Jeremy Miner
Appearances
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So like I would say, let's say the prospect would be like, yeah, come on in or whatever. And I literally would do this all the time. I'd be like, now, hold on, hold up. Before I come in, like, you're not going to get mad at me if I can't end up helping you, are you? Oh God, we would never get mad at you.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
See how I'm triggering them to like pull me in because I'm using like this concern like tone, right? And they're like, oh God, I would never. Or I'd be like, now hold on, you're not going to get angry at me if I don't take off my shoes. Like I don't want to, oh, we would never get angry. So I'm just triggering them to like come to my side and pull me in.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So by the time I get to anything, they're just already bought in. So a lot of it is your tonality.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And it's not even because we, you know, when we train in EPQ, the, you know, how to ask these questions, we see a lot of new clients where they come in and they're like, I've just got to ask these questions on my script. I've got to memorize these canned lines. I'm like, That's good.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
You need a script, but you need to understand how to be flexible with set script because you have to learn, like once you understand, like, okay, I need to ask, let's say we call them connection questions to take the prospect out of price or cost-based thinking, immediately start again to results-based thinking. And I also need to get them to let their guard down.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
so what if the prospect tells me something different from my first question do i need to ask this next question there not necessarily because then it sounds almost like i'm script like i didn't really listen to what they just said right so that you have to learn how to take what the prospect says and be able to tweak your next question and tie in what they just said to that question and if you don't understand the psychology behind
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
where you're at in that sales process, you're just going to sound scripted, monotone, like a salesperson, and then their guard is up and they stay surface level.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, so my best summer
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
doing alarms I've managed an office okay we did I think we did a couple thousand accounts which back in the day that was like that was crazy I think we're the second office in any company ever done a couple thousand and that was with less than 20 guys 16 guys at the end but the you know average guys doing 150 180 that's wild you know it's good because we I just train them all the time I go door to door and I myself as a manager I installed three and I think 380 some accounts that summer myself like installs but summer that was my best and
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Now that was back, I don't know what you guys were getting paid, but that was me negotiating.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
$480 a deal. And then when I got with Apex, which later became Vivint, when me and Jared like half of, sorry Pinnacle. half of the company with us over to Bibin. I think we had to sign an NDA, probably out of the NDA by now. It was like 650 a deal. And we were just like, oh my God, we're rich, 650 a deal. This is crazy. It was like 80 or a hundred dollars in override.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I don't know what they get paid now. But so that was a jump. But then I just got, you know, Jared ended up staying as a regional manager, I just wanted to get out. Cause I was tired of, I had three kids at the time. I was like moving around every summer. I'm just like, dude, like I've got these skills. I need to go do something else. And you went and did what? I got into B2B enterprise.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So I started selling debt relief services. Okay. So now I went from door to door selling to consumers, right. For what? 50 bucks a month or whatever's for a three or five year contract. same day installs to then I have to go learn how to cold call to companies, some, you know, some fortune 1000, but primarily more SMB. Okay.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Like companies that were doing anywhere from, let's say 20 million on the low end to maybe a couple hundred to 300 million a year on the top of some, some larger than this, but mainly that. So, you know, getting them out of debt and stuff like that, cold calling. So these were much bigger deals, longer sales cycles. So I had to learn, but the same concepts were the cases door to door.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
How do I interrupt their pattern on a cold call rather than the door? So I just, you know, I had to learn that. Okay. And then that next year I made close to 800 grand.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah. Then actually I went to like $1.3 million a year. Then I went to like $2 million a year.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I would say just, I was still learning skills all the time. And the biggest factor that took me from the jump between door to door to more B2B high level was mastering tonality. Like, not kidding. And it sounds simple, because sales people always come to us like, what's the best closing line? How do I close them? I'm like, whoa, whoa, whoa.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Nobody makes a buying decision when you use some option close at the end. You want to install Tuesday? That's not when they decide to buy. If they say Tuesday, that means they already decided to buy before you ask that question. It's not like that caused them to buy, right? So I had to, I really, because it's not really taught in door-to-door.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
That was after alarms.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So when I was in door-to-door though, I started, I hired an acting coach in Hollywood and And in the off season, I would literally fly out there every other weekend and spend a Saturday. I paid this guy a lot of money to teach me tonality. So we focus on the five core tonalities. There's a curious tone. There's a confused tone, right? Like you're not understanding something.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So you draw them in, in certain contexts. You have a challenging tone. Once you build a gap, you build trust. You're not going to challenge somebody at the very beginning. Then you have a concern tone, a tone that shows more empathy, right? And then you have a playful tone, right? Now there's subcategories of all this tone. There's like the familiar tone when you cold call.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So I had to learn like how to become familiar, right? So the prospect in B2B, and it's fun like, you know, XYZ, you know, company, this is John or whatever, like, Hey, John, it's Jeremy, Jeremy Miner with XYZ Company. And I kept going. And what does that do in their brain? Like, who's Jeremy? How do I know this guy? Yes, because I sound familiar, right?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's like if somebody calls you, you're like, it's Amy. Amy Smith, how are you, Daryl? And you're like, I'm great, how are you? Versus like, hey, is Daryl? Is this Daryl? Yeah, Daryl, this is Jeremy with XYZ Company. The reason why I called you. So it's a pattern rupt. So the principle was there. But I had to learn more tonality, like the familiar tone.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I just kept learning tonality from just different people. You don't learn tonality in books. The biggest fault that salespeople... the biggest thing that stops them is they think they're going to master sales by reading books. And we've got a couple, you know, we get Barnes & Noble bestseller books, but I always tell them like, look, a book is an introduction. It's an introduction.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
You can't master selling by reading books because they're just words. And you know why you can't master it? I'll give you an example. This is really clear. What's your favorite song? That if I said, sing that song, you could almost sing it word for word.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, and so you sing that down. What's yours?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
You'd almost sing it word for word.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Okay, so let's say a Garth Brooks song. You just start singing off the top of your head. You love the song. You've heard it. It's in your subconscious, so it comes to your conscious. What's your favorite book? You've read multiple times.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Okay, you've read that. What about yours? Outwitting the Devil. Okay, so you've read it several times. Heard the song several times. There's about 330 words in an average song. And in one page of the average book, it's about 330 words. Can you recite word for word any page of your favorite book? No, just a couple concepts, but that's it.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yet, your favorite song has the same amount of words and you recite it word for word. Why? Tonality. The tonality and the melody causes your brain to retain the information. That's why salespeople... they think they're gonna buy a book for 27 bucks and like quadruple their sales, but they can't retain it because there's no tone, there's no melody.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Even when you're doing the book audios, you can't really teach tonality in a book audio because like the way it's set up, you have to basically, that's you the person to read from the book word for word. So you can't teach tonality. That's why you have to have video courses. You have to have in-person, you have to have virtual, and that causes your brain to retain it because they hear the tonality.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, because your tone is how the prospect interprets why you're asking the questions, like the meaning behind your questions. Right. So there's not a lot of sales trainers to talk about. I know Jordan Belfer talks a little bit about tonality. But for me, I can I can have the worst script ever.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And if I master tonality, I'm going to outsell those reps that have, let's say I write the script for them, the best script, and they don't know it's tonality, I'll sell them five to one just with the tonality.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, and I like mirroring. The only problem with mirroring that I found, this is just my personal thoughts, is that when you're talking to a friend that you trust, Would it be awkward for you if they started repeating back everything you said? Yeah.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So that's why I don't understand why salespeople think that if they repeat back things that the prospect says, that the prospect is somehow going to trust them because it doesn't sound like a natural conversation. It sounds salesy. So what I learned how to do is to get the prospects to mirror me. So a lot of people are like, you got to mirror the prospect. Like if they move in, you move in.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I'm like, well, why not learn how to get them to do what you're doing? because then they're qualifying to you rather than you qualifying to them. Because I always say, who has the problems, the prospect or you? The prospect has the problems. You are the one that solves them, so why are you qualifying to them?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I think the, we didn't turn it in last year, but the year before, I think we were 132nd or something. I know you were like number six. We were 12th on Inc. 12th on the post. I'm like, damn it, I thought I was doing good.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And what you guys were saying earlier is you were detached from the outcome. The biggest thing is when you get to a certain skill level, you are far more detached because you're in control of the conversation. The prospect feels like they're in control though, but you are really the one in control. And a lot of people will be like, oh, you know, NAPQ, it's just, it's not aggressive enough.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I'm like, actually, it's the most aggressive methodology out there because the prospect never feels like they were sold. Yeah. So when you're aggressive, the prospect feels the pressure. They feel like they're being sold. That's why they get triggered. That's why they throw out so many objections.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
But if I can prevent most objections from happening because they don't feel like they're being sold, they almost feel like they're trying to convince you to let them pay you to solve their problems, that's pretty damn aggressive because they don't feel like they're ever sold. It's like the Chinese, like the art of war, right?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's like they win the war by getting the country to self-destruct from the inside without firing a shot. That's the most aggressive war.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And it's getting them to be open enough to tell you their pain. Because I think a lot of questions that every industry asks, you know, that are just the standard questions, like the prospects know where those questions are leading. So they kind of go surface level because it's like, you know, the water filter sales guy that Cole calls you like, do you like drinking water?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yes, like that's a dumb question, right? So instantly you're triggered, like it doesn't make any sense, right? So it's just, it's asking the question, but it's kind of like reversing the frame. So like, let's say if I sold, you know, let's say if I sold life insurance, you know, life insurance salesperson standard question would be like, hey, you know, what are you looking for in a policy?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Or, you know, what's an issue you're having that caused you to come to us? Well, most prospects know where that leads to. So I might, I might lead with a different question. Not the first question might be like, okay, so help me understand. You've already got this $60,000 word policy. I mean, what's, what's caused you to feel like that's not going to be enough?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Well, I mean, it's not enough because now they're defending themselves on why it's not enough and why they need more. See, I'm getting them to defend themselves and qualify to me why they need me. Whereas other salespeople are trying to convince. The prospect now is convincing me why they want what I have.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Rather than trying to outpay the next highest bidder. It just doesn't make any sense.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
But it's also the tone and how you ask that. Because notice I'm kind of using like kind of a skeptical, like why am I even here? Compared to most people, they'd be like, so I don't, I don't understand. Like you've got the $80,000 policy. What's caused you to feel like it's not going to be enough. It's just like monotone flat. It doesn't trigger any emotion. Right.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
But I'm like, I'm not understanding. Like you've, you've already got the $80,000 work policy. What's. What's causing you to feel like that's not gonna be enough?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, yeah. The maybe, right? Think it over, the could be.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's like in solar, you know, when solar salespeople and companies would come to us, they'd ask all these yes questions to get them to always say yes. I'm like, Those are really good questions. However, the prospect knows where those lead. And so that's why they're, they're like clamming up at the door or virtual.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So, you know, let's say if I'm finding out about their bill, a lot of solar ships would be like, Oh, your bill is really high, right? With all the rate hikes. And even if they really, they are the most process, unless they're late ends of like, they're not that bad. Because you're like up playing something, which they know why. And so they downplay it.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So we were teaching startups like, and this is a little bit in the conversation. So tell me a little bit about your bill. I know a lot of the year it's pretty low, but what have they been making you pay lately? And so I'm downplaying it. And then I'm saying, what have they been making you, making you, making you pay lately? Like I'm concerned. See that tone, the shift in the tone.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Like tell me about your bill. I know a lot of the year it's pretty low, but what have they been making you pay lately? See, I'm downplaying it so they upplay it in their brain. Right, right. It's beautiful.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Oh, who's that?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Oh yeah, I actually know Tony was one of our first 500 clients. I interviewed him on a podcast a couple of years ago. He's great.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, he mimics the tonality for sure.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
We're huge on tonality, right? Because like I said, that's how the prospect is interpreting the meaning behind why you're asking them something. So if I'm like, if somebody's on the fence and they're just not moving forward, and this could be any industry, I might lean and be like, hey, can I ask you something? It's like concern tone, very soft, right? Lower the tone. They're not going to say no.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, sure. What's going on? This is off the record. I'm not going to go post it on Facebook. What's really holding you back? but it's the tone, it's that concern tone that shows empathy. Because if I'm like, hey, let me ask you a question. Like, what's really holding you back? Oh, I don't know. It's just a completely different response.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It completely changed. It's so true. Cause a lot of salespeople like, Hey, let me ask you. And they just bulldoze. Right. Right. And use the prospect, you know, if you're bulldozed, you're kind of, you're resistant. Right. And so are the prospects. But if you ask for permission, like, Hey, can I, can I ask you something?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Nobody's going to say no, no, you cannot, but it's how you ask it in that tone. Right. So if they call like, you know, Hey, we really liked your presentation, but you know, now it's not a good time. Right. You know, most of us, we were like, well, why is it not a good time? And I try, you said you needed it, blah, blah, blah. And they just argue. And then it's over numbers game.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I'm like, yeah, that's not a problem. Can I, um, can I ask you something before we get off the phone? So I'm selling the exit, selling the exit. Yeah, sure. Go ahead. How can I, communicate to you that you might be making a mistake without you getting upset with me. Nobody's gonna say, you can't, see now I'm opening them up, but I'm using a concerned tone, a tone that shows empathy.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
If I used a curious tone, it wouldn't land. I love it.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
We submitted financials in 2021 and 2022, and we thought it was really cool until one day we literally lost a big B2B deal because they looked at that as like, oh, you guys are going too fast. Oh. And it started thinking like, oh, I thought like us growing so fast, companies would be like, they must be doing something really good.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
My mindset when I was in sales from the very first door I knocked on to even now is I don't view selling as something that you do to someone. I believe it's something you do for someone. And it's a big mental shift, right? Because when I was on the doors and they're like, yeah, you know, whatever, we get into it and they don't buy or whatever. I'd be like, oh, sorry, I couldn't help you.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And I just go on to the next door. Like I literally didn't even think about it right after that. It's like Tom Brady throws an interception. He just goes back. He doesn't think about it 10 seconds later. He just goes to the next, you know, the next play when he gets the ball after that or whatever.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
so i think you have to have a mindset of like you don't necessarily really care if the prospect doesn't buy because it has no impact on you you're not the one that has a problem right so yeah removing your identity from the situation they're not attacking you they're just saying no to the offer or whatever yeah it's just like but i would always i'd go back like okay but what did i say what did i not ask because they had problems yep i could solve those so the missing link was me right not them i never blamed the prospect
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Never. I think the kiss of death for salespeople is blaming the leads, blaming the prospect. I always blame myself. What did I say? What did I not ask that caused them to react that way, that caused them not to buy?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
What was that? To me, because I played high school sports and I played college baseball. So to me, I was very competitive. Now, I'm not a person that's going to talk about that. I like to keep that to myself. It's like an internal driver. Like I'm not gonna be like, oh, we did this, we do that. Like, I'm just gonna keep it to myself.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
How do I disarm them where they start to emotionally open up? And a lot of it is just strictly with your tonality.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And I'm like, I don't know who said it, Steve Martin or like become so good that they can't ignore you. That's just how I grew up as a kid because I grew up on a cattle ranch. My parents weren't wealthy. Nothing was ever given to me. You know, playing football and baseball in high school, I wasn't the most gifted, but I was extremely competitive and I would outlearn other people.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So my batting stance, I would have better techniques because I'd spend more time on it. Right. I'd analyze different pitches coming from the player's hand compared to other people would just get up there and hit or not hit, right? They didn't care. So to me, it was all about commitment to being number one. I could never be number two. And sales was the same way.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
That's one of the biggest reasons why I left alarms my last year because I started getting to a point where I was like, this is too easy, it's boring. I don't even care if I'm the number one rep anymore. And that's when you know, like, I need to go do something else. And that's why I wanted to get into a completely different industry.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And everybody told me at Apex and my friends at Pinnacle, like, oh, you'll be back next year. You'll be back. You can't make this type of money outside of door to door. There's no way. And that was like a chip on my shoulders. Like, oh really? I'm just gonna freaking move back to Missouri and you'll never hear from me again. And they never did.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah. So I went to school to become a psychologist.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I was just fascinated. My first year I was like physical education major because I was playing sports. But then I started to realize like, oh, they don't make any money. So I need to do something different. And I was always fascinated with the mind and the way the brain works, because it's always like I wanted to get into the pitcher's mind. Like I wanted to see.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
what was going, what was he thinking? Like look him in the eyes and like see what he was thinking. Because a lot of times I could like pick up like what type of pitch he was going to do like real quick. My eyes were just like that and I played center field. So if you're out in, did you play baseball? I played baseball. What was your position? Second base usually. Yeah. Okay.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So don't have second base is harder, but like out in center field, you can literally see where the pitch is going outside, up, down. So it's like you get a jump on the ball. Like you're already moving towards like when you start seeing the pitch come out of the hand. So in my mind, like I was always fascinated with just everything, why things happened.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So when I got into sales, I'm like, well, why did they give me that? I want to think it over. Like I was thinking, why do they tell me they need to talk to their spouse? Like I wanted to understand why they thought that why they didn't buy. And so to me, it was fascinating just to learn about the brain and why it made sense. And I have, uh, uh, one of my, I wasn't sick.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
My uncle's best friend or something was a famous psychologist and he was charging like a thousand dollars an hour per session. He was really, really good. Got big results. And so I'm like, I didn't even make money. You know, I'm not going to go pro. What am I going to do? And so that's why I've been in that, but as, as a psychologist, Going back to this, your chip on the shoulder.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
We don't care about the fast thing anymore. It's interesting, right? Never thought about it that way.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I believe everybody has a chip on their shoulder. Some people just don't activate it. My chip on my shoulder, and a lot of it comes from as you as a child, from the ages of four to about 13. That's where your whole worldview usually is shaped by the people you're around, maybe the church you go to, maybe what you watch on TV. Kids now influenced by influencers on TikTok. That's their worldview.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Okay. Which is dangerous. So as a kid, my stepdad lost his job. He became disabled. He got lupus and went from like a middle-class family to like broke and poor. And my mom had to go become a waitress because she didn't initiate it back to college. And we had, there was five of us boys. And so around the age 11, we became very poor. And I remember going to baseball practice, still remember this.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And my parents couldn't afford the Nike cleats anymore. And I had some brand from like Walmart or something. I just remember feeling so stupid, right? And I'm just like, I'm never going to feel poor. And so from that day forward, like something, I don't know, something shifted where I'm just like, it was like, I was, I was afraid of like ever being poor.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And probably until like my early thirties until I went to like Landmark Forum. I didn't know why I was so motivated to succeed, but it was like a fear of loss. Like I want to be successful. So I'm never feel poor again. And so when I, if you guys ever went to landmark forum, it's really good. It's like, it just kind of helps you understand personal value helps you understand
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
why you do what you do. I've heard about it. Yeah, it's really good. And so then I'm like, okay, well, I don't have to, I don't have to want to be successful because I'm afraid of being poor. I need to switch that. And I want to be successful because I want to help more people. I want to be able to have more impact. And so it was a big shift for me, but everybody has a chip.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Just most people don't activate it.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And I think it's the way you look at trials and tribulations. I believe that God gives us trials and tribulations. So, you know, scriptures, we turn our weaknesses into our strengths. And I think a lot of people don't do that, though. He gives them the trials and tribulations, but they just like settle with like, well, it's just the way it is. They're just going to be weak.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And I think, you know, guys like you and I, we want to take those weaknesses and like, how do we make them strengths? Like, how do we overcome them? Because we know when we overcome, when we overcome that fear of change, everything we've ever wanted is on that other side of that change. Absolutely.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's all, it's all what you do is there, you know, learn from it. And you look at it as like, Hey, this sucked, but what am I going to do about it? Or are you going to be like, this sucks and my life is horrible. It's just, it's two different paths.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
All right. We got to figure out what course he's in. That's good for him.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, just follow me on Instagram, Jeremy Lee Minor. That's my verified account. We do a lot of reels there. You can also go to barnesandnoble.com, get our best-selling book, New Model of Selling, Selling to an Unsellable Generation, the big orange book. And then if they have questions, they can just text me. So I'll even give you the number. Yeah, that'd be great. 480-637-2944.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Every day for an hour or two, I sit around with a bunch of my sales trainers and we answer questions. So they're welcome to text me if they have sales questions.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, if they want more advanced training, they can always reach out to us.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah. Well, you know, I'm just the I'm just the founder. You know, I don't run the business anymore. I wouldn't have I wouldn't say like, you know, just me interviewing you guys on the show. I'm like, OK, these guys have different skills than I would have. Right. So, you know, do I know how to scale a company to, you know, 100 million? or 500 million. No, I've never done that, right?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah. I was still learning skills all the time. And the biggest factor that took me from the jump between door to door to more B2B high level was mastering tonality.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Do I know how to train salespeople to sell more? Do I know how to recruit top talent? Do I know how to do those things? Yes. So it's like you said, it's about bringing in the right people where you're weak in and hiring them for their strengths, right? Or making them your partner for their strengths and that really causes you to grow.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I think, you know, we're, we're at a level where it's like in revenue, you know, and I still compare my, I always compare myself to like Vivint. So I always still feel like a small ant, you know, like, Oh, 160 employees, like just so tiny compared to the space that we came from, you know what I'm saying? So but for our industry, that's big.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
The biggest thing that we're working on is as we're scaling, you know, we're bringing in department heads. And sometimes, you know, you'll have some department heads that you fully trust. It's almost like every decision they make is just gold. It's money and it works. Then you have some other department heads where maybe they got into that position and they weren't as qualified.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
qualified position and some of the decisions, you know, set you back a little bit. So it's finding that balance between, you know, still being able to run the business and scale and take a little bit of risk compared to being so corporate that, you just don't take any risk and it's more slow growth. So it's finding that balance.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I'm the, I'm the, I'm the founder of the majority shareholder. We have a CEO, right? A business partner. We have, We have CFO. Obviously, we have managing director, senior vice president, COO. We have the C-level executives. And then below them, in sum, we have a VP or director of those, like director of fulfillment. Above them would be the vice president of fulfillment. Same thing.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Basically, we have a CRO. Yeah.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I would still be the vision. I would still, yeah. I mean, I'm the face. I'm the visionary of the company. Yep.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
More the integrator, yeah. Got it. More the integrator, the business guy that handles that kind of stuff. So when you have an idea, you know, they're going to go punch numbers with the CFO. Does it, you know, sounds like a great idea, but, you know, we punch the numbers like maybe it's not so profitable for that. So you have to have that.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So like, you know, when you first started, you're like, hey, I got all these great ideas. You're the visionary. Let's just go spend, spend, spend. But then you don't realize like, oh, it's not so profitable what I just did.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So when I started seventh level, I knew we would never be just sales training. On the front end, we'll always be sales training because that's what we're known at. That's where we've gotten so much results. On the back end, though, we have the assets now. So in...
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I think most salespeople, they don't really understand the psychology behind how the brain actually makes decisions. Me being in behavioral science and human psychology, like I geeked out on the stuff at university and I studied it like a mofo. With any personality, I'm focused on how do I disarm the prospect where they let their guard down?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
the third quarter of 2025 we are now going to have a division that's a recruiting uh staffing agency awesome uh on the the company side because we we probably you know we have a big facebook group sales revolution about 160 000 people going every day and we probably have i i'm not exaggerating probably close to 100 employers a day
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
that try to post in there like, hey, looking for 10 reps for medical device, looking for, could be solar, whatever. And so they come to us like literally offering to pay us for like certified reps in our training programs for their industries. And we just don't have an infrastructure to even offer that yet. We have an email list of over a million salespeople.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's not like we had to start doing COVID. Right. And staffing and recruiting, that's a huge industry we already train in. So we already understand that space, like the background. We train tons of companies in that. So it's just kind of a natural fit to have that back-end model, kind of like a Grant Cardone has sales training, but then real estate. My buddy, Pace Morby,
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
you know, selling, coaching, how to do real estate. But then on the back end, every, every client brings him deals and they split them 50, 50, you know, so it's that back end revenue. So we have, we're just, uh, you know, we've created the assets for that the last five years and now we're bringing the right people to run that.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
You know, it's interesting. Um, I've only had a few people ever asked me that. So, uh, so I went to UVU, Utah University, and my major is behavioral science, human psychology, but I minored, and world religions. And so in every world religion, you know, I'm obviously like you guys, every world religion. So I'm talking about, I'm not talking about religion now.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I'm talking about like ancient Christianity. So maybe from, you know, 30 AD to maybe 350 AD. I'm talking about Islam at the beginning. I'm talking about, you know, even Buddhism. I'm talking Hinduism. I'm talking about even religions in Mesopotamia. They had this one core belief that pretty much it was a universal belief that there were different levels of heaven. Okay.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Not like one heaven and hell, like a lot of religions believe now. And at the highest level, the seventh level, like look it up. It's crazy. God dwelt in the seventh level. And to attain that level, you had to be perfected like God. You had to overcome the world, you know, do those types of things.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And so that's where I came up with the concept, seventh level of communication, perfecting your communication skills.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Yeah, I think there's every religion has a lot of truth in it for sure. mixed in with some manmade stuff, including our own faith, you know, a little bit of manmade stuff here and there too. So I'm, I'm all about talking about, you know, I believe in some crazy things too, that might be outside the norm, but I think that's good.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And whether they're right or not, I guess we'll find out at the end of the day, you know, we'll all find out.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
This is a hard one. For me, because we, I mean, we're in every vertical at this point in the, in the subcategories, like, you know, Tommy's vertical, like home improvement, home services, you got, you know, garages, doors, windows, carpet, countertops, everything. And that's a huge industry where we see a ton of our clients like crush it. Right.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
And you would even think like, you know, Oh, cabinet salesperson's making 500 grand a year, but there are a lot of people out there that do that. Uh, solar is a huge opportunity. It's a big space. We train life insurance, huge. Whereas a lot of life insurance agents might suck and don't make any money. We're like, well, the industry is doing trillions of dollars a year.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
So it's based on their skill level. Whereas door to door is a huge opportunity. You might have a lot of people that don't do well at it, but still huge industry. So what's different skill level for sure. Medical device sales. I mean, I could keep going on.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's such a, it's a hard one to answer, because most of it, unless you're selling $10 magazine subscriptions door to door, is based on really, your earnings are gonna be based on your skill level.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Also, but I could sell... I've got, you know, we have life insurance reps in our training program that do over seven figures a year in commissions. Wow, that's incredible. You're selling $150 a month life insurance.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
A lot of it is just one-to-one. And then maybe they start building out teams and we teach them how to recruit and they get overrides as well. So it's such a hard one because then, you know, we have solar sales people. salesperson that can't sell anything. And then you got a guy come in that makes, you know, 1.5 million commissions the next year. Is it the industry or is it the skill level?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Sometimes it's a little bit of both, but I think higher ticket stuff on average is a better opportunity. You just have to have a higher skill level to be able to sell it. You know, it's different than going from, like, pest control to solar. Right.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
It's a little bit different. So I would say higher ticket. I don't want to give a straight jacket interpretation that cause I see life insurance others, but I would say higher tickets going to be a better opportunity.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I think most salespeople are, they don't really understand the psychology behind how the brain actually makes decisions. So me being in behavioral science and human psychology, like I geeked out on the stuff at university and I studied it like a mofo. So when I first started in door to door like you guys did, when I knock on a door,
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
if they slammed the door, said no, most reps in door to door would be like, oh, you know, this neighborhood's bad, or they're all broke, or they have a bad mindset. But I was thinking like, oh, like I said earlier, like what did I say, or what did I like do there that triggered them to react that way? Right. Because I wanted to, like, get inside their mind. Right.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Because I figured, like, if I can learn what triggers somebody to say no or what triggers I want to think it over or what triggers I need to talk to my spouse. And if I could learn how to, like, get rid of that out of their mind, by default, I'm just going to sell more. So I always focused on, like, how do I prevent these objections from happening rather than like, how do I handle them?
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
Because if I did get an objection, I'm like, oh, I did something wrong upstream that triggered them to think this way. Does that make sense? It's like Tom Brady, right? It's like in the NFL, the more interceptions you throw, the more fumbles you lose, less likely you win the game. So I always looked at sales the same way. Like the less mistakes I make, right? I'm unlikely to lose the sale.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
The more mistakes I make, I'm... likely to not get the sale. So I just, I thought about selling differently. So I think the first thing is understanding the psychology behind why a person buys or doesn't buy.
Next Level Pros
#135: "You can't master selling by reading books" Mastering Tonality
I think there's a lot of truth in that. I focus more on like with any personality, I'm focused on how do I disarm the prospect where they left their guard down? And that's with any person, especially with an A-type, right? Because you know, the A-types try to bowl you over. So like, how do I disarm them where they start to emotionally open up? And a lot of it is just strictly with your tonality.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
But the biggest part is what you're saying to the prospect. What type of questions are you asking to get them to open up? How are you using your tone to get them to let their guard down? Your body language. That determines if you make the sale or not. So I can get pumped up all day, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
But if I'm not making a ton of sales because I have a low skill level, where's my confidence level going to go back down to? It's going to go back down to where my skill level is. And I think that's really true in anything in life. It's not just sales. It's like your skill level determines your results you get in life. If you have a lack of skill, you're going to lack the confidence.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It's hard for you to take action.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
A lot of salespeople do, right? We call them the NOAA dollars, right? So they'll invest in some trainer initially to get them up to the six-figure range or multiple six-figure range.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
then they think they know everything about it and then they stop learning right i mean you know as well like if i'm if i'm in marketing i have to constantly evolve i have to constantly come up with creatives and different ideas if i'm a ceo you know what worked for me five years ago is probably not going to work right now i have to constantly evolve and adapt and the same is true in selling and you have to keep investing in your skill level if you want to master it
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
why should they invest in charities i mean yeah sure i mean you know sometimes like i i you know i'll give money to my church that i belong to i think it's important to give back i mean i'm a big believer in that um you know i think i heard tony you know robbins at the last event i went to talk about giving back and the power of giving back and reciprocity or whatever he calls it so i'm a big believer in that what what charities do you invest in
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Fast forward. Well, so I'm the founder of Seventh Level. Obviously, we're a sales training company that trains salespeople and organizations how to really sell more of their products and services. That's really what we do. Kind of that boring, Dan. That was only 22 seconds. I know. Yeah. I mean, I'm sure we'll get into it as we go. What would you like to know? Where do you want to start?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Nice. Is that here in California or just anywhere?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Right. There's a lot of different stuff in there. Could be trouble.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Okay.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Okay.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
You know, with charities, I think one key thing that's really important is just, you know, you've got a daughter, right? So it's just, it's having your kids see that. So like, you know, especially Thanksgiving, we would go like pick families out at the local church, like who's struggling. And then anonymously, we would go buy them food, buy them presents and stuff like that.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then the kids get involved in that. I think that's really one of the most important things, your children to actually see it.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I mean, I have a trust now. I'll just tell you how my trust is set up because I don't know on percentages, but the way my trust is set up is, let's say if I passed away today, right now, they would get a certain amount actually right now. So I have older kids. So I got married when I was 21. I'm divorced now. So I got married when I was 21. I had kids really, really quick.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then I have a six-year-old as well. So there's different amounts that would go to different. But I don't believe in giving them all of it at the same time because I think they're a little bit too young. So I think my oldest daughter is just about to turn 24. So I believe that I think at 26...
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
that she would get a certain percentage that i'd have to look i don't remember this i didn't know you were gonna ask me this question about my trust uh they get a certain amount of 26 they get another certain amount like in their mid 30s and then there's a certain amount that stays in the trust that's how i have mine set up my six-year-old her mom would get a little bit more to make sure that she's taken care of but i don't have percentages what about you
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Apparently, yeah.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Yeah.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Sure. You give them a bunch of money at 18, they're probably going to blow us away. For sure. Yeah.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Could be trouble.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
well the question would be has you have you ever asked yourself why do sales people selling the same thing with the same price points using the same script selling to the same prospects get completely different results how is that even possible right so there's something there there's something going on if we're all doing the same thing so typically that's why companies bring us in because really like in my mind sales is
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Why do you think some people are 0%?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
i always when somebody says that i'm just like well each is their own yeah there's actually a lot of people have said zero percent do you think they actually do that or do you think they say that both yeah well that's yeah i think some people just say that yeah it push comes to shove they will do it but especially when they love their children it's not like they're saying like oh i have a rogue child i'm not going to give anything to yeah i understand if they say that like oh my kid's in rehab or my kid did this or my kid doesn't talk to me or
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So... Isn't that why you wanted to make more money to take care of your family, though? For sure. That's what I did, yeah. Absolutely. That's why I worked like a banshee. Exactly.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So why not reward them? You just have to teach them correct principles so they don't just, like, become lazy and not do anything with it. But in my mind, like, I don't know. I just... When somebody says it, I'm like, why would they do that? But that's just me, you know? Each to their own.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Prosper with it. I can see that.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Here's $4 million. Well, hold on. Do you want to keep like 10%? Because what if you keep living? You run out of money and then you get in a fight and you have nothing. You got to go back to work, Dan. Come on. You got to think about this stuff. I'll always be working. Maybe hold 25% back or something. I don't know.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I'm always like I got into sales as a 21-year-old kid because I got married and had a daughter on the way. That's why I didn't know anything about selling. I had to do something. I've got a daughter on the way. I'm 21. What am I going to do? First job, sales. Straight commission. So I busted my butt off for her and my kids, and I do that all the time.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
now if i don't teach them correct principles and they're just like trust fund kids that don't do anything that's different but if i teach them correct principles like when we fly like over to europe for summer vacation they all set an economy i said in first class and they're like dad why can't i set first class well you got to learn skills to make money to pay for first class i'm paying for economy for you guys you start learning skills you can set up here by me you know if they call like dad i need a money blah blah it sounds like you got a skills problem
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
wow sounds like you got a skills problem he's like you know i'm not budging i'm like well it sounds like you got a skills problem because why not focus on making more money so um i think it's just teaching them the correct principles and and and helping them like understand how to use money you know if they're you know just rich kids on a trust fund i could see that but you know if you teach them principles i would say why would you not want to share that i don't know it's just me
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Who else are you going to give it to? By the way. A cat foundation? I don't know. You know? I love cats, by the way.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
something that you're not just doing necessarily to make money sales is just who you are as an individual because everything is persuasion influence everything that we do right so you know if i if i'm uh let's say how are wars started because a lack of what communication yeah
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It's not like it's an impossible thing.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It's trillions of dollars.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Anyways, I go down these rabbit holes thinking about... Hopefully they learned something about what to do with their money. All right. Yikes.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Yeah, you know, just have them follow me on Instagram. My verified account, Jeremy Lee Minor. You can go there, follow me. You can get one of our bestselling books at Barnes & Noble. It's called The New Model of Selling, Selling to an Unsellable Generation. So you can pick it up at Barnes & Noble, something like that. Very cool.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Thanks for having me on, man. Absolutely.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
right how are you know negotiation anything so anything in my mind is uh all about persuasion sales like it doesn't really matter what you're doing it's just who you become so why do companies bring us in because they obviously want to learn skills to sell more pretty easy
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
versus actual sales training from a company like yours? I don't think there's anything. In sales, there's really no difference whether you have a college education or anything. Like my background, I'm a psychologist. I went to school to become a psychologist, behavioral scientist. So did I take some of that to learn how to influence? Yes, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Because when you're a psychologist or a psychiatrist, you're taught that every human being has a certain way of thinking. We call that a frame or a belief system, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
so what are some belief systems that prospects would possibly have when you first start talking to a salesperson what's the first thing that comes to your mind how much is this going to cost me right that's a belief system right so it's a frame so as a psychologist you're taught with a patient how do you take them out of their way of thinking so let's say they're like oh you know i'm going to commit suicide i want to commit suicide
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
How do I take them out of that belief system? That's called a deframe. And then how do I reframe them into a new belief system where they need to live because they've got people counting them. That's, you know, framing them into something else. So as a salesperson, it's the same concept. Every prospect you talk to has a way of thinking or belief system, like how much is this going to cost?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I mean, I've never been an RV to the podcast. This is a brilliant idea, man. You need to start a coaching program around how to teach people how to do mobile RV podcasts.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Or, you know, maybe their belief system is, you know, I'm not going to make a decision today. So how do you take them out of that way of thinking and reframe them into a new way of thinking? We call that results-based thinking, just as an example. So I took that, what I learned in university and applied that into sales.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So as far as most salespeople though, like having a college degree doesn't really, not really going to help them sell more, if that makes sense. I always say, you know, I was talking to this company that we were training today and I said, there's four types of salespeople. Okay, there's really four types of people in the world, but four types of salespeople.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
There are, I'm going to pronounce this right. There are the wingers, people who wing it, right? So, you know, the salespeople that every prospect they talk to, they're going to say something different and they don't really have a process. They just kind of wing it, right? And then when they don't close the deal, they typically blame the leads. They blame the prospects. All my leads are broke.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
My prospects have a bad mindset. and they never blame their skill level, right? And those salespeople typically go by the wayside, they get fired. That's the first brand. Second type of salesperson is called, we call it a dabbler, right? If you've ever been to any of the Tony Robbins events where he talks about this, okay. So he talks about stressors, dabblers, and committed to mastery.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So I'm like, how do I do this for sales? So second type of person is called a dabbler. And those are typically people who buy a couple sales books a year. They maybe go to a free event here and there. They might follow you on Instagram or YouTube to get some tips. And they're just like, you know, eventually I'm going to figure this out. I'll get enough reps. You know, I'll get enough.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I'll make some mistakes. I'll learn from those. And eventually I'll get good. Most salespeople are dabblers, right? They stay average. If they ever get good, it's because they work 12, 14 hours a day, they play the numbers game, and eventually they burn out. Third group, we call the know-it-allers. So those people invested in sales, like sales training themselves.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Originally, they started training, they got good, maybe they're making a couple hundred grand a year if they're just a salesperson. And when they get good, they start to get a what? A really big ego. And they think they know everything about selling. They stop investing their skill level and their income gets capped.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then the fourth group, those are the ones who are actually committed to mastery. So it doesn't matter if you went to...
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
six months of school one month of school no months of school like our top rep in our company before chris last year made 900 grand in commissions whoa and he's only 20 years old never went to college because he acquired the right skills right like having a master's degree and whatever it's not going to teach you the right questions to ask or how to
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Use your tonality to get your prospects guard down, right? School has nothing to do with really how well you sell. Now, if you're going to be an attorney or doctor, you got to go to school because you're going to get a job, right? But if you're committed to mastery and you have a plan to master those skills, you can be pretty deadly for sure.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I think the biggest mistake that sales people make is they have this or new people get into sales is like, well, I'm just going to wait till I get the sales job and then I'll learn how to sell. But I want you to what we have to understand why do salespeople have the highest attrition out of any industry?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Because they don't they're not educated before they get the job right like if you're an engineer. That's hired to build a bridge Imagine like not being educated on how to build the bridge before you get hired How successful you're gonna be building the bridge once you got the job doesn't make any sense like if you're in the military like I? I don't need any training.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I guess, you know, you don't need boot camp. We're just going to go right in and just drop us off in the middle of Afghanistan. Just duck, right? You see, you're going to get shot, right? Or like a neurosurgeon, right? Every profession, you get educated before you get that job, except really sales, right? And so that's why there's such a high attrition.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So typically we'll tell somebody like, hey, if you're going to get into sales, you want to have at least a grasp of the fundamentals of communication.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Because if you get that job and you get in there and you don't know anything about what's going on and you start sucking, which you're probably going to start sucking the first several weeks, first couple of months, you're probably going to get stuck.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
can really quick and then you're kind of out of sales so you want to at least be have some type of i don't care whose program you buy but you want to buy some type of program and at least get the basics down so when you start you're already a little bit ahead of the learning curve and you can actually make some sales and actually start getting some success you know some results books don't typically do that yeah
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I didn't have nice watches until like seven or eight years ago, and I made a little bit of dough as a salesperson before I retired. The number one thing that is tied to how much you make as a salesperson is what? Your skill level. So all you should be doing, especially in your 20s, is reinvesting back in your skill level.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
If you keep reinvesting back in your knowledge and skill level, I always say, what's the number one problem in sales? The problem that you don't know you have. Because if you don't know you have the problem, how do you know how to fix it, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So if, if I'm in my twenties again, like I did is I just reinvested back into my skill level before I started investing in anything, especially buying watches or cars. Right. I think, you know, up until my early thirties, I was driving a Volvo, you know, and I was making a couple million dollars a year in commissions as a W2 rep, still driving a Volvo.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It was a nice Volvo, but nothing crazy like my boy over here driving the Lambo. Chris, I love you. You know what I'm saying. But, you know, so it's reinvesting into your skill level. Like, that's what you have to do, especially when you're young. Keep investing in your skill level and your knowledge. It's like, you're just going to get more successful, more successful.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then you can, you know, start investing in other things for sure. That's what I did.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Are you asking me like, is there a better industry than maybe they're in?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
you know, about what niche to go into? I just, I mean, I think to each their own. It just depends on if you're happy with the company you're with or if you're not happy. But I will always tell you, and I made this mistake, you know, I sold in four different industries in my 18-year career before I started 7th Level.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And there was a few of them where I thought the grass was greener on the other side, especially earlier on. And it wasn't necessarily, there might be other things that were greener, but other things that weren't. So I think a lot of salespeople, they think like, oh, oh, yeah, I'm going to, you know, I'm selling pest control now, but everybody's making all this money in solar.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And that might not necessarily be the case. And they get over in solar and like, oh, why am I not making so much money? Well, because your skill level. It's your skill level. Now, some of it a little bit has to do with the industry here and there, but most of it is just your skill level because salespeople always like, oh, well, you know, that guy's selling this.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
If I go sell that, they think it's like the product or something. Like if I just sell, if my thing would do this, I would sell five times more. And then when they go to a company where it does something better, they start to start to realize that, oh, maybe it's maybe it's not the product. Maybe it's my skill level needs to improve, you know.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I mean, I think you, you know, I mean, we have a management team that does that with us. But I think one good thing that they're really good at is just managing different personalities. You know, I've had managers before and they're like, well, they don't fit our culture. And I'm like, well...
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Get used to it because unless you're going to have five or ten people, you're not going to find like hundreds of people that just fit the culture necessarily. You've got to learn how to manage like many different personalities. And if you do that, you can scale. Like in my corporate career, I was a VP of sales for a company called Vivint. Of course, the jazz.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And I built a 4000 person sales team there. Lots of different personalities to manage. And so, you know, you remember Terrell Owens, the football player, you know, he was the guy that was scoring all the touchdowns. But Jerry Jones always had to deal with the personality. So you're going to have top performers sometimes that have different personalities. They like their score and touchdowns.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
They like the scoreboards. You got to just you got to go with it. You got to manage your personality. And sometimes you if they're not if they don't.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
if they don't fit your culture that doesn't mean you can't help them start to fit the culture it's not like people can't change you know i always i when people say like oh well they're not the right fit they just don't fit our culture i was like well that's like the sale the the prospects you know saying that they don't want it but you're reframing their way of thinking over to your thinking it's like you just got to reframe them into being in the culture like well this is just persuasion it's influence
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Well, I think there's a couple of things. First of all, it's doing it. But before even doing it, it's what you view selling is. I always ask this to anybody. Is selling something you do to people or is selling something you do for people?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
for people so if i have a belief system that i'm doing something to them just to make money i'm trying to manipulate them to win them over you know that's adversarial selling your nervous system is going to be all messed up because as human beings we don't feel comfortable necessarily doing that but i have a belief system that i'm doing it for them because i am doing it for them if i can't learn if i can't master how to communicate and influence and they don't buy my product or service that means their problems don't get solved
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
right and they stay in the status quo nothing ever changes and that's my responsibility so when you have a viewpoint that you're doing it for them you start to become a little bit more detached from the outcome right so then sometimes it takes time especially when you're 18 you're not necessarily going to have that belief system you got to get trained by somebody that can train you that and so i believe if you have that belief system and you start developing the skill level you're pretty confident i mean what causes what causes a person to be confident anything
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
what they learn, right? Like if I'm a neurosurgeon and I somehow cheated my way through medical school and I didn't really learn much and I go to do my first brain surgery, I'm going to be a little bit, I'm going to lack confidence, right? So it's the same in sales.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Like if I'm learning everything I can about selling and I'm rehearsing and I'm doing all this stuff and I'm really getting it down, my confidence level is going to be up here because I'm making more sales, right? You can get, and I love motivation. Like I'm a big, personal development person with the mind. And that's a part of the ballgame of sales.