Episode 46

046 Jeremy Miner - The Art of Effective Sales Conversations

Remember the days of “But wait! There’s more! ” “Hurry while supplies last!” Those old, classic sales pitches are long gone and evolved as we enter digital marketing. And that’s what our guest, Jeremy Miner shared with Jeff today. Through his background in behavioral science and human psychology, he realized that the classic sales techniques were no longer as effective in today's market. Tune in as he unlocked his secrets to success by sharing his journey and strategies helping salespeople use the right questions, tone, and verbal cues to persuade their prospects, and as a result. His methods assisted salespeople in doubling their closing percentage from a low conversion rate, allowing them to make more money with less effort.

Jeremy Miner is the founder of 7th Level, the fastest-growing sales training company in the US. He is an expert in behavioral science and human psychology and helps SaaS founders up-level their sales game through advanced sales skills.

Key Takeaways

00:00:32 Do Motivational Sales Quotes Actually Fire Up SaaS Founders?

00:03:23 Shawshank Redemption: Changing Perspectives On Sales

00:05:23 - Welcome Jeremy Miner

00:08:18 Understanding Human Behavior In Sales

00:09:29 - According to science, we are actually the least persuasive when we tell people things

00:10:51 The Differentiator: Why Claiming The Best Is Better Than Claiming Fifth Best

00:12:31 - Nobody cares about your story when you're selling one to one

00:13:15 - The term sales is a numbers game that came from

00:14:25 - The second era of selling is consultative selling

00:14:32 The Potential Of Consultative Selling And Its Downfall

00:18:47 - If you know how to ask the right questions with the right tone, it sounds natural

00:20:26 Utilizing Natural Conversation In Sales

00:23:23 - Always be closing. Is that still a thing?

00:24:04 - Most salespeople are product pushers

00:27:34 Becoming A Problem Finder Problem Solver: The Benefits Of Selling

00:29:55 - An inbound lead booked on your calendar

00:31:04 - Connecting questions takes the focus off you

00:32:57 Understanding The Buyer's Perspective To Improve Sales

00:35:03 How to trigger engagement and curiosity on sales calls

00:37:45 Solution Awareness Questions: Building A Gap To Reach An Objective State

00:40:49 Collaborative Selling: The Seven Stages Of Neuro Emotional Persuasion

00:45:43 The Personality Test Failed Me: An Introvert's Journey To Success

Tweetable Quotes

“Because human behavior tells us that people want to move away from pain. If you can't get them to feel pain, well, what are they going to move away from? They're either moving away from pain or they're moving to the game. There are two different things. There is most of its pain to then get the game.” 00:39:51 - Jeremy Miner

“A lot of times, we have knowledge that they don’t. And so we connect the dots in our brains but we don’t help them connect the dots. 00:43:18 - Jeff Mains

“Making changes in gradual steps is a good place to start.” 00:43:33 - Jeff Mains

“Somebody who's not investing in their skill level is like a neurosurgeon that doesn't take updated classes to learn how to do brain surgery better.” 00:48:49 - Jeremy Miner

“Training is not something you did. Training is something you do.” 00:49:00 - Jeremy Miner

SaaS Leadership Lessons

1. B2B SaaS Founders can scale up and exit, creating premium valuation, impact and enjoy entrepreneurial freedom with Champion Leadership Group

2. Sales training is not based on personality, but rather on human behavior, process, and questions asked at the right time for the right situation and tone.

3. Nobody is born a natural salesperson. These skills can be acquired.

4. Duplication in every industry is possible with the right training.

5. Become a problem finder and solver instead of a product pusher

6. Understand how verbal and nonverbal cues can trigger resistance or curiosity

7. Ask commitment questions to get prospects to take the next step

8. Learning advanced sales skills requires practice and repetition and allows founders & entrepreneurs to drive significantly more revenue with a process that is enjoyable for all.

9. Humans don't make buying decisions when they have uncertainty in their brains.

10. Problem-awareness questions helps everyone get to the root cause of the problem

Guest Resources

Jeremy Miner (Linkedin): https://www.linkedin.com/in/jeremyleeminer

Jeremy Miner (Website): https://jeremyminer.net/jeremy-miner-site/

Jeremy Miner (Twitter): https://twitter.com/jeremyleeminer1

Jeremy Miner (Instagram): https://www.instagram.com/jeremyleeminer/

Jeremy Miner (Facebook): https://web.facebook.com/JeremyLeeMiner/?_rdc=1&_rdr

7th Level (Website): https://7thlevelhq.com/

Resources Mentioned

NEPQ Mini Course https://go.7thlevelcommunications.com/nepq101

Sales Revolution Pro https://web.facebook.com/groups/salesrevolutiongroup/?_rdc=1&_rdr

Blackstone https://www.blackstone.com/

7th Level https://7thlevelhq.com/

Episode Sponsor

Today’s episode is sponsored by Champion Leadership Group. Get free growth tools, and map out a growth plan to scale your SaaS business beyond $10M. Travel with fellow SaaS entrepreneurs on your growth journey using a proven methodology that is mentor-guided, results-focused, and peer-supported. Celebrate wins and quickly rebound from setbacks to achieve profitable growth, impact, and freedom. Unleash your SaaS growth at championleadership.com

Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

Champion Leadership Group – https://championleadership.com/