you give them the price for whatever reason the prospect does not buy now a few weeks later maybe a couple months later you're following up with them what are the words you need to say what questions you need to ask where they actually want to listen to you come over to the vibe board I'm going to show you the wrong way to do it and then I'm going to show you the right way to do it maybe even for your industry you want to pay attention to this one now most sales people have been taught
some format or some way like this to follow up I'm going to show you why that's costing you deals and then I'm going to show you the right words to use in the right tone even maybe for your industry okay hi John it's Jeremy Miner just following up with you I know we talked a few months ago because you were interested in my blank do you have a few minutes we can talk again or something like that okay now here's why this doesn't work and I know I didn't probably use the right tone you might
use but I'm just going through this fast okay when you use the words following up or I'm just circling back with you or I'm just checking in what do you feel the prospect is automatically thinking in their brain what words do most 99.9% of salespeople selling anything use when they call back a lead who they're following up with they've already talked to they always say I'm following up with you just following up I'm circling back or I'm checking in with the prospect most prospects are going to think you might as well just say I'm just
calling to try to sell you something because these are trigger words because every salesperson uses these words in every industry realize this your Pros ects have built up defensive mechanisms human beings have built up defensive mechanisms in their brain that anytime they hear or feel like they are being sold to they automatically go into fight ORF flight mode so when they hear words that they associate with salespeople you're instantly triggering them into fight ORF flight mode survival part of their brain these words we want to Rel language I'm going to show you which words to
use in a second then we go back into I know we talked a few months ago weeks ago whatever because you're interested in my blank or service we never remember you're not selling the product or service you're selling the results of what your product or service does for them and then a lot of us say do you have a few minutes to talk or something like that and what does the average Prospect do no I don't really have time I already got it handled or I'm not interested and then they hang up and it's over
okay I don't want you to have to lose sales that you could be making because you can help these prospects solve their problems right so I'm going to show you the right way to do this now what I'm going to do first is I'm going to show you the generic way so you can plug in your industry and then I picked about 10 different Industries maybe you're going to get lucky and I'm going to show yours you'll probably have to wait here to see so write this down this is very important for you here okay
here's the generic version right now this is what we call an neq connection question all right connection questions are there to do three things they're to take the focus off you put it immediately on the prospect the second thing it does is we want to take the prospects out of price or cost BAS based thinking price or cost based thinking and we want to move them into results based thinking more on that in a second the third thing we want to do most important is we want to disarm the prospect where they let their guard
down because if we can't disarm them their guards up and it's pretty much over as you probably have found out okay so here's how it sounds yeah is this John yeah John hey it's Jeremy Jeremy Miner with XYZ company looks like we talked gosh I want to say it was a few months ago about some problems you were having with XYZ so that you guys could ABC did did you guys give up on that or what what actually happened now it's important here I want to show you what's called a pattern interrupt okay you can
literally take some papers okay and while you're talking to that Prospect in the first like 20 seconds you don't have to do it after that you want to shuffle these on the phone because what it does the prospect hears that and it triggers curiosity what is he or she shuffling it's strictly I'm just interrupting the pattern so rather than sounding like all other salespeople I'm just checking in I'm just falling up I'm just circling back which triggers resistance now I'm triggering curiosity by interrupting their brain's pattern of what they're used to from salespeople okay that's
strictly what it is I'm also going to use a familiar T now this is a generic version I'm going to show you than industry specific yeah is John there John hey it's it's James James Mills uh we talked I man I don't want to say it was what was it three or four months ago you guys were having some problems with XYZ and it was preventing you from uh ab and cing did did you guys give up on that or what what actually happened okay now I'm going to do that again for I want you
to pay attention here and I'm going to show you the Nuance yeah John there John hates Jeremy yeah Jeremy Miner with XYZ uh we talked I I want to say that we talked was it three or four months ago you guys were having some problems with ABC that was what was it was preventing you from BD and F did did you guys give up on that or what what actually happened now what did I do here this is a familiar tone if you ever got a call from anybody like hey it's Amy it's Amy Smith
how are you and what did your mind do instantly like who's Amy Smith who's Amy Smith and you just answered like I'm doing great how are you you would never say who is this you know why because their tone sounds like you should already know them like they are familiar to you especially if you're falling up they should know you okay so I want to have that little verbal pause right here it's Jeremy Jeremy Miner and then I'm still going here I don't want to say that too fast okay because it won't work all right
now what I'm doing getting back to the next statement looks like we talked a few months ago now what I'm doing yeah looks I'm looking at the papers looks like we talked a few months ago and then I'm going to repeat back the problem now this is generic you're not going to say problems you're going to actually say what their problem was okay looks like you were uh we talked a few months ago about some problems you were having with blank which was causing you to blank okay and then you're going to repeat back either
what they wanted okay or I could be repeating back the consequence of the problem and then at the end I'm going to say did you give up on that or what actually happened now why do I do this right here okay well first of all why do I do this right here why do I want to focus on their problems with blank and either the consequence of those problems is that cause them to feel pain or it reminds them of the pain they had that they told you or I want to focus on they said
they wanted that that problem was preventing them from getting and then I can say did you give up on getting what you wanted or what actually happened okay see how I'm associating them being with me was solving their problems to get what they said they wanted all right does that make sense to you now I'm going to show you this for some different Industries all right hey guys Jeremy Miner here look a lot of you leave comments wanting me to help you somewh so the easiest way to get a hold of me the quickest way
is to text me so text me right now it's 480 637 2944 so 48637 2944 listen I started this company to help you learn how to close more deals but do it the right way text me right now let's go ahead and get back into the training video now in this example let's say you sell business Consulting I picked about 10 different Industries here make sure you write this down all right look at this and let's say in this example you are you're a business consultant and you help companies uh let's say put in better
systems and oper orations to be able to scale their companies okay that's why they responded to that originally you already had a conversation could be a call a zoom meeting and person for whatever reason they didn't buy now you're following up with them again okay yeah is John there yeah John hey it's it's Jeremy Jeremy Miner just getting back to you looks like want to say we talked when was it three or four months ago about some issues you guys were having with like your operations team and I think you mentioned it was preventing you
guys from being able to scale to if I have the notes right to about 10 or1 million a month did you guys did you guys give up on scaling or or what actually happened did you guys give up on scaling the business or what actually happened now I'm either going to get one of two answers nobody's going to say we gave up on scaling they're going to tell you what actually happened okay maybe well we were looking at this option and we decided not to buy oh what option were you looking then I I'm back
in the conversation okay nobody's going to say we gave up on the in result they said they wanted oh we found somebody oh who did you actually find and now I'm back into a conversation see what I'm doing there okay same familiar T it's Jeremy yeah Jeremy Miner with XYZ company yeah I'm just getting back to you we took it we talked it looks like it was I want to say three or four months ago about some of the issues you were having with your operations team that I think you mention was preventing you guys
from being able to scale to $12 million a month did you guys give up on that or what what actually happened now right here why what does my tone sound like here I want to make sure you understand this right here this is a confused tone now I'm not talking about a confused tone like you're 106 and you've got dementia okay I'm talking about you're confused on do they give up on this or what actually happened okay confused tone triggers curiosity in the brain in this context I'm not saying you're going to be confused like
I don't know how the you know XYZ works like in your presentation wouldn't make any sense but in this context yeah getting back to it looks like we T like you're confused about when they talked looks like we talked want to say it was three or four months ago about you think you had issues with your operations team and Building Systems and I think you mentioned it was preventing you guys from scaling to like $10 million a month did did you guys give up on that or what what actually happened see what I'm doing there
okay let's keep going I'm going to lots of examples I'm going to show you now let's say you sold residential now here's what I want you to do while you're watching this okay grab a pen and a piece of paper and I want you to follow this format and plug in your industry because I'm going to show you the format here so you can plug in whatever you sell and then if you have additional questions about what to do next you can always text me I'll give you my number here in a bit all right
let's say if I'm selling solar residential now I'm not selling solar panels what am I selling if I'm selling solar a lowered Bill and I'm protecting them against the rate hikes okay that's the results of what solar does he has John there yeah John hey it's it's it's j Jim Nukem with XYZ U just getting back to you it looks like we talked I want to say it was when was it four or five months ago about you guys were talking about maybe protecting yourself against like the rate hikes that Edison was forcing you to
pay and maybe even lowering your bill did you did you guys give up on that or what what actually happened see same thing okay I'm just repeating here's my familiar tone now what is this that's the verbal pause cuz see what it sounds like if I say this yeah has John there hey John it's Jeremy Miner with XYZ company getting back to you we it's too fast it sounds like you're a sales person like a telemarketer you're monotone and instantly is going to trigger fight ORF flight in the prospect survival part of their brain but
I'm like yes it's Jeremy Jeremy Miner with with XYZ company just just calling you back looks like we talked three four months ago about I think you were about the rate hikes with Edison that they were forcing you to pay and maybe lowering your bill did you guys give up on lowering the bill or what what actually happened see now I'm talking about the consequence okay I can do this for every single industry this is crazy all right okay let's say you sell life insurance an example now like I said follow the formula for your
industry I'm going to show you how to plug in yours as well yes is uh is Chris there yeah Chris hey it's Jeremy uh Jeremy Miner calling your back we talked gosh I want to say what was it like six seven months ago you guys were asking about like the different uh life insurance options for your family so like when something happens to you that Cindy and the kids would be able to stay in the same house in school did did you guys give up on that or what what actually happened same thing now look
what I'm repeating back I still have the familiar tone it's Jeremy Jeremy little verbal pause it's James James Miller the ver the verbal pause is what sticks in the prospects Reigns it's a pattern interrupt okay I'm interrupting their pattern familiar tone gives me much more time then I referenced we talked a few months ago like I'm yeah we talked a few months ago you guys were looking at like all the different options for life insurance so like when something happens to you Cindy could stay in the same house in the same school for the kids
now I'm repeating back what what am I repeating back for life insurance repeating back the consequence I'm repeating back what he said he wanted the say I'm talking to the guy so Cindy and the kids could stay in the same house in school and then I'm asking did you give up on that or what actually happened it's hard for them to say we gave up on that now they might say oh yeah we went with XYZ oh what policy did you actually get with them and you're right back into what a two-way conversation maybe you
can switch them over okay let's go to a another completely different industry you're going to notice one thing the format is very similar okay in this example let's say you sell Home Improvement now Okay and like I said I'll give you an opportunity to maybe text me for your industry in a second okay same thing yeah is John there yeah John hey it's it's James James Miller we talked gosh I want to say we were talking five six months ago you guys had me over to your house looking at like the different options to maybe
upgrade your cabinets so you could sell the home for like a higher price did did you guys give up on that or what what actually happened same concept now what am I doing I'm getting back I'm still shuffling the papers now if I had if they're over at the house or let's say you sell B2B and you're at their business you had me over to your headquarters what you can always modify hand me over your home looking at the different options to what's the end result of cabinets for this person I'm just repeating back they
wanted to upgrade the cabinet so they could sell the home for a higher price okay and then I'm asking did you give up on that or what actually happened like I'm confused okay now if you have questions about how to follow up for your industry or let's say you have questions on let's say like well what do I say if they say this Jeremy or what do I say if they ask me that after I follow up the easiest way to get a hold of me because I don't respond to the the messages on here
is simply to text me so I'm going to give you my number it's 480 so write this down 48637 2944 so just text me right now 48637 2944 what I'm going to do is I'm going to have myself and three of my top sales trainers and we're going to take these text messages and help you do this for your industry if that's what you want so text me right now if you want more help or maybe you've got other questions about something else all right could be a little bit before I respond to you but
we will get back to you okay now this example let's say you sell business lending okay you work for a bank or something like that or maybe uh cash advance for you know small businesses that need to scale they need equipment they need to make payroll could be Merchant uh Merchant uh cash advances whatever they call these are Big spaces we train in same thing yeah is John there John hey it's Jeremy Jeremy Miner getting back to you I I just had a few minutes before my next call it looks like we talked gosh I
want to say when did we talk James it was like five or six months ago you guys are possibly looking at getting around 1 million in funding so you could really scale your business did you guys give up on scaling or or what what actually happened same concept so if I'm talking to a bank if I'm a banker talking to somebody about funding and they didn't go through it or merchant cash advance or whatever what am I selling the results of what the funding does scale the business okay and then I'm asking did you give
up on scaling but what actually happened okay and then you're right into the conversation you see how this works so I'm going to show you about five more different Industries okay you know here's a different example of solar here yeah is John there yeah John hey it's Jeremy Jeremy Jeremy Miner looks like we talked I want to say gosh when was it three four months ago you guys were looking at maybe putting in solar to like maybe lower your bill and kind of lock in your rate to protect you against the rate hikes from Edison
did you did you guys give up on that or what what actually happened same concept see if I'm selling solar lowering the power bill locking your rate to protect yourself against the rate hikes from whoever it is okay see how I'm doing this doesn't matter the industry all right now in this example that safy sell and Market agent same format now what I want you to do on your end is write down the industry specific stuffs in the same format use a familiar T yeah is Jane there Jane hey it's it's Jeremy Jer Jeremy Miner
uh getting back to I just had time to get back to you it looks like we spoke I want to say it was maybe three four months ago about maybe getting you guys like a higher quality lead to kind of get more listing so you could really scale your real estate business did you did you give up on getting more listings or what what actually happened so let's say if I'm a marketing agency and I was talking to real estate agent about getting higher quality leads so they could what get more listings so they could
what grow their business or sell more homes because that would be the end result for a real estate agent if I was selling lead generation see the same concept and then I'm asking did you give up on that or what what actually happened now notice what type of tone am I using here at the very end this is a concern tone now why am I using a concern tone did you give up on that or what what actually happened why see your tone is how the prospect interp interets your intention behind everything you say and
ask that's how they read why you're asking this but because if I go did you give up on that or what actually happened like monotone tone not going to work that well did you give up on that or what what actually happened like you're concerned for the consequence of giving up on this okay it immediately builds more trust because you're showing them empathy but you're not do it in a timid way like you're a weak salesperson you're still assertive but you're concerned about what them having this consequence of not getting more leads to sell more
homes and when they feel like you're generally concerned for them in that consequence they open up more okay if they feel like you're just a sales person trying to sell them they shut down okay fight ORF fly okay let's say if you sell network marketing affiliate marketing doesn't matter you're recruiting people for your business so they can make more money start their own business have more time it's the same concept yeah is John there hey it's Jeremy Jeremy Jeremy Miner get getting back to you I know we talked when was it I met you at
some uh event like two months ago about I think we were talking about you looking at maybe starting your own business where you could I guess make more money have more time um did you did you give up on that or what what actually happened I didn't hear back okay I can even throw that in here now I think we had another appointment but I didn't hear back from you did you give up on starting your own business to make more money or what actually happened see I can even re arrange that if I want
you are you with me on that okay okay so in this example let's say if you're in the B2B you sell B2B you're selling employee benefits huge industry retrain as well yeah is John there hey John it's Jeremy Jeremy Jeremy Miner looks like gosh I want to see we talked what we had a couple Zoom appointments seven eight months ago about you guys were looking at maybe getting in like better benefits package so you could stop losing some of your top Executives XYZ company did you I didn't hear back from you when we were supposed
to talk did you guys give up on you know trying to retain all those top people or what what actually happened so let's say their problem was they didn't have a very good benefits package and they were losing some of their top Executives to some of their competition and then I'm tying that back in and saying did you give up on making sure they didn't leave or what actually happened or I could word it I could even say did you give up on that or what actually happened if you want to keep a generic you
can keep a generic when we train any type of company type of business indust or an individual we always want to tie in what they said their problem was and we want to tie that we want to tie in the end result in here like the end result they wanted the end result here is they wanted to stop losing their top Executives from leaving so I want to tie that in did you guys give up on preventing like some of your top people from leaving or what what actually happened concerned tone see what I'm doing
there okay I'm going to show you a couple more examples here okay uh okay let's say you sell Financial Services all right and hey if you want to learn more about this channel you're welcome to go Ahad And subscribe to the channel my only thing is if you subscribe do not share this YouTube channel with your competitors okay so if you got a friend selling the same thing you do don't show them this channel you don't want them learning what I'm going to show you every week by two or three different training videos I can
assure you you're going to share it share it with people outside of your industry that you don't compete with my only advice all right all right Financial Services Big Industry training as well yeah is John there hey John it's it's James James Taylor looks like we talked I want to say gosh when was it four or five months ago about I think you were looking at like different investment options so you could retire earlier um we had an appointment but I didn't hear back did you did you guys give up on looking at those options
to retire earlier or what what actually happened see how in verbal pacing now now this is really important here because a lot of you gonna be like oh they're not going to give you enough time to talk they will if you know how to verbal Pace the questions out if you say it too fast you will sound like what a salesperson and they will cut you off but because I'm using a familiar tone up here yes Jeremy Jeremy Miner we talked I want to say that right there now their brain is going to do what
who's Jeremy minor who's they're trying to think who that is so it's buying more more time and now I'm ass asso we talked I want to say it was four or five months ago about you were looking at like different investment options so you could retire early or retire on time compared to what a maror prize was doing for you did you guys I think we had an appointment but I didn't hear did you give up on early retirement or what what actually happened okay I can assure you you start to learn how to verbal
Pace this stuff out your prospects attention is at your beg and call you controlling their mind because of the familiar tone here and pacing the question out and the pattern erup with the papers all right all right I hope that helped you today now like I said if you have questions on what are you going to say next when they say oh we already took care of that or oh we're still looking or whatever Direction they go if you want to know what to answer next because it's beyond the scope of this video the best
way to reach me because I don't respond to a lot of comments here simply to text me all right so text me at 480- 63729 44 48637 2944 I've got myself and three other sales trainers standing by to answer questions it could take us a little bit text us now I can assure you we will answer your questions and if you have more questions about training options if you want to learn how to get trained for your industry and how to sell more for what you sell you can always ask us in those texts as
well hope that helped you see you on the next training video and see you when you text me
