Learn Sales in 79 Minutes - Jeremy Miner #100

Jeremy Miner says the two things that make a human being change are pain and the fear of future pain, and that if you cannot get a prospect to relive theirs, every objection you are getting is your own doing.

Jeremy Miner started in door to door sales, spent 18 years selling across four unrelated industries, and now runs a sales training company with close to 200 staff.

What you will learn:

- Why he says the same script produces wildly different results, and what the top performer is actually doing differently

- Situational status, and how a person on a normal income gets a billionaire to defer to them

- The difference between pressuring someone externally and creating tension they feel internally

- What he does with his tone to stop a question from triggering defensiveness

- Why he holds a pen while he speaks, and where he learned it

Chapters

00:00 From door to door to running a training company

02:58 Where the name came from

05:54 Why salespeople carry low status

08:51 Situational status, explained

11:47 Emotional decision, logical justification

14:44 Connection questions, and why they come first

17:40 You are not selling the house, you are selling the result

20:39 Where the runaround actually comes from

23:35 Why a concerned tone has to come from lower down

26:34 Plugging their words back into your questions

30:59 External pressure against internal tension

33:59 The follow up question the brain cannot refuse

38:26 Interrupting the pattern before they hang up

42:50 Ten times what a good salesperson sells

45:46 What it took to get ten times bigger

50:10 Five training programs a month, still

53:09 Skills before mindset

57:39 The highest attrition industry in the world

1:00:35 Using a laugh to lower a guard

1:04:59 The pen, and the acting coach

Jeremy Miner builds a process that closes without pressure. Property should work the same way.

Most properties only make money if the market does. The ones that pay for themselves from the day you settle are bought differently, and it comes down to four points.

Get the free guide: https://go.bothsides.au/score

Bothsides:

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◼️ Watch on YouTube - https://www.youtube.com/@bothsidespodcast

General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.