give them other people's sales scores hey man fig let's figure it out and they work get success and then I said [ __ ] it I'm just Going to teach them myself what I learned yeah and they started getting way better results then I found out about you and I and I heard you I think it was a podcast the boring guy yeah yeah I heard I think it was a podcast and then

I was like this guy's saying [ __ ] that my dad was saying I've never heard anyone else say this things interesting seriously like some of the some of the same verbage really I think he just you know the truth is the truth Figured it out yeah the truth is the truth he figured it out the the the difficult way you know and I was like this is it so I I immediately bought your highest level thing at the show right 2020 I think we20 I think we were like a year and a half old

then yeah yeah I bought your highest level thing cuz this is the only guy and then I had my sales guys go through it as well I was like okay this is exactly what I would I would screenshot parts of some Of your conversation that's two kind and then screen recording my phone send it in our sales chat yeah on slack I'm like this the same thing I've been telling you guys now that he's saying it then you believe it I want to show you just some of the results we we my sales team I

just found out you were a client the other day I was like so this is this is our old uh dashboard this Google data Studio we have it's the old one I don't want to show the new one because you'll See everybody's names and how much money each individual person make yeah but so this is close rate this is of calls they they took 60% that's that's pretty good pretty good and and here's the thing I showed this to a a friend of mine yeah yeah and he almost got like mad at me he was

like yelling he's like yo there's no way I'm going to believe that's true there's no way that's true I've never seen it from any other sales person I'm like s says yeah yeah all right all Right man yes I mean I'm not trying to show off I'm trying to help you with your problem and he just got mad at me but he doesn't know is that when you sell with your style this is not abnormal that's pretty normal especially especially if your space like inbound calls 60 65 70% pretty pretty normal sometimes even higher I

don't even think that's that's great cuz I was closing at 80% yeah you know well yeah you you have an advantage cuz you're the guy you're You're going to close it in more but yeah can we get your sales people up 70 7% sure yeah but I don't know anyone else yeah in my space space or circle of influence who has a Clos rate that high because they haven't going through because you know like I said it's it's uh you know we're most sales people like you know been trained that you have to do all

the work you have to do all the selling you've got to do all the convincing you've got to overcome their Objections you've got to push and pressure to get the deal I would suggest that's kind of like what average sales people do in our day and age at best average at best at best so if you want to be like a top 1% salesperson or if you want to scale your company like you have you you got to view selling as collaborative it's like you working with the prospect to help them and find and solve

problems to get them where they want to be so we teach salese and Organizations like how to get the prospect to do all the work because who has the problems not you the sales person of the company you're the one that has the solution the prospects are have the problems so like so many sales people like try to qualify to the Prospect and I'm like the pros you have to learn how to get the prospect to pull you in or they're qualifying to you because you're the one that can get them where they want to

be it's a whole shift In the way you're thinking now I'm not talking about getting on there and be like well at the end of the call if uh if you feel it's a good fit and and we feel you're a good fit for us then we'll show you how to sign up like nobody believes in that [ __ ] I hate that like it's not like you're going to you're like hey I'm ready to buy oh sorry I can't take your card uh you're not a good fit for us like nobody believes that [

__ ] you lose trust people Don't believe that they're that stupid you know so yeah so we're we're teaching techniques that that work with the mind that that actually cause them to let their guard down to open up emotionally to trust you cuz that's trust is ke in Sal you know I always say people don't buy this this is always this is counterintuitive to anything probably most people have heard people don't buy from people they like they buy from people who they trust can get them the Best result those are two very different things you

know people buy from people they like it comes from Dale Carnegie 1936 book it's a great book but the problem is is the consumer is much different than they were what 90 years ago or whatever it is you know back in those days the the link between a company and a consumer was really the salesperson or maybe newspapers or TV or radio or whatever but now social media power of the internet um you know all That stuff like the consumer knows they have many choices to choose the exact same thing product or service you're selling

so because of that power they have most unless they're a lay down are not going to be manipulated into buying something like that cuz they know that many other choices to choose so you the salesperson you have to learn how to build a gap from where the prospect is to where they want to be that's not by telling them where they are telling not Or telling them where they should be that's by the questions you ask and how you use your tone that causes them to let their guard down and actually build the Gap in

their own mind themselves and that's where they convince themselves that they want to change they got to convince themselves you don't get to the end of the conversation like well uh if you're interested uh let me know like you're not going to make many sales that way either no but you're you're getting Them you know what's I always ask like what's the biggest emotional driver in a human being that causes them to want to change it's pain or the fear of future pain so if you as a salesperson can't help the prospect relive the pain

of their problems of their situation or at least fear of future pain of what could happen if they don't do anything then they don't feel any need to change and when a human being doesn't feel need to change that's why you get objections That's why they procrastinate that's why they don't buy that is all a triggered reaction based off the salesperson not the prospect yeah like when I was in sales like if I didn't make a deal I would never blame the prospect I'd be like what did I not ask what did I not say

I must have triggered something there and when you tweak it like that when you don't you know buyers are liars well no [ __ ] they lie to you because they don't trust you because you don't Know how to communicate to them of course they're going to lie just like you lie to the salesperson even though you have problems they could probably solve you still like stay surface level because you don't trust them because their you know their tonality might sound too enthusiastic you know like hi I'm so great to be here with you and

I was like too you're too excited you got to calm down it's Collective confidence I got Collective confidence you're still Assertive but more like an expert like an authority you know what I tell my guys is when I when I was training them I would make them watch uh there's this movie called out of sight with George Clooney and there there this one scene where he's talking to Jennifer Lopez in a bar yeah and he's just super calm a lot of guys be nervous talking or too but he's just super cal like that's where we

start with to start with there's see how he's not crazy excited See how he he's just he's just super calm you just talking to raises your status you're an expert see experts are calm they're Collective they have no need to be nervous here's the thing everybody understand like my background is Behavioral Science that's what I went to school for Behavioral Science and human psychology social dynamics study the brain and how human beings make decisions yeah so I kind of have a leg up on this you know when I got into Sales I'm like oh well

that makes sense so the brain science So within the first typically 7 to 12 seconds of any sales conversation you're going to be in whether it's in person you know virtual on the phone doesn't matter your prospect is picking up on social cues from you so they are picking up on social cues from you based on your tone and kind of what you're saying what you're asking in your body language that they can see you that triggers their Brain to react in one of two ways this is scary if you come across too aggressive now

what do I mean by too aggressive is like too excited too excited I don't mean be boring you know but like you're more in the middle right you're more neutral you don't know enough about the if you come across too excited if you come across uh if you come across needy needy yeah you know if you been on a sales call like a long time ago just you you could feel the Neediness all the prospect feels it times 10 if you feel the neediness they're feeling it 100 times more than you are because it comes

across your tonality in your body language if you come across attach see experts aren't attached it's like you know if you're if you're you know I know you got a girlfriend now but like before your single days if you went up to a girl somewhere that was really really attractive and you were really excited And you were attached to her and started text her all the time what would she do probably ignore you because you're too attached you must not be high status cuz High status it would trigger something in trigger she it would trigger

like your low status you're needy yeah so sales people the same way if you come across needy you lower your status in the prospect's brain if you come now I don't mean you come across being a jerk but you come across as like an expert You got tons of clients you don't necessarily need them you're not the one that has the problems yeah but you can solve them you don't have to though I tell my guy I tell my guys in my my sales people in you know I teach trainers how to start their online

business yeah I tell them listen the the energy you want to have calm confidence think James Bond on vacation like still he's just cool he he's just chilling he's capable he knows exactly What he does nothing can rattle him yeah but he's chilling yeah it's so true you know it's uh in social dynamics it's a theory called rank framing have you ever read a book by Orin CL it's called how to pitch anything yeah yeah he just he just renamed it status framing but in social dynamics it's a term called rank framing great that book

May it's a great book exaggeration over 100 times it's a really good book like he in the financial Market that guy is King there He really good but it's called rank framing so it's like in in all Society throughout the millions of years or thousands of years that we know of people would look at you different like if you know let's say I was in the Polynesian Islands a thousand years ago you you would be they would look at your status based on the tattoos on your arm m or your arms or your legs yeah

if I'm in medieval Europe how would they view your status well whether you're a duke Or a lord or a king right how do they view status in our day and age social media followers wealth so that's how they view your status but as a salesperson you don't have to be a billionaire or have like a 10 million followers to make sales because that's what he calls situational status where in that moment they view you as a high level expert an authority way more to them than what you're talking about so that's what we talk

about I sold in four Different IND Min Ries in my 17e career before I retired and started in seven level and two of those were B2B one of them was like large Enterprise so a lot of times you go into a boardroom and you would already meet with two or three of the executives there you'd already met three or four times and now there's 10 other people there that don't know you from Adam and they might have been pitched 12 times that day or eight you know six times they're just kind of like Oh my

God here's the another guy so a lot of times you'd walk in there and there'd be some big ruffy guy or even you know Karen would walk in there and she'd like okay just can you can you get to your presentation and then we'll let know we're interested yeah so that's you know even Orin talks about in there that's like they're putting like a power move on you like they're framing you right they don't know what you do so you got to take that frame away so I'd Always be like oh jeez you guys must

have a lot of time on your hands I've got maybe 30 minutes should we go and get started yeah so they come like hey can you guys get started we got we've only got 6 minutes like ah man I don't have that much you guys must have a lot of time on your hands in here I've got maybe 35 minutes for my next meeting should we go and get started I'm taking it back away and now they're like whoa oh okay well we better listen to this Rather than like okay I'm so glad that you

let me come in here and I appreciate the opportunity lower status you know and and was beautiful about that is like you're asking questions yeah I don't really like people asking me questions on a sales call unless it's like a what I call a forward moving question like oh how do I get started how do I pay but otherwise I feel like the person who's asking questions is in charge well and it's it's how you ask the questions Right because if you come across like oh let me ask you and you ask the question then

they answer and you're like okay cool awesome uh got uh let me ask you and you sound like a scripted robot you're just going through a series of questions so you know in our Sal training as you know cuz I think you went through the foundational course we get other stuff now we'll talk about that later for you but like as you're asking the questions they're talking You're you know you're using what we call verbal cues okay like sounds out of your mouth to let them know you're present yeah uhhuh really now you're not doing

that every two seconds I'm exaggerating but every 8 12 seconds active listening active listening because it shows you're listening but you also use verbal cues to bridge from question to question we call that bridging so like you might be talking like this I'm saying uhhuh ah but how do You how do you generate leads now though ah but how do you ah is a verbal Cube that bridges into the next question because most people like okay uh okay so sounds like you're doing really well there uh let me ask you and it's like you sound

like a robot ah but how do you generate leads in elbow yeah make it s so you have a script but you want to make it sound like a conversation yeah because when it's conversational see you can't Wing It winging it will never You're going to be up and down in your numbers all the time you follow a structure but it's going to sound like it's a natural convers like an actor George cloney look at George cloney you watch his films everything he says in those films is pretty much 100% scripted but it doesn't sound

script doesn't sound no because he memorizes lines his body language his tonality his facial expressions and you're engaged all time you know a lot of people ask me because We teach a lot of like Advanced tonality because every book you've ever read says 93% of communication is by your nonverbal skills it's not the word you use but it's by your tone and your body language but any of those any of those trainers ever teach you how to use your tone no exactly so what I got really frustrated when I was early on in sales and

I was doing pretty good even the first couple years but then I was like you know nobody teaches tone out I'd Always read that and I'm like but who teaches it I'd take courses I'd spend thousands nobody taught it and so I hired like an acting instructor not here and down from the street 20 bucks an hour but people that teach celebrities high level yeah and one of the things they'll teach you is how to use your facial expressions to like change your tone to like elicit different responses so a lot of times they'll you

know when you're watching them their facial Expressions change their tone and it triggers different emotional drivers in you that keeps you engaged in the show yeah so when you're a salesperson you can do the same thing listen that's such a that's so powerful cuz I used to be signed the uh Sony records I I had no idea no coool it was back in like 2004 I got dropped when they merged with BMG I remember I was in the studio with this one producer working on the St he said yes do the same verse again but

do it With an angry face said an angry face he said yeah make an angry face and you'll sound more Angry yeah and I was like oh and that's where I learned it so now yeah one thing I used to do when I was training my guys my myself myself team is we play this game we were all doing on Zoom so it was effective I would private message one one of the guy there's two guys together and I said I want you to express of emotion yeah the emotion I give you without moving your

Body that's only your face yeah and then I want the other guy to guess what it is yeah and they so they can get good both at expressing the emotion and by picking it up the verbal cues does that make sense 100% because your like I said your your facial expression I always your face is the remote control to your tone you can't have like if if I want to have a curious tone I can't sit here and not move my face and have a curious tone or if I want to have a confused tone

I'm Not understand how do you mean by stress see I have to move my face to change my tone I can't say how do you mean by stress like you can't like have a straight face try having a straight face right now and have a confused tone what are you talking or like if I want to have a challenging oh you're oh you haven't gotten the program yet yeah see like the facial expression seeds like they're doing something wrong without me saying it but my facial expression my Tone seeds that and communicates that to them

where they pick up on that cuz your your tone is how the prospect interprets the intention behind the question that's how they interpret so I'm like What's really holding you back versus ver what's holding you back exactly now I asked the same word the same question but I'm like What's really holding you back from moving forward yeah and hand on the chest I'm concerned concerned so now the prospect feels I'm genuinely Concerned for them which I am because I know if they don't do anything the problem's going to stay the same and now there's more

trust and more openness like is you know it's funny man I was training one of myself we going to talk about objections cuz we have the exact same the same thing you say about my objections what my dad say but I I didn't didn't understand it until you said it yeah where you said the best sales guys diffuse objections best sales Guys prevent the objections from happening my dad says if he was really he would just say if you were really good you wouldn't get objections but I think exactly objections are costed by the salesperson

not the prospect he just didn't articulate it the same way you did cuz I don't think he had the the words you know he didn't study sales training like right and but anyway so we was working on this one objection that I got to talk to my wife and I was saying Man that's cool man um I say yeah man it's no problem how how long do you think yeah I mean how long do you need to talk to your wife yeah and then no matter what he says uh okay and then we go into

yeah just and that's no problem man but uh just out of curiosity what happens if she says no yeah that's that's something do what are you going to do if she doesn't want to get you the funding how are you going to be scale your business one of my consequence Question it's a great it's a great consequence one of my guys though he did it I was watching the tape he did it what happens if she says no Hey or it was worse than what I'm doing she says no yeah like accusatory the same words

but a different tone tone and he calls he I I could see a visible State change in the in the the prospect where he got the you know saying about my wife what you saying you know this man if I need to talk to did I you know it's so true He csed that you know it's so true he he triggered the reaction he triggered the objection like anytime a sales trainer says the more objections you get the more interest they have I'm like how does that make any Common Sense what about all the laydown

sales that gave you no objections it makes no sense that is the dumbest thing I've ever the more objections you get the more uncertainty you've triggered in their mind the less likely they are to buy let's just be Real with every I mean it sounds good it's a good cliche to make you feel better but I'd rather tell you the truth because the more objections you get the less likely they are to buy because you're the one triggering the objections objections are created by the salesperson by not building a gap focusing primarily on their solution

rather than helping the prospect like see what the future looks like when the problems are solved CU like with what You sell you're not selling them like you know you so you sell like Consulting or coaching or training how to scale their online Fitness business you're not selling them training you're selling them the results of what the training does you're selling them being able to steal their company you're selling them be able to provide the life they want to for their family so in that case if she's like you know the guy's like hey I

need to talk with yeah that's not a Problem how does your how does your wife feel about you you know learning how to scale your business so you can get to 5 million a year yeah what's he going to say no she doesn't want me to get to 5 million a year okay but you certainly sound motivated what are you going to do if you go to her she doesn't want you to get the funding how are you going to be able to get out of your job to do that yeah that gets him to

think oh I don't know see now he's starting to open up y You can say almost anything with the tonality I could say the worst question in the world yeah with a tone and out sell anyone three to five to one that has the best question with the wrong tone any day it's not the words as much as it's like w Bal Bop [ __ ] bamboo but if I say it right I can convince you with something it's so true it's so it it's so true 100% I'm like oh but what are you going

to do if you go to her she doesn't want to get you to the funding Like how are you ever going to be able to scale your company it's so funny you say that the the the faal that's beautiful that's that's why you to go I I'll show you a couple things like uh you know I I I'll do a few reals and like you want to have a confused tone but like you shouldn't be confused you got to show them they're expert I totally agree with you I'm not saying you get to you explain

what you s like I don't know how it works I'm confused I Don't mean by that but let's say if I if a prospect tells me m an emotion like they're like oh my gosh this is just causing a lot of tension how do you mean by tension T see that Ed Tong see what a confused tone does in that contct how do you mean by stress see that confused tone causes their brain they don't even know it causes their brain basically to say this he didn't understand what I meant by stress I need to

clarify that more and when they clarify that more They go below the surface emotionally and they tell themselves they might not the pain cuz they might not have even really yes articulated this in their own brain they haven't thought a confused Tong they would have never gone deeper you the go man well I maybe I'm a I don't know I'm a billy go we're growing up one one of these days you could just do that with like just the last word you be like that's yeah any type any emotional word of prospect gives you Stress

tension worry concern frustrated annoy yeah you literally can repeat back the emotion and they'll just explain everything oh my gosh yeah you literally any emotional word repeat back the word everybody try this at home with your spouse boyfriend girlfriend before you even get on a sales call when they say like I'm just so stressed and watch what they do though oh my gosh with a confused concern to us so it's not even just confused confused concern with Concern because if you're just confus cuz you can do you can you could trigger something if you did

confused anger like stress yeah you know what I'm saying stress yeah yeah oh gosh and they'll just emotionally down yeah they really the pain that's where the sales made when your prospect starts to relive the pain they emotionally open up and they start to build the Gap themselves that's where they persuade themselves that is the most persuasive way to sell is Getting the prospect to persuade themselves not you trying to do it cuz you can't argue with yourself that's schizophrenia I can argue if I say something that's why I I really just like all the

sales trainers where it's like you got to tell them and come in all this clever [ __ ] because you get to a certain level with that got a lot of refunds lot of char back a lot of unhappy customers and you know the way I wanted to build my sales team is I Didn't want to do what a lot of people do is where they always fireing the the bottom 10% that mean they're always firing and always hiring one it just seem like a hectic way to run a sales team didn't seem like a

compassionate way to runs is a is a learned skill it's a ton skill you can teach anybody to sell we introverts extroverts it it doesn't matter we we've trained introverts That Couldn't already talk that are crushing any extrovert you've Ever met I have one introvert from London who was crushing it but he but he just wasn't excited at all but he wasn't boring he was like the perfect amount he he's right in the middle but he was an introvert and and I I rather I've feel like those people who hire and fire all the time

yeah it to me it seemed like you have an army and you're sending you know a certain amount of them going to get killed you're just hoping enough but I want it I wanted you're going to Sacrifice the bottom 25% oh they're going to get killed anyway I wanted an elite group of Assassins right and for that I can't you can train them you can train anybody be great as long as they're willing to go through training every day and role play and get better anybody can be great as I know people who teach sales

the way we're talking about not teaching it yeah they and their team don't get above 20 30% they don't understand human behavior Yeah it's just it's just like you said the numbers game but ours is like no no no we're focus on the skills game the skills game Skills game man like Steph Curry yeah three-point Champion imagine if Steph said oh basketball it's just a number game just shoot as many threes as you can eventually you'll hit one yeah he would have never made his vars City basketball team left in the NBA no he knows

it's a Skills game so every day He's focused on his technique he he's focused on his wrist movement it's his hand movement his you know how he's dribbling he's focused on his technique every day to get better at the skill and because of that that's why he gets paid millions of dollars so the best sales people in the world we wouldn't even ever say sales is a numbers game no it's a Skills game un focused on the quality of each conversation and making that so good that the prospect just can't say Hell you know what

you know what something you said earlier is said that Detachment from the outcome so I tell my guys I don't care as much as if you get to sell or not cuz there are things that are outside of control what I care is that you're proud of each and every call that's your criteria for Success being proud of each call so win or lose even if you don't get to sell you can show me that call here's a cool thing because with that type of mentality if the Prospect even if that for some reason you

know let's say you're closing at the 60% you're at so the other 40% are buying those 40% can walk away knowing that generally you feel concerned for their situation not being solved and a lot of them will come back a lot of them will come back because if it's like buy or die guess what if they die they're never going to come back promise you they will never come back but that being said that does not mean to get to the Like well well if you're interested uh let me know I'll call me back in

a week or so that doesn't mean that either but if you for some reason can't get the funds or just something you can't help them overcome they my prospects when I was in sales always generally knew that I was concerned for the consequences of their situation staying the same I had so many people that would just come back a month later two month L I found the funding it took me a year I'm like I Don't remember who this person was but a year later they come back with 50 Grand I've had that when I

was doing the sales of my business trust you the guys who came back you know and he like either didn't have the money or who who who cares something it doesn't even matter but he left that call feeling good that he knew you were concerned for not that you he left because he's like man high pressure and stuff ex what I always want I want them to leave the call feeling Good but preferably they they buy but I'm if they don't buy you can't solve their problems yeah right everybody talks about you know in in

all these books like hey you got to be a good Problem Solver but problem solving doesn't happen to after they buy so if you want them to buy you have to be good to problem finding that's another thing when you find additional problems they think even though they yeah because they might come and they think they have one Problem but the best sales people in the world they're able to help them not just one problem but two problems three four five so even if they have that one problem and they're like well it's not that

bad of a problem maybe we can figure that out ourselves well now they got four of the problems you help them find and they can't overcome all those so they have to buy it's like exactly there's no other way and make them think about so we ask stuff like you know so Like what is what's the what's the biggest problem in your business right now and then they might say lean like yeah like um man so you ask more questions about that man what what happens if you don't get that problem solved man like what

happens if you keep getting the low quality leads so now they think about it in a way they they might not even to internalize that's another big thing so many salese have decent questions but they ask them so Fast that the prospect has no time to internalize what they're asking so you want to slow down so I'm like so what happens if you don't get that change though yeah instead of what happens if you don't get that change though yeah yeah well I don't know we'll just figured out but what happens if you that stays

the same see now they're internalizing more they think deeper about it and when they internalize it their emotions come out that's what the Sales made and there's something called like mirror neurons I'm trying to look more concerned about it than them you know because we're going to mimic especially if someone has status yeah like if if you're concerned about something yeah like if you would have looked at my thing it would be like I would have be like well even if you didn't say any words so I'm like what well it's it's like a lot

of sales people I I was talking I was on Robbie Show here a while ago you know Robbie we were talking about you know he's got his marketing and I didn't even know we're actually one of his clients I found that out today I'm like oh wow okay Brandon's a client of ours this we're a client of Robbie I'm like wait let's I had no idea yeah but we were talking about um you know just marketing and stuff like that and and uh just different questions and everything and he it was it was so interesting

because we were we were just Going through like different random questions that they were asking compared to what we would do and you know I I I gave them this like problem awareness we got you problem awareness question you probably mean I remember I remember yeah so you know with marketing agency you know he's like a lot of the clients will come from different marketing agencies and so I'm like well the question the first problem we're in this question you to ask him rather than like what's your Biggest problem because that's a it's kind of

it's a it's an okay question but it's kind of vague it's kind of generalized so I want to specify so I'm like so I'm not understanding I mean you you guys have been with XYZ agency The Last 5 Years I mean they're fairly decent I mean what's what's caused you to feel like they're not going to be able to scale you yeah I did a couple things so beautiful fairly decent oh my God you guys don't even know how good This guy is like I did there you got at almost no sales they're fairly decent

see I don't want to say they're great but I don't want to say they suck cuz I say they suck a lot of times the prospects will dig in yeah you like you don't you don't want to bash your competitors cuz the prospect will get defensive they know what you're trying to do so when I say I mean they're fairly decent that seats doubt I might know something that they don't know but I'm not telling them because I don't want to say anything bad and that seeds out like what do they know that I don't

know but hear my tongue they're fairly decent see my tone seeds that if I'm like yeah they're fairly decent wouldn't seed anything they're fairly decent I mean what's caused you to feel like they're not going to be able to scale you now they tell me why they feel like they're what they're using their vendor now can't scale them but more Importantly they're telling themselves the way that sentence is constructed was beautiful yeah you can ask somebody a question but the way you ask it it's like you said what's what's causing you to feel like they

won't be able to help you skill you know feels the word I wouldn't want to say think think gets them back on their logical side of exactly I want them to say on their emotional side so I say feel yeah see those are those are shifts that a lot of Say we would never know they be like do you think this could be for you I don't but now they're thinking like think we want them I want to think we want to feel feel this could be the answer for you feel yeah cuz everybody's makes

they make decisions with their emotions they back it up with logic so we want to keep them in and it's interesting because uh you know we like I said we train 161 different areas including and a lot of those Industries as well they're they Sell a the company like beating they like oh Jeremy you don't understand like SE level executive cosos like they're not emotional all they just want the facts I'm like dude they're human I was in well they're humans they have emotions that's just you know scientifically true but I was like two of

the industries I was in in my 7 year career I was think multiple seven figures a year was B2B saes I was selling to Enterprise 1,000 companies Some Fortune 500 companies I set across cosos the question you should ask me is Jeremy I haven't learned yet how to get my prospects to let their guard down they feel comfortable enough to emotionally open up when you learn that it's really easy you you me you said something to that effect earlier I I never let my sales guys or anyone blame the prospects or say it's the prospects

I hate when people cuz I'm like you're you're you're done I hate it I tell my Guys if they if they ever say something like oh he wouldn't Buy nope nope nope you say you couldn't get him to buy because there's somebody yeah somebody could got him to buy if he talking to The Rock has problems and or emotional needs because there's never been a product or service ever invented that doesn't solve a problem and or emotional need what type of car do you drive uh man I don't have a car yeah uh Uber I

lived in Manhattan for so many years Okay but you I thought you drove a Lambo for some reason because I I I fit the description I feel like you're a Lambo guy let's say let's say let's have a car let's say like does a lamb ambo solve a problem oh no cuz if you want to go from the grocery store to back home you can just drive a 2004 used Honda solves an emotional need it does it solves maybe a status need like maybe maybe she grew up and her dad said you would never amount

anything she wants to prove her dad Wrong she's got her $500,000 Lambo now or like a purse $50,000 purse doesn't solve a problem you get a $5 person Target stat but it's status it's an em it feels a need like the diamonds in your watch don't help you tell time or exactly but I'm like I'm successful I've arrived Diamond I want status I need to show my classmates in high school I I'm successful now right or when you get into a lot of entrepreneurs are watch gu So like you know that was one of the

first thing I say oh I like the watch you you know it's it's it's status so it's even like if you sold pens you know it's like status it's like oh do you usually like you know uh what type of pen do you use like when you're when you're doing deals with your clients yeah you know I did a real on that people were like you know because they do the wolf on Wall Street thing like oh supply and demand but I'm like the Problem with supply and demand is most people already have a pen

yeah that doesn't mean that they're going to buy a thousand pen so if I'm going to sell high-end pens or whatever you know I'm I'm going to focus more on like how they want to be viewed by their clients so how do you want your clients to view you like when you're authorizing documents it gets them to think differently that's the beauty of asking questions yeah because it makes them think about stuff If the the the question is constructed right right you know I remember one of them lessons I got from my dad I was

in high school and I was I was home and I used to he with him and he was on a this he had a car phone yeah only my dadd and drug dealers had car phones at the time in the ' 90s and he had a speaker phone yeah and he he was talking to somebody he got he was real mad at him he said Brandon that's not how you sell you don't you don't try to convince people That's what scammers do what you want to do is ask them questions until until they realize they

they come their own conclusion yeah and you and you I swear to God you are the only other person who said anything like that it's it's almost like you know I just love Behavior I love like you know I I still you know like I said I read five books a month on sales persuasion influence since I was probably 21 22 Brian Tracy you know yeah good friend of mine now but uh Brian um The first Sales Event I went I was 21 almost 22 solake City Utah he said use your vehicles University on Wheels

L that's I learn that all the time that makes sense so I never listen I like hardly ever listen to any music ever again I know people are like you're so dry you're so boring but I'm like look I have I have I have learned tens of thousands of hours of persion influence mainly outside of sales training I I learned like body language from people Who are just body language experts they don't teach sales but it all it all applies tonality from acting coaches cuz most of it's not taught in traditional dream it's like they

don't understand it it's like you become a robot you turn into like this weird robot that nobody wants to be around it's the weirdest thing I learned I a lot of tonality I got from being a musician cuz I play I play guitar and K and it's like contrast in Variety in SS you know you might get Play quiet or one part you may start a pattern interrup pattern interrupt pattern interrupting a cord change or something you know yeah you know why music is so addicting why it's not the words it's the melody it's the

melody the melody causes you to be addicted to the music not the words cuz if you had no Melody and you were just reading those words you wouldn't give her rat's ass would you yeah the melody keeps you engaged and addicted yeah the words and Then when I used to record different songs different songs had different emotions you know like that triggers your emotions is the melody different tonality and different tonality songs right a love song has a different tonality than a rap song you know you can start talking really fast and then slow your

voice down yeah and you're going to cause the person to stay engaged exactly I teach my students how to how to do sales in our industry it's Very specific there's one script uh but it when people come to me for general advice I'm like no man Jeremy Miner just very kind and and I mean from the bottom of heart there's no one else cuz you you I don't know where my dad learned this stuff I think it's just the truth is the truth and people are going to find it different way and you're the only

person saying what he was saying you know I mean sometimes you just kind of figured out after Decades of like what works and What doesn't work but I would rather like shortcut that learning curve and like learn it like in maybe 3 to six months rather than 10 years and like lose all these sales that I could have made yeah it it took him 15 years to become successful yeah 15 years and he was doing all the sales yeah took him 15 years he had to learn it the hard way he didn't have a choice

he he he probably would have quit if yeah like a education a lot of Drive man it's like yeah you Know cuz nobody likes get being rejected like you know Sal you know sales trainers like oh it's a numbers game go through as many NOS as you can to get that yes I'm like most people can't do that psychologically they burn out you might have a really a driver you know in your company that that's like 5% of your sales force what about that are 95% you want to scale your business you want a duplicate

you want all 95% to actually be good at sales not just 5% it makes Your ads more profitable it makes everything everything it makes the whole business better you cut your lead cost in half because they not going through the numbers just think of the profitability you have it's crazy yeah if our if we didn't have these mbers we wouldn't be successful you know the only other people who are it's funny some people who are teaching stuff that's similar yeah but they not teaching sales but you're already teaching it pickup Like I'm friends with some

of the both like the pickup guys you friends if I'm on a Michael stin oh yeah I I stin that's the homie yeah I've been on to tell tell stin I said what up man to have you on your show and he used to and he used to be cool with uh one of my actually mentors this dude um Owen from this company called RSD yeah and I used to hang out with them and one thing they used to do is they would ask the prospect to qualify themselves you know So so that's one thing

that really worked for me when I was single like let's say I'm talking to a girl who's like I'm I'm 41 so let's say I'm talking to a girl who's like mid 20s and I I'll be like yeah listen you know got guys hitting on time listen I you know I usually don't talk to girls your age man sometimes they're a little immature and you could just say something like that like oh I'm not immature I'm now they're qualifying to use that's what you want And that's the whole thing and then when I'm on these

dates I'm I'm more like I don't have to be cool I'm asking questions you don't care necessar not in a bad way if you're higher status you got lots of options your lower status you're needy right that's true in anything dating whatever I'll give you an example I I was actually uh telling this on another pod there but this is funny so cuz I I even bought one of San's courses you know I have a a I'm Divorced now I have a girlfriend in a in a relationship but um I love going through stuff like

that I about everyone's course 100% CU you're going to learn something I always take stuff I'm like how can I inq it how can I inq that I'm like oh I like how he said that but if I change this word and change the tone it's going to convert better Weir I just I geek on the stuff but like I got on this meeting uh with this big marketer and and he's great he's got a Great brand I'm sure you know him and stuff um but he gets on there with his VP and and they're

very like a type like you know alpha male like we're going to show you and and I love that you know but I know how to disarm people Prett easiest and he gets on there you know we're on zoom and he's like yeah we're looking at sales training companies we want to we're a marketing company and you know we're going to do a marketing event we want sales and marketing Combine it and I love it we're going to do the deal with them they are great and I just remember I'm sitting there and I'm like

I don't say a word they get on there like right up here and that's the first words out of their mouth they're talking par and I'm like and I leaned in and I'm like I don't know you you've been a bad girlfriend like you haven't you haven't called you you haven't text you don't even write anymore I I don't know if this is going to work out we Might have to break up like my gosh cuz like four years ago he had messaged me m back her messag we were smaller and they just died and

from that moment on we were just best friends we're all playful with each other but it was that little pattern interrupt pattern interrupt pattern interrupt like took them off their game you know what it's cool like now we're on the same page I tell my guys that you if I'm like listen if you're on a call and you're at maybe in In the objection handle on the face and you noticed it that they're like the body langu they're not in a buying State yeah you got to change that state man you know like you got

you want to pattern up from the very beginning so like if they get on a call A lot of times you know because you do inbound where they get on the book call and and the pr like hey how you doing today a lot of sales people like oh I'm doing great just working hard that doesn't Hurt you it doesn't help you help so I want to do something that's a penup so I'm be like oh you know just hanging being boring what about you oh I'm sure you're not boring see now pattern up now

they've left their guarden I'm like oh you know just hanging out trying to stay out of trouble what about you are you getting in trouble there oh I'm sure you're not in trouble I'm sure all my sales team does that like if I if you ask were're on a call like hey what's Going on man you been man you know man staying out of trouble stay out of trouble you get trouble over there oh no I'm I'm getting good it's it's perfect it's it's it's you have to use a playful T cuz I'm like oh

you know just hanging out being the boring guy over here W he is really boring but I oh just hanging out being boring what about you you or you can get away with a lot oh yeah it's a great pat interrupt you know or you know like um You know was with the marketing agency going back to that and he was like yeah you know we we get on there with these you know these people and they'll be like well you know we just wanted a book with you just to see what you had it

can't do us any harm yeah and so I I told him I was like well you need to do a pattern rupt you can't be like oh okay and then go to the next question you be like well typically that's why companies come to us to get better leads for sure Yeah oh yeah that's that's one oh yeah well that's typically why people book with us because they want to get a better lead to scale their business for sure and they're like oh yeah yeah sure that's why I'm on here you know now I'm wake

woke them up you know pattern up but you know there's there's five tones you have to master there's a lot of tones but there's five tones you got to master be like a top top 1% salesperson you got to master a curious tone that's More in like your connection phase and U when you're trying to find out their situation like CH like oh walk me through what do you what do you that's du to to generate new leads in clients like they selling lead services or whatever right curious tone you got to master the confused

tone hold on you're stressed confused tone right you got to have the challenging tone that's more consequence what if you don't do anything about this and you're never Able to scale the business yeah challenging tone cuz that triggers emotions to defend themselves on why they have to change then I want to have a concern tone tone that shows empathy right what's I mean what's really holding you back from moving forward concern tone and then I have the playful tone well I guess you know or let's say they show up to the call a little bit

late oh I'm so sorry well I guess I can forgive you this time what are we going To do with you instantly your status goes up yeah right yeah those are the five tones you got to master if you master those five tones you're going to sell times more than what you are I think on my my everybody you know it's funny like every sales person has different styles they might lean on one other award than other I probably lean on the playful toe like if they say man I need to talk to my wife

I'm like yeah man how long you need to talk to your Wife man two weeks two months two years how long you need you need a couple years to talk to making more money yeah man you know that's that's what I would he I'm like you said you need like two weeks two months two years to you know talk to her about you scaling the business where you can make more money yeah I'm sure she wants more expensive purses man yeah exactly and it was funny because you couldn't see a bu like light up like

call they stap out ofing might Be like need to talk to you know you can see it and then they they pop right out of it yeah you always repe back the end benefit yeah so how how does your spouse feel about you like good you know scaling the business to get to $5 million a year yeah see I'm repeating back the end result yeah especially if of course she would want me to scale to $5 million a year you know yeah here to go man you're the best you know it's Just it's so beautiful

because you know not only is it stuff that my dad said stuff that I learned too yeah and then also I learned a lot from from you but but what really hit me was the stuff that I knew inside I didn't know how to articulate right you you didn't know why it worked yeah cuz I'm I'm selling I'm literally making million selling you know be for myself and I'm like you know 20 but it's 20 years of selling and I never had to teach it until you know not Many people can like sell yeah and

actually explain why it works yeah you have to have a kind of a background in the way this thing up here that's why you're so good at Psychology by it I have an advantage Behavioral Science so I understand the psychology behind why prospects buy or don't buy and so when you when you write out questions for a company or a salesperson whatever and you can explain what psychologically what's going on in the prospect's mind The salesperson has the advantage because they understand they're not just like hoping it works they understand why it works or doesn't

work and they know the principles too especially once they know the principles then the tell me if you agree with this or not you're the you're you're the guy the words aren't the words or the script is not as important once you know the principle yeah you want to be more flexible with your script yeah you have to you have to Have a sales structure cuz otherwise you're just winging it and one week you're good the next week you half of what you're doing and you just your numbers go down winging it never is you're

not going to be a great salesperson if you wing it you have a Sal structure but like I know in the connection question phase of npq I might Rel language the next connection question based on the answer I'm not going to say the same question on the Script because the answers are going to be different do that make sense but the the the whole thing with connection questions is I know they're there to take the focus off me put on them and to get them to let their guard down yeah so they might give me

a different answer than the prospect before and I just tweak the next question based on the answer because I understand the principle I can nerd out on you this all day but you know a question that we Always get that I was hoping you can answer yeah is because I when I talk about sales right yeah and I just you know I I give you advice how do I get a remote sales job there people want to know how do they get a job in sales especially a remote one do you know the answer that

or not we can skip it if you well I mean we yeah I mean we you know one of our Facebook groups sales revolution has 105 110,000 sales people in there and people are post in there All the time now we only let people post that are approved by us like approved companies because we don't want companies in there like hiring people that you know promise the world don't pay commissions you know or don't have any leads or you know tell you they're going to give you leads and then they bait and switch you when

you get in because that makes us look bad as brand I don't like my sales people doing any leion yeah that's only followup but I I Don't I just like them to do their job yeah exactly so yeah I mean there's there's lots of opportunities for sure companies always come to us all the time so the only question is I guess the answer to that question is hey go talk to Jeremy yeah you can message me in the Facebook group and then somebody on my team can message him back and and maybe give them some

opportunity like our you know we we have a lot of companies like huge companies that post our group now And they'll they'll specifically say we're looking for 18 uh sales Sal people that are certified and at least at inq Pro or Inner Circle you know you get $120,000 base commissions or average grab can make 300 Grand or whatever but they'll say you have to be npq certified wanting to interview wanting to interview so it's really good it's good for us obviously we let those people that's good and it's and it's super I can I imagine

that's really good for you And your clients because yeah like the people go through your trainings if you could actually help them get them jobs too then win for everyone and you have more testimonial eventually we're getting into that like our our email list is is getting close to about a million on our list little bit more here in the next 3 four months a little bit over well like 1.1 1.2 million people just on our emails all salese right uh close to 2 million social media Followers not as many as you you you're the

king of social media I've been doing it for a long time for getting better I just did my first drill on IG two years ago I didn't even have an IG account until 2 years ago wow literally did my first drill January 11th 2 years ago I was one of your first followers literally I don't know how I found out about you I think we have like 650,000 maybe now or something but like I had zero followers in bro like you're Talking like zero followers like maybe my dad followed me you know like the one

follower on IG cuz I didn't do anything on there you the first two years we just did ad on ads on Facebook that we're trying to figure it out you know and but the beauty of here's the beauty of that your ads were profitable because you were you you were closing people exactly if you know how to sell it it really yeah heals a lot of our our our our overhead is very very minimal because Because our reps are trained good you know our reps are good and and we we do something we'll talk about

if you want to talk about Mar we do five reels a day on Instagram five real a day on Tik Tok five re a day on Facebook two or three reels a day I think on LinkedIn and then two three or four shorts a day on YouTube now and like two long that's good that's what we're doing week and um thank you sir and um I wanted to sign this book for you appr not that I'm that Cool but you know an orange book and I saw that you have yellow book so I needed to

you have colorcoded books yeah dude look at this blue red my no my girl did closet like that you got the blue shirts and the uh I like I don't know she did that in my closet but she definitely did here bro I went through my closet the other day and I'm like I need to hire one of those ladies that like can coordinate like short sleeve shirts here long sleeve shirts here you Know winter some because it's like I'm like looking for clothes I find a shirt I find the sweater I'm like man I

used to love this sweater that's like a $1,000 sweater I think wore that once 3 years ago yeah it was lost back here between I you know I need a cutor cord I love that dude it's cool it l way it looks way better than whatever we were doing before I need a color coordinate books in my office it actually makes it easier to find a book cuz you probably Don't have the Dewey Decimal System in your office right so so like if you can remember what the color of the book is you know to

look in the blue session it makes it easier to find Brilliant I'm take a note of that going to the office I'm hiring somebody to change the books around in the office there's more books in my other office where I work like and their color quar too she did she's dope she did everything yeah I love you have somebody Do it man oh my God so I remember talking about now I'm so you talking about something marketing marketing yeah so what we do is like anybody who watches one of our rows more than 30 seconds

just gets retargeted yeah so you probably see our ads all the time yeah yeah you you're like oh there's J Mak that freaking because I'm cuz I'm a I'm a customer so they they might have me you know excluded you know yeah I I I we have a whole Mark I but Marco my Business partners are that but um so yeah so we they our average customer follows us on average for about 2 months wow before they get in our training program so by the time they get on with our reps like they already know

like the free stuff they've already gotten results from the free stuff so they're like if I can get results from the basic free stuff what would happen if they actually train me like the advanced because we we you know the client Training portals we don't give any of that on the reals or anything you know they they start getting uh indoctrinated and they're just like they're like I love this stuff and they start they they'll post wins like we have thousands of testimonials even from our free content and I love that I love going down

to YouTube and there's like you know 40 testimonials like I tried this and I made the sale I can't believe this worked I would have never thought if I Said this it would work but it freaking works right and so now they're like hey how do I get in the PID training like how do I how do I learn everything right rather than just this one little thing you know I just love doing that like I like our whole mission statement at seventh level is to change the way Society perceives sales yeah and that's what

we're doing now I might not be here by the time that happens I'm getting older but at least I could have started That right and at least I've maybe influenced other salespeople maybe they started a sales training company in 20 years to think that way to do it like you're doing because you're the only one doing it right I swear to I swear to God you know and I love some of these other guys and I'm friends with it but there's no one better than you I might lose some friends saying that you know say

I it's cool man it's cool man don't want no beat for me to me it's like you know how Does society view sales people LGE lower status you make half a million dollar a year as a salesperson and Grandma's like hey when are you going to get a real job right lower status right like little Johnny the kindergarten teacher doesn't say hey what do you want to be when you grow up I want to be a salesperson other a doctor attorney or whatever right High status but if nothing's sold there's no economy like sales people

one world one out of every eight people that walks on This planet is in a sales position that gets paid some type of commission but everybody in the world is in sales because you're out persuading influencing and trying to convince others all the time you might not even get paid for a sale you know we call that non-sale selling but you're out trying to you know if you're a politician trying to convince that people to vote for you you're trying to persuade you're trying to influence if You're an attorney trying to convince a judge your

client's innocent you're trying to persuade you're trying to influence if you're a doctor that's trying to convince the patient to change their eating lifestyle you're trying to persuade in it's like the it's like the you've got the brother that chain smokes and you know he's going to die early and you tell him that he's wrong and he needs to change and guess what happens in one your out the other cuz it's your Idea not his I'm glad you're saying persuade instead of s because someone can do what you want him to do or give you

money that doesn't mean that they're really sold yeah you know what I'm saying they got to so instead of like telling them they got to stop smoking you've got to ask them questions to get them to internalize the consequences if they don't that's where they come to the conclusion and that's where they make change cuz they feel the pain or they Have a fear of future pain now that becomes real to them it's like you know like if your girlfriend wants to go on like a girls trip to with some place you you could just

start yelling or you could say damn you know I was like and to the women who like want to get married and have a build a family that how they behave like I I'm just curious maybe I don't know does your mom like yeah go out on a lot of girls trips yeah that is that maybe we different cultures Is that how you grew up SE them out there I love that no you can do that with anything you know like yeah like like I said you know you're you're the owner of your company if

you're trying to con if you're trying to get your team to follow the vision of where you want to take your company you're trying to persuade you're trying to influence I mean everybody's trying to persuade and influence all the time and it's like it's not manipulative Because like the example I just gave is true they just hadn't thought about it right about you know what I'm saying they just hadn't thought about it and so it they think they were s people are liars or manipulators but if you're do selling the way you teach people to

say it's like you're just asking them questions and they're coming conclusion yeah so what we teach sales people is how to get the prospect pretty much thank you for exactly them for you Allowing them to pay you to solve their problems and get them the results they want and that's a really good feeling you'll never burn out you make a lot more money than you are now and you'll feel good about it because you're helping people solve problems and get where they want it it's the best feeling in the world they say thank you like

they say man thank you so much man I'm excited we have almost 19 ,000 testimonies from clients not even like Fre on it just like clients that are like man I started an apq and my prospects were always like you know against me and I felt like in a boxing match and I was making five grand a month and now I'm making like 23 Grand a month I can go on vacations or just whatever you know everybody has a different one but yeah I love watching those man I'm I'm like a junkie i i i

score wins off the testimonies in all of our clients I love that I I I I Really love the arst honestly man like it it when I had to give that up to scale the business it it kind of hurt me that I wasn't in the field no more you know yeah on the cause but that's what I had to do for the business you know um cuz it's the most beautiful thing in the world if you're doing it the way you teach you know and that's and I I was doing like a version of

it and to make no mistake I I don't want to say like oh I knew everything no no I got I learned A lot too you know and and it helped me articulate a lot of these ideas that I had as well yeah and but like when you sell like that yeah it's it it's actually fun it's not a chore it's not awful it's actually you're like literally helping if you're selling to a consumer you're helping them like solve some problems and get them where they want to be or a company same thing man it's

like like I always say you're not you're the salesperson are not the one That has the problems it's the prospect that has the problems yeah so why are you know like the sang guy like why are you qualifying to them they should be qualifying to you be but you have to act that way you don't act like a douche but you you act like the expert you are you're the you're the trusted Authority that can get them where you don't have to like if if you know our sales guys if they're like well you know

I know well you don't you don't have to sell more Yeah man has no impact on me if you sell more like who does it impact what it impacts you like our clients already know how to sell in your industry like they already making what you said you want to make we can teach you how to do that but you don't have to make that see now they're like oh I want to make make that that's why they that's why they responded to an ad because they want to sell more right you just have to

help them cross over the line and that old 80s [ __ ] you know they say always be closing always closing I say always be leaving always be disarming yeah yeah it's like you're you're pushing them away like I'm always disarming the prospect I'm always I'm almost pushing them back a little bit to pull me back in and you want them to pull you cuz when you push you when you're pushy you get pushed back right I want I don't want to be pushy at all I want I actually want to be pulling wait I

want Them to come out exactly right they're the have the ones that have problems you know like you might you you're selling CRM or something you might lean in like you know changing over to crms that's quite a little that's quite a bit of work I mean what would cause you to feel like you want to somebody else so I'm pushing away but now they start to pull me in and tell me why they want to change you do you do it so smooth it's like it's it's it's literally perfect You know it's it's almost

like somebody would have to have done sales to realize how good you are you the best sales people in the world the prospect doesn't feel like they're ever on a sales call exactly you're so good they don't feel like they talk to a salesperson if they if here's a kiss of death for salers if if if your prospects are always saying like you could sell anything to anybody you could sell eyes to an Eskimo you're going to lose almost All the sales you feel like they feel like you're being you're just selling to them or

they say like oh man you're good you're really good yeah that's the worst that happened to me a few times in my sales career and I'm just and remember the first time I was like [ __ ] what the hell did I do but the next time like oh dude I'm not that cool you know I I got to do a pattern inter up like they' be like man you're a good sales first I'm like I wish I was as cool as our sales People for sure and they're like huh you know so there's a

little patter interupts you can do as well I remember even my first job selling door too and they're like oh yeah we just talked to one of your salese a couple weeks ago we're not interested oh you talk to one of our salese sh I wish I was as cool as those guys for sure they w't even give me one of those jobs and all of a sudden their guard just came down down and they bought it Yeah it's just pattern interrupt you know cuz you know if you the way a lot of people teach

sales I'm like imagine if you like treated dating like that you catch a case you would go to prison like press freshing some girl into yeah you want them to tase you want them to tase you and be happy they did it excited about it it's like it's like you you get their number and you text them 5 minutes later that just shows you're needy you want to Wait you you you w wait till Thursday to go out you don't need to go to wait till Thursday all you need is information yeah yeah it's just

like why why are you information you're so desperate you know like you're so you come across so needy you you got to act like you you know you might like them but you know it's almost like you know with dating it's like in the beginning it's almost like you know it's almost like you look at him as like your friend Maybe yeah yeah yeah you seemed pretty cool or you know like what I used to do back in my single days is you know like you let's see you say somebody MH I hope this doesn't

go public you see somebody on a picture that you like on IG or something they're like all modeled out or whatever and let's say they you know they just they they're they this really cool outfit you're going to compliment them on something that nobody would have ever compliment on they're like oh I Really like those shoes what type of shoes are those and now they're like what he didn't compliment my face he didn't say cuz all go like you're beautiful you're hot like I really like your shoes yeah my sister has those I have like

those shoes where did you get those at right and so now like you act like don't even care and now they're like all messed up they like you think I'm beautiful and I don't understand which caused them to be a little bit More High St cuz they're used to what you're so hot you're so beautiful like and lower status needy lower stat neediness never be never be needy never be needy I like that let's trademark that never be needy I like that well thanks for having me on your show this is awesome man is is

real real honestly it's a pleasure man I really think you're the best thank you for being honest I appreciate that's another technique I got to I got to show you That anytime a prospect says well hey just to you know just to be honest with you well I thank you for being honest John because that implies what yeah you're honest yes I had to do that I had to I had to do it you you gave me the layup nah man you got it in there man but no seriously D you're you're you're the best

and anybody who's been watching my content for uh over the last two years if they ask me about sales stuff you're the only name I've ever said I Swear to God I swear God I hope we can help some of your people anyway we where where where can the people find out about you they want information um we got a bunch of Facebook groups the biggest one we have is called sales Revolution so if they go to Facebook in the search bar just type in sales Revolution there's like 105 110,000 sales people in there yeah

we go live in there a couple times a week different Q&A different trains I still do I go Live in there two times a week Q&A training like 45 minutes and then I do a subject matter training it's almost an hour I just like doing it ever like why do you keep doing it I'm like I really like I like I still train my students I really like doing it you know and that's a that's a free one you know there's clients in there and and people that aren't clients you know so they can go

there and then um you know if they want to get our our new books a Wall Street Journal bestseller Barnes & Noble bestseller probably because it's orange and Amazon it's called the new model of selling selling to an unsellable generation uh me and my good friend Jerry a he has a large uh sales consulting company on the East Coast he mainly specializes in pharmaceutical sales he is a stud and my biggest complaint about sales book especially when I was growing up in Sal is it just seemed like a lot of theory To just repeat it

over and over and I'm just like actually this is just copied from a book from 10 years ago you know so I wanted to put like tactical in stuff in here like questions and why you're asking them so somebody could read the book and they could actually like hey I could use this with what I sell and they're going to go out and sell more because of just a book now you're going to double triple yourselves from a book no because it's a book you Don't learn tonality from a book you don't turn we just

these are just words right um but it's a good start if they need a GoFundMe page for the $17 can sell more come to me or Brandon we'll give you a GoFundMe page but yeah Barnes a noble we have a big deal with Barnes & Noble so the more uh we sell these on their website the more they stock them in their shelves in the bookstore so Barns & noble.com if you buy from Amazon we're going to be really upset even Though we love Amazon Barnes noble.com all right and guys get it following him this

my guy man thanks a lot appreciate it thanks dude that was awesome man well done [Music]