Shownotes
“The single most effective way to sell anything to anyone in 2021, is to be a problem finder and a problem solver... NOT a product pusher.Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology. He is the host of the podcast, Closers are Losers, and is co-author of a new book, The New Model of Selling to an Unsellable Generation.
How To Make More Sales In 2022
- People who are successful commit to learning the right skills that will make them successful. Nobody is just born with the ability to succeed.
- If you don't develop the right communication skills with your potential customers, you're never going to get to where you want to be. Learn advanced skills that work with human behavior. That will get your prospects chasing you down wanting to do business with you because they view you as the expert in your field.
- ABD of selling → Always Be Disarming. Because the moment your prospect feels you're just trying to sell them, they emotionally shut down. Be more calm and relaxed.
- Ask the right questions
- That actually triggers their brain to become curious, where they want to engage with and open up to you because you might have something that's very important to them.
- Commitment questions that get them to commit to taking the next steps to purchase what you're offering to solve their problems.
- Never sell to the need of the prospect. You have to sell to what the real problems are.
- Help them see the problem they have and where they are now compared to where they want to be. When you do, they'll view you as the expert and see you as the one who's going to get them the results they desire. And they will gladly pay way more money for what you sell.
- Don't be a product pusher. Become a problem finder and problem solver. That means asking the right questions at the right time to get the prospect to see the root cause of the problem and how the problem is actually affecting them.
- People buy from people who they feel can get them the best results. They buy through emotion more than logic.
Know The 3 Modes of Selling
- Boiler Room Selling Era (the old way)
- The least persuasive method is when you tell people things or try to push them into doing something.
- When you talk about having the best product or services or talk bad about your competitors, your prospects actually trust you less.
- It's not very persuasive at all telling your story because nobody really cares about your story. People care the most about their own.
- Consultative Selling
- Ask logical based questions to find out the needs of the client.
- But the downfall of this approach is only asking logical questions (surface-level questions) your prospects will also give you logical base answers in return. And people don’t buy on logic but emotion.
- Very little emotion is brought out by only asking logical, basic questions.
- Dialogue (the new way)
- You're the most persuasive when you allow others to persuade themselves when you ask Neuro Emotional Persuasion Questions (NEPQ).
- Learn certain questions and techniques that work with human behavior that will get the prospect to want to open up to you, to want to engage with you and actually pull you in, rather than you pushing them.
- To do this, you have to learn specific skilled questions and when and how to ask them in a step-by-step structure that will get your prospects to sell and close themselves rather than you trying to do it.
An example of the right questions make more sales:
The scene - A customer has just come into your booth or shop.- You: Oh, hey! Are you out just looking around today? (instead of "can I help you?")
- Customer: Yeah, I'm just looking
- You: Okay. Do you know what you're looking for?
Resources Mentioned
- Connected! Social Media Scheduler
- Sales Revolution Facebook Group - for free resources in this type of selling
Jeremy's Contact Links
Website | Facebook | Instagram | LinkedinJoin Our FREE Gift Biz Breeze Facebook Community
Become a Member of Gift Biz Breeze If you found value in this podcast, make sure to subscribe so you automatically get the next episode downloaded for your convenience. Click on your preferred platform below to get started. Also, if you'd like to do me a huge favor - please leave a review. It helps other creators like you find the show and build their businesses too. You can do so right here: Rate This Podcast Apple Podcasts | Google Podcasts | Spotify Thank you so much! SueKnow someone who needs to hear this episode? Click a button below to share it!
Transcripts
Gift biz unwrapped episode 355.
Speaker:If you don't have the right skills,
Speaker:if you don't have the right communication skills,
Speaker:it doesn't matter how many hours you work.
Speaker:You're not really going to be that successful as an entrepreneur
Speaker:Attention gifters bakers,
Speaker:crafters, and makers pursuing your dream can be fun.
Speaker:Whether you have an established business or looking to start one.
Speaker:Now you are in the right place.
Speaker:This is gift to biz unwrapped,
Speaker:helping you turn your skill into a flourishing business.
Speaker:Join us for an episode,
Speaker:packed full of invaluable guidance,
Speaker:resources, and the support you need to grow.
Speaker:Your gift biz.
Speaker:Here is your host gift biz gal Sue moon Heights.
Speaker:Hi there.
Speaker:Thanks for joining me here today.
Speaker:And if you're a new listener,
Speaker:welcome to the show.
Speaker:We've gotten a lot of new attention from our national bakers
Speaker:crafters maker's day celebration.
Speaker:I'm still reeling from all the excitement of last week.
Speaker:And thank you.
Speaker:If you participated in sharing handmade memories,
Speaker:adding to our dollars,
Speaker:donated and gifts of kindness lists and being part of the
Speaker:celebration overall,
Speaker:we decided to leave the website up for a while,
Speaker:at least.
Speaker:So if you want to go over and check that out,
Speaker:you can handmade heals the world.com.
Speaker:We've got links from the classes,
Speaker:links to our memory board and other things from that very
Speaker:special day,
Speaker:still up for your viewing and participation,
Speaker:such a fun time,
Speaker:celebrating you and our handmade industry in today's show.
Speaker:We're covering what is the most dreaded,
Speaker:but most important activity for your business selling?
Speaker:Oh, wouldn't it be great if it would just go away
Speaker:while it can,
Speaker:in a way,
Speaker:I mean,
Speaker:obviously you need to show your products so people can buy,
Speaker:but the act of selling can be transitioned into an enjoyable
Speaker:activity that brings forth a purchase.
Speaker:Of course,
Speaker:you're going to hear why your current actions aren't working,
Speaker:even though you put in hours and hours of effort and
Speaker:how to switch it up.
Speaker:So acquiring new customers aligns with natural human behavior to make
Speaker:all of this so much more comfortable and your sales come
Speaker:in easier than you could ever believe Today.
Speaker:It is my pleasure to introduce you to Jeremy miner.
Speaker:Jeremy is the chairman of seventh level,
Speaker:a top ranked global sales training company per Jeremy.
Speaker:The single most effective way to sell anything to anyone is
Speaker:to be a problem finder and a problem solver,
Speaker:not a product pusher.
Speaker:Jeremy's unique brand of sales training pioneers,
Speaker:the use of behavioral science and human psychology.
Speaker:He's the host of the podcast.
Speaker:Closers are losers and a co-author of a new book,
Speaker:the new model of selling to an unsellable generation.
Speaker:Doesn't that spark our curiosity,
Speaker:Jeremy, welcome to the gift biz unwrapped podcasts.
Speaker:Hey Sue,
Speaker:thanks for having me on your show.
Speaker:I'm going to take all of that as a really nice
Speaker:compliment because my kids say I'm pretty boring.
Speaker:So thank you so much.
Speaker:It was so nice to hear.
Speaker:None of this topic is boring.
Speaker:You know,
Speaker:we were talking a little bit in the pre chat about
Speaker:how sales like that is always a topic.
Speaker:And it'll be interesting to get into the conversation in a
Speaker:deeper level because behavioral science and human psychology,
Speaker:as it relates to sales,
Speaker:I'm really curious about what we're going to get into here
Speaker:with all of that In a fascinating subject.
Speaker:That's for sure.
Speaker:Once you learn it,
Speaker:you'll never go back to selling,
Speaker:using traditional selling skills.
Speaker:That's for sure.
Speaker:I love that.
Speaker:And I come out of the old,
Speaker:old, I won't date myself,
Speaker:but strategy of,
Speaker:they say this,
Speaker:you do this,
Speaker:they do this,
Speaker:you do this.
Speaker:And I closed the book on that years ago,
Speaker:but I'm always learning to sales things.
Speaker:Good for you.
Speaker:I love it.
Speaker:So Before we get started,
Speaker:I have a traditional way for you to share with us
Speaker:who you are through a motivational candle.
Speaker:So it's a creative way that really resonates with our listeners
Speaker:here. So if you were to describe yourself or something that
Speaker:motivates you with a candle,
Speaker:what color would it be and what would be a quote
Speaker:that would be associated with the candle there?
Speaker:So A couple,
Speaker:but I would say a blue candle,
Speaker:I think blue in my mind stands for press a virulence.
Speaker:It stands for commitment.
Speaker:And I would say the quote would be success is just
Speaker:a choice.
Speaker:Success is really just a choice at the end of the
Speaker:day. Success is a choice.
Speaker:That's what I would say.
Speaker:Okay. Success is a choice.
Speaker:And you're two words I really like because perseverance and commitment
Speaker:are two words that I don't think we give enough weight
Speaker:to. And I'm speaking on behalf of our community here because,
Speaker:and it might be consistent.
Speaker:You might see this with all the people that you work
Speaker:with, but I feel like people will try something and it
Speaker:doesn't work.
Speaker:So they either decide they're not enough.
Speaker:They don't have the skills or their product.
Speaker:Isn't interesting.
Speaker:And won't sell like right away off the bat,
Speaker:like one tri it's over.
Speaker:Yeah, well typically in here's what it is.
Speaker:And we can dive deep into this.
Speaker:When I do events like virtual events,
Speaker:or even we've done a few live events,
Speaker:but even before pre COVID mainly did live events.
Speaker:And I would always tell the audience and these usually entrepreneurs,
Speaker:business owners,
Speaker:salespeople, coaches,
Speaker:consultants, right.
Speaker:People who want to sell more of whatever they sell products
Speaker:or services,
Speaker:it doesn't matter.
Speaker:And I would always say that your biggest expense in life,
Speaker:like what is your biggest expense in life?
Speaker:And people would say,
Speaker:oh, it's my car payment.
Speaker:Or it's my mortgage.
Speaker:Or always here.
Speaker:My kids are my biggest expense or a few people didn't
Speaker:say taxes.
Speaker:And I'm like,
Speaker:wow, taxes are pretty.
Speaker:Yeah, it was probably one of your biggest expenses.
Speaker:But your biggest expense in life is your lack of knowledge.
Speaker:That's your biggest expense.
Speaker:It's your lack of knowledge of not having the right skills
Speaker:with what you do to be able to get where you
Speaker:want to go.
Speaker:That's your biggest expense.
Speaker:Now, luckily we can all learn that knowledge.
Speaker:It just takes commitment and presser barons to learn how to
Speaker:become successful.
Speaker:It's not like you're born out of your mother's womb.
Speaker:Like you're just the successful being like,
Speaker:God, just,
Speaker:you know,
Speaker:magically pitch you on the head with a wand and you're
Speaker:going to be successful.
Speaker:People who are successful are committed to learning the right skills
Speaker:that make them successful.
Speaker:And I guess I would add to that,
Speaker:that it's the skills exactly what you said.
Speaker:It's not doing the same thing that hasn't been working over
Speaker:and over and over again,
Speaker:thinking if you do it more suddenly the gate will open
Speaker:and everything will magically work.
Speaker:That's so true.
Speaker:Like I said,
Speaker:we train a lot of entrepreneurs,
Speaker:business owners,
Speaker:salespeople, coaches,
Speaker:consultants. And I always hear them say,
Speaker:well, I'm going to sell more.
Speaker:I'm going to move more of our product.
Speaker:I'm just going to work longer hours.
Speaker:And I'm like working longer hours doesn't mean that you're just
Speaker:going to be successful.
Speaker:I see so many entrepreneurs.
Speaker:I see so many salespeople or whoever that worked their butts
Speaker:off that are completely broke.
Speaker:You see,
Speaker:it's not the hours you're putting in.
Speaker:It's what you are saying.
Speaker:It's what you are asking to your potential customers.
Speaker:When you talk with them,
Speaker:that will determine your success and moving your products and services
Speaker:to more people.
Speaker:It's your skill level that determines that.
Speaker:Because if you don't have the right skills,
Speaker:if you don't have the right communication skills,
Speaker:it doesn't matter how many hours you work.
Speaker:You're not really going to be that successful as an entrepreneur.
Speaker:I'm an avid reader.
Speaker:And I was reading Michael,
Speaker:Jordan's one of his newer books.
Speaker:And he says that something quite like this,
Speaker:I might be butchering,
Speaker:but he said,
Speaker:but he's like,
Speaker:you can take a thousand jump shots a day.
Speaker:But if your technique is wrong,
Speaker:like if it's off,
Speaker:if you weren't taught the right technique,
Speaker:guess what?
Speaker:You're still not going to be very good at basketball.
Speaker:So you can work 16 hours a day.
Speaker:But if you don't develop the right skills,
Speaker:especially the right communication skills with your clients,
Speaker:with your potential customers,
Speaker:you're never going to get to where you want to be.
Speaker:Now, luckily that can all change.
Speaker:You just have to learn the right skills.
Speaker:Well, I think you are speaking too fast.
Speaker:Majority of the people who are listening,
Speaker:because that's what we do.
Speaker:And I think it's human nature.
Speaker:That that's what you do.
Speaker:You just think I grind harder.
Speaker:I do more.
Speaker:I'm just going to get there.
Speaker:And to me,
Speaker:what you're saying is very refreshing.
Speaker:Like there's another way to do this.
Speaker:Like everyone,
Speaker:just back it up for a second and rethink sales to
Speaker:your point about Michael Jordan and the jump shots.
Speaker:Like if someone doesn't have the scale and they keep doing
Speaker:it, what are they doing?
Speaker:They're entrenching and ingraining that wrong behavior versus learning a new
Speaker:word. Well,
Speaker:it's so true.
Speaker:Like, you know,
Speaker:as salespeople and I know your audience is mainly entrepreneurs.
Speaker:I think bakers,
Speaker:crafters, gift makers,
Speaker:right? Yeah.
Speaker:Watching some of your shows the last couple of days.
Speaker:And even with sales people,
Speaker:it's so true because they think that they can just work
Speaker:hard. And like they call hundreds of leads a day to
Speaker:make a few sales.
Speaker:And I'm like,
Speaker:why not learn advanced skills?
Speaker:Like advanced questions that work with human behavior where you just
Speaker:call 10 people and you make like six or seven sales,
Speaker:rather than calling a hundred people to make two or three.
Speaker:Like, it doesn't make any sense to me.
Speaker:Right? Hey,
Speaker:what are you doing?
Speaker:Like, you're just like pounding your head against the freaking wall.
Speaker:Hoping and praying that something you're going to say is going
Speaker:to magically trigger the prospect to want to buy.
Speaker:And I call that hopium,
Speaker:it's a drug.
Speaker:There's so many entrepreneurs and salespeople take where they just hope
Speaker:and pray that something they're going to say is just going
Speaker:to cause that person to want to buy.
Speaker:And it's such a hard and unpredictable way to grow your
Speaker:business or make sales.
Speaker:Like you don't have to do it that way.
Speaker:No, but you know,
Speaker:that is the old fashioned strategy.
Speaker:Right? I don't know how MLMs do it today because I'm
Speaker:not in that arena.
Speaker:But I do remember door to door sales or when I
Speaker:was out selling years ago,
Speaker:I was selling ads in a newspaper.
Speaker:Like, what was it like,
Speaker:okay, you make a hundred calls.
Speaker:You might land 10 oh 10% close ratio.
Speaker:That's awesome.
Speaker:Right? And so the strategy was,
Speaker:you've got to make all those calls because if you make
Speaker:a hundred,
Speaker:you'll get 10.
Speaker:Like it was a numbers thing.
Speaker:It's like golf.
Speaker:Like people keep coming back and playing golf because they'll have
Speaker:one hole where they make par.
Speaker:They do well.
Speaker:But the other 17,
Speaker:they suck.
Speaker:And then for some reason they think they're good at golf.
Speaker:It doesn't make any sense.
Speaker:It's the same thing as salespeople and entrepreneurs,
Speaker:right? To your analogy right there is there.
Speaker:They think that I got to call these numbers to make
Speaker:sense. Well,
Speaker:you can,
Speaker:if you want,
Speaker:and you can grind it out,
Speaker:you can work 12,
Speaker:14 hours a day,
Speaker:or you can learn the right skills that work with human
Speaker:behavior that get your prospects to pull you in,
Speaker:rather than you trying to push them and get your prospects
Speaker:chasing you down,
Speaker:wanting to do business with you because they view you as
Speaker:the expert in your field,
Speaker:the authority in your field.
Speaker:Whereas if you,
Speaker:everybody else is just another company or sales person trying to
Speaker:stuff, their solution down their throat,
Speaker:which way do you want to be viewed?
Speaker:Right. Well,
Speaker:and that's where the whole salesy that uncomfortable,
Speaker:like really pushy strategy of being salesy that everyone's trying to
Speaker:stay away from.
Speaker:In one sense,
Speaker:you feel like you have to do it to get the
Speaker:sale. In the other sense,
Speaker:you don't like how it feels.
Speaker:And so you're stuck in this crazy dynamic.
Speaker:That's totally uncomfort.
Speaker:And it's usually because a person doesn't know what they don't
Speaker:know. Like you don't know what you don't know,
Speaker:right? Like this is how you've been taught.
Speaker:You think this is the way.
Speaker:So you have to do it this way.
Speaker:And this might actually help your audience.
Speaker:My background,
Speaker:not to geek out or anything.
Speaker:My background in college was behavioral science.
Speaker:Okay. And human psychology,
Speaker:the study of the brain,
Speaker:like how human beings make decisions and how and why a
Speaker:person is persuaded or not persuaded to do something.
Speaker:So everybody's listening right now,
Speaker:grab a pen and a piece of paper.
Speaker:If you're driving,
Speaker:don't do that.
Speaker:You're going to have to remember this.
Speaker:So in behavioral science and human psychology are three forms of
Speaker:communication. Okay?
Speaker:Once you understand the differences in persuasion and where you are
Speaker:now with your sales ability,
Speaker:compared to where you could be completely will change your entire
Speaker:business. So the first mode of communication is actually what you
Speaker:just described.
Speaker:We would call that more like boiler room,
Speaker:selling era,
Speaker:era, era,
Speaker:one type of sales,
Speaker:according to behavioral science,
Speaker:we are the least persuasive.
Speaker:So we're the least persuasive.
Speaker:When we tell people things,
Speaker:or we attempt to posture them or dominate them or push
Speaker:them into doing something we want to do.
Speaker:Like if you've ever seen that movie,
Speaker:like Wolf on wall street,
Speaker:where they're on the phones and they're like,
Speaker:Hey, I've got a great opportunity for you.
Speaker:And then we talk about the features and benefits of what
Speaker:we do.
Speaker:And then we push and we tell them why they need
Speaker:to buy and why they need to go with us.
Speaker:And it's just like telling your spouse that they really,
Speaker:really need to do something for you.
Speaker:And then you push them.
Speaker:What do they typically do back?
Speaker:They resist.
Speaker:Well, they push back.
Speaker:Yeah. Right?
Speaker:It's human behavior.
Speaker:This is exactly what your prospects are doing.
Speaker:Let me give you a few examples for everybody on here,
Speaker:the least persuasive way to sell.
Speaker:And I'm going to try to give a few examples that
Speaker:would kind of resonate with your industry.
Speaker:First of all,
Speaker:I don't think many of your people in your industry do
Speaker:presentations, do they know?
Speaker:So, but what they do do is they speak with people
Speaker:at like a craft show or an wholesale at a trade
Speaker:show and they speak about their product in that environment.
Speaker:Yeah. Okay.
Speaker:That makes sense.
Speaker:So let's say we're in that environment and we talk about
Speaker:how we have the best,
Speaker:this, and we have the best that,
Speaker:and we've got the best customer service and we've got the
Speaker:best cakes and we've got the best,
Speaker:this or whatever we're selling.
Speaker:Right? Here's the problem with that.
Speaker:Every sales person,
Speaker:every entrepreneur who does exactly what you do or does anything
Speaker:else as the exact same thing that they have,
Speaker:the best product,
Speaker:they have the best service.
Speaker:How many salespeople do you know are entrepreneurs?
Speaker:Do you know that tell you,
Speaker:yeah. My products fit best in the market.
Speaker:No one does.
Speaker:They all say they have the best.
Speaker:So your prospects,
Speaker:when you say things like that actually trust you less.
Speaker:Or even if you talk bad about your competitors,
Speaker:according to the data,
Speaker:it's not very persuasive at all telling your story.
Speaker:I hate to tell you this.
Speaker:But if you're selling,
Speaker:one-on-one nobody really cares about your story,
Speaker:whose story do they care the most about their own,
Speaker:right? Their story.
Speaker:That's what they care about.
Speaker:Give it a sales pitch.
Speaker:Like I hate that word.
Speaker:Like hashtag ditch the pitch,
Speaker:right? We've all been taught.
Speaker:You got to give a great pitch.
Speaker:According to the science.
Speaker:Not very persuasive though.
Speaker:You ever watch the shark tank SU always.
Speaker:Yeah. The entrepreneurs come and then they're really excited about their
Speaker:products. And they say,
Speaker:they've got the best,
Speaker:this and the best that watch the sharks.
Speaker:Reactions look at their body language from mark Cuban and Barbara
Speaker:Damien John,
Speaker:when they get pitched,
Speaker:they're like,
Speaker:oh my gosh,
Speaker:like they just cringe up from the pitch and the big
Speaker:one, assuming the sale,
Speaker:according to the day of very low on the persuasive pole
Speaker:hints, like you said,
Speaker:that's where the term sales is a numbers game conference because
Speaker:we're triggering it to be a numbers game.
Speaker:And that's the first mode of selling.
Speaker:The second mode of selling is called more consultative selling.
Speaker:We're more persuasive.
Speaker:And we attempt to have a discussion like in a normal
Speaker:adult. Okay.
Speaker:Consultated selling came out in the late eighties with books like
Speaker:spin selling,
Speaker:where they taught that you needed to ask logical based questions
Speaker:to find out the needs of the client.
Speaker:Now what's a potential downfall of this approach though.
Speaker:When you only ask logical base questions,
Speaker:we call those surface level questions where your prospects just going
Speaker:to give you logical base answers in return and do people
Speaker:buy on logic or emotion,
Speaker:emotion, brain studies prove it.
Speaker:Now a hundred percent that they buy on emotion.
Speaker:So once again more persuasive than telling your story,
Speaker:putting sales pressure on them,
Speaker:but you're still going to play the numbers game because very
Speaker:little emotion is brought out by simply asking logical based questions
Speaker:like John,
Speaker:what keeps you awake at night?
Speaker:Or can you tell me what solution you're looking for?
Speaker:Or can you tell me two problems?
Speaker:You have the most that you got to get rid of
Speaker:those surface level questions because every single entrepreneur and sales person
Speaker:asks them all the time.
Speaker:Now the third mode,
Speaker:this is what you want to write down.
Speaker:The most persuasive way.
Speaker:According to the science to persuade is called dialogue.
Speaker:Okay. We are the most persuasive.
Speaker:So this is air three types of sales where the most
Speaker:persuasive, when we allow others to persuade themselves.
Speaker:When we ask what are called neuro emotional persuasion questions that
Speaker:stands for in E P Q neuro emotional persuasion questions.
Speaker:I know a bunch of boring stuff.
Speaker:Here's the key though.
Speaker:We have to learn certain questions and techniques that,
Speaker:like I said earlier,
Speaker:work with human behavior to get the prospect,
Speaker:to want to open up to us,
Speaker:to want to engage with us and actually pull us in
Speaker:rather than us pushing them.
Speaker:Now, that's the question.
Speaker:How do you get a person,
Speaker:a human being to persuade themselves?
Speaker:Can you just show up and tell your prospect,
Speaker:Hey, I'll give you permission to persuade yourself.
Speaker:Here's you know,
Speaker:write out the check in my name.
Speaker:No, you have to learn specific skilled questions.
Speaker:And when and how to ask them in a step-by-step structure
Speaker:that will get your prospects to sell and close themselves,
Speaker:rather than you trying to do it.
Speaker:You see the difference in that suit.
Speaker:Yeah. I mean,
Speaker:they're really then in control and then they are much more
Speaker:comfortable or they're feeling that they're in control.
Speaker:Yes. That's the key you're in control the entire sales process.
Speaker:Cause you're guiding,
Speaker:you're like a facilitator.
Speaker:That's taking them as on this journey telling the yellow brick
Speaker:road, but you have full control because your questions allow them
Speaker:to feel comfortable enough to open up to you and actually
Speaker:want to go below the surface and tell you what the
Speaker:real problems are and the root cause of the problems and
Speaker:how the problems are affecting them.
Speaker:And that pulls out their emotions,
Speaker:where they tie in.
Speaker:They buy in to like,
Speaker:I have to do something about this now.
Speaker:And you're the only person that's ever made them feel that
Speaker:way. They feel like they have control,
Speaker:but who has control?
Speaker:You do 100%.
Speaker:It just feels so much more genuine too.
Speaker:When you describe it that way.
Speaker:I mean,
Speaker:you're actually building a relationship.
Speaker:Yeah. Let me put myself as someone who's selling at a
Speaker:craft show,
Speaker:for example.
Speaker:Okay. So I'm just not forcing my products onto a person
Speaker:I'm genuinely wanting to get to know who they are,
Speaker:what their relationship is,
Speaker:why they're at the show.
Speaker:You're going to tell me if I'm right here,
Speaker:Jeremy. Okay.
Speaker:But why they're at the show?
Speaker:What the interest is of them coming and seeing my booth
Speaker:in particular,
Speaker:getting to know them a little bit and then exchanging information
Speaker:back and forth,
Speaker:right? Yeah.
Speaker:It's more like that.
Speaker:I think,
Speaker:you know,
Speaker:what you're describing is more like retail sales,
Speaker:like they're coming in leads at networking show or they're coming
Speaker:into a store.
Speaker:Right. It's kind of the same thing.
Speaker:So when they're coming over to you and I'd see this
Speaker:all the time,
Speaker:I experienced this when I walk into a trade show and
Speaker:I'll walk over to a booth and what's usually the first
Speaker:words out of somebody's mouth in your mind.
Speaker:So what's the first words most people say,
Speaker:Can I help you with something today?
Speaker:Or what are you looking for Today?
Speaker:Hi, how can I help you?
Speaker:Can I help you with something today?
Speaker:And what's the first word out of the prospect.
Speaker:No, I'm just looking.
Speaker:Yes. See,
Speaker:we triggered that by that question because they're used to every
Speaker:single person that's ever sold to them in retail saying the
Speaker:same question.
Speaker:When I want a pair of jeans and I walk into
Speaker:the Jean store and they say,
Speaker:how could I help you today,
Speaker:sir? Just looking,
Speaker:even though I'm like,
Speaker:man, I really need a pair of jeans.
Speaker:I've got big holes in mine.
Speaker:Like I can't wear them to my date tonight or whatever.
Speaker:Like we are looking we're in the market.
Speaker:We came in and yet we're being triggered to say,
Speaker:just looking,
Speaker:it's a knee jerk question,
Speaker:which they give you a knee jerk answer in return.
Speaker:So I want to pre handle that.
Speaker:I'll kind of give you an example of what you'd want
Speaker:to do.
Speaker:So let's say somebody comes over,
Speaker:let's say even a retail store,
Speaker:right? Let's say you're a baker,
Speaker:right? You're in a retail store.
Speaker:You're at a trade show and you've got some,
Speaker:I don't know,
Speaker:cookies. I love cookies.
Speaker:So that's my only weakness is the sugar and the cookie
Speaker:Let's work with cookies.
Speaker:Let's work with Those.
Speaker:So they come over,
Speaker:they're looking for cookies.
Speaker:All right.
Speaker:Cause this is me.
Speaker:Like I'm a cookie.
Speaker:My three-year-old says you're a cookie monster daddy.
Speaker:So yes,
Speaker:the cookie monster.
Speaker:So let's say I come over.
Speaker:The first words out of your mouth would be,
Speaker:oh, Hey,
Speaker:are you out?
Speaker:Just looking around today.
Speaker:Now they're going to say,
Speaker:yeah, yeah,
Speaker:I'm just looking.
Speaker:And then I'm going to say,
Speaker:oh, okay.
Speaker:And do you know what you're looking for?
Speaker:And then boom,
Speaker:I'm right into the conversation.
Speaker:You see,
Speaker:I already spearheaded that objection that they were going to give
Speaker:me by saying it in my first sentence.
Speaker:Oh, Hey,
Speaker:how's it going?
Speaker:Are you guys out just looking around today and they're going
Speaker:to say,
Speaker:yeah, yeah.
Speaker:We're just looking.
Speaker:Okay. And do you know what you're looking for?
Speaker:And then I'm right into the situation.
Speaker:See how that works.
Speaker:Like I'm just giving the objection in the first thing I
Speaker:say. So they agree with me.
Speaker:They're not going to object.
Speaker:And then I ask them,
Speaker:do they know what they're looking for?
Speaker:And I'm right into that dialogue makes sense,
Speaker:Jeremy, I've never heard this before.
Speaker:Well, there,
Speaker:you probably never heard a lot of what we do before.
Speaker:Okay. So this is fascinating and I love This it's human
Speaker:behavior. So you speak the initial objection.
Speaker:They affirm it depending on what the topic is.
Speaker:And then you extend from there,
Speaker:With what you're doing.
Speaker:Now, we would typically do that in different industries,
Speaker:depending on what they're doing.
Speaker:We train a lot of car sales people and dealerships as
Speaker:well. And what do you do when you walk into any
Speaker:type of retail establishment?
Speaker:We always teach that opener.
Speaker:Now, if you're selling financial services on zoom and are in
Speaker:a meeting,
Speaker:you're not going to start with something like that.
Speaker:Right? So it depends on the industry,
Speaker:whether it's retail,
Speaker:whether it's an inbound lead,
Speaker:who's booked on your calendar,
Speaker:an outbound leads,
Speaker:you're calling on the phone or a cold call or a
Speaker:boardroom meeting.
Speaker:There's going to be different openers we would use.
Speaker:But for retail,
Speaker:with what you do with what your audience is,
Speaker:probably having people come to them into a store,
Speaker:into like a trade show.
Speaker:You'd always want to do that because it's just like cars.
Speaker:Like you come in.
Speaker:You're like you come into the BMW dealership,
Speaker:you're looking for a new car.
Speaker:Right. And they come out and say,
Speaker:Hey, how can we help you?
Speaker:Just lucky.
Speaker:Right? That's your initial,
Speaker:your spots.
Speaker:But if I come in and say,
Speaker:Hey guys,
Speaker:welcome to the dealership.
Speaker:Are you guys just all out?
Speaker:Kind of looking around today?
Speaker:Yeah. Yeah.
Speaker:We're looking okay.
Speaker:And do you know what you're looking for?
Speaker:Possibly. And then you start right into that conversation is so
Speaker:easy when you just tweak it just a little bit.
Speaker:Okay. So let me ask you this question,
Speaker:because what you're doing is you're knocking down them being defensive.
Speaker:You're disarming them.
Speaker:Okay. Have you read any type of sales book?
Speaker:You can't see me here because we're just on audio.
Speaker:But I've got about in my library here,
Speaker:like right behind me.
Speaker:I've got about 3000 some books.
Speaker:Okay. Probably half of those are on sales,
Speaker:persuasion, human behavior,
Speaker:psychology. Any of those books always talk about,
Speaker:well, the sales books do not the psychology books cause they
Speaker:would never see that.
Speaker:Cause they know it doesn't work.
Speaker:They talk about always be closing the ABCs of closing.
Speaker:How many of us have heard of that?
Speaker:We read a book that says you got to follow the
Speaker:ABCs of closing.
Speaker:Always be closing.
Speaker:Well you can,
Speaker:if you want to be average at sales,
Speaker:because in our day and age with information age we live
Speaker:in today,
Speaker:people don't fall for those little tricks.
Speaker:They just don't like when you try to push,
Speaker:push, push,
Speaker:they just push,
Speaker:push, push back.
Speaker:So we want to follow now what I call the a
Speaker:B D's a,
Speaker:B D as in dog of selling.
Speaker:And that stands for always be disarming because here's one thing
Speaker:I think a lot of people don't understand within the first
Speaker:seven to 12 seconds of any sales call you're on or
Speaker:any sales interaction you're in,
Speaker:even at a trade show or a retail store or anything,
Speaker:your prospect is subconsciously picking up on your social cues.
Speaker:We can't help it as a human being.
Speaker:Okay. We just do.
Speaker:We subconsciously pick up on your verbal and nonverbal cues from
Speaker:your tonality and what you are saying or,
Speaker:and, or asking that triggers their brain to respond in one
Speaker:or two ways.
Speaker:Now, if you come across needy and attached,
Speaker:like you're trying to make that sale and you don't know
Speaker:the right questions to ask to trigger engagement.
Speaker:It actually triggers their brain to go into what we call
Speaker:fight or flight mode.
Speaker:I think a lot of people have heard of fight or
Speaker:flight mode.
Speaker:They just don't know what that means.
Speaker:What that means is they try to get rid of you.
Speaker:And they say things like,
Speaker:oh, you know what?
Speaker:I'm just too busy.
Speaker:Can you just give me a card?
Speaker:And you know,
Speaker:we'll think about it and get back to you.
Speaker:Can you just email me some information?
Speaker:Here's my email or this sounds good.
Speaker:If you give me your card,
Speaker:I'll get back to you in a week,
Speaker:a month,
Speaker:a year later.
Speaker:And then what happens?
Speaker:Nothing. They never get back to you.
Speaker:Nothing. Cause you've triggered fight or flight mode.
Speaker:Now, if you come across more neutral,
Speaker:more like you're not quite sure you can even help them.
Speaker:Right? And you're more calm and relaxed and especially detached.
Speaker:And you ask the right questions.
Speaker:It actually triggers the brain to become curious enough where they
Speaker:want to engage with you.
Speaker:They want to open up to you because you might have
Speaker:something that's very important to them.
Speaker:You're just different.
Speaker:So you have to come across the tach from the expectations
Speaker:of making the sale.
Speaker:And instead we really need to focus on whether there's a
Speaker:sale to be made in the first place,
Speaker:whether or not they have problems that we can actually solve.
Speaker:Now, do I mean that when they come over to you
Speaker:in a trade show or they come into your store,
Speaker:you're on a call that you shouldn't make a sale?
Speaker:No, of course you should.
Speaker:But the moment you have to keep that to yourself because
Speaker:the moment your prospect feels that you are just trying to
Speaker:sell them,
Speaker:like trying to slam your solution down their throat is the
Speaker:moment they start to emotionally shut down.
Speaker:You with me.
Speaker:Totally with you.
Speaker:I have a situation I want to ask your opinion on.
Speaker:Yeah. So local community craft show.
Speaker:So it's outside,
Speaker:like the community's put them together on the streets and there's
Speaker:all these booths.
Speaker:And there's a booth with a woman who sells clothing.
Speaker:Okay. So there's racks of clothing in her booth.
Speaker:She's there.
Speaker:Someone walks into the booth and she welcomes them in.
Speaker:Hi, you know,
Speaker:I love that you're here today.
Speaker:Take a look around.
Speaker:If you have any questions I'm here and available.
Speaker:You know,
Speaker:if you want to talk,
Speaker:how do you feel about that approach,
Speaker:welcoming them in saying they're available and allowing them to just
Speaker:look around Is one of your goals for this year,
Speaker:a new approach to social.
Speaker:Are you finally admitting that you're spending far too much time
Speaker:there without seeing anything in the way of results?
Speaker:Or do you jump onto Instagram planning to post,
Speaker:but get caught up in all the fabulously produced reels,
Speaker:then you get intimidated and step back.
Speaker:Yeah, me too.
Speaker:We know at this point we should post consistently with quality
Speaker:content, but when it comes time to actually do it,
Speaker:figuring out what to post is overwhelming and time consuming.
Speaker:That's why I created content for makers.
Speaker:Last year.
Speaker:Many of you have purchased this high value,
Speaker:low cost program and have new found ease in your posting.
Speaker:And guess what?
Speaker:If you already have content for makers,
Speaker:there's no need to purchase it ever again.
Speaker:One in done because it teaches you a posting strategy and
Speaker:prompts that are timeless and can be used over and over
Speaker:again. Now,
Speaker:based on your feedback,
Speaker:I've enhanced content for makers to include a hard copy,
Speaker:social media scheduler,
Speaker:because makers like tangible planners where we can add our own
Speaker:creative punch to the mix,
Speaker:right? Drum roll,
Speaker:introducing connected 2020 to a content scheduler that helps you plan
Speaker:out your topics,
Speaker:whether they're for social media,
Speaker:blog articles or videos,
Speaker:all in one place.
Speaker:Now to clarify,
Speaker:this is not your daily planner,
Speaker:this is focused on content planning.
Speaker:It includes direction on how to nail down a strategy,
Speaker:monthly cues for new content and your own images.
Speaker:And it can be used in conjunction with content for makers
Speaker:or as a standalone resource.
Speaker:Finally feel in control of your content with a strategy and
Speaker:purpose, not just something random that you think of on the
Speaker:fly to publish that day.
Speaker:Intentional content saves time.
Speaker:So you can focus on other business tasks and attracts customers,
Speaker:which brings eyes to your brand and orders to your cart.
Speaker:To see more about the connected 20,
Speaker:22 social media scheduler,
Speaker:go to gift biz on rapt.com
Speaker:forward slash connected 2022.
Speaker:And now let's get back to the show.
Speaker:Yeah, it's okay.
Speaker:But you just don't control anything there.
Speaker:So you're just hoping and praying that they're going to look
Speaker:around and magically see something great that triggers them to want
Speaker:to buy from you.
Speaker:How would you adjust that?
Speaker:How would you make that better?
Speaker:Same thing.
Speaker:Hey, welcome into the shop today.
Speaker:Are you guys just all out kind of looking around today?
Speaker:Yeah. Yeah.
Speaker:We're just out looking,
Speaker:having some Fun.
Speaker:Okay. Same way.
Speaker:Same wording.
Speaker:Oh, okay.
Speaker:And we might not even have what you're looking for.
Speaker:Do you know what you're looking for specifically now?
Speaker:See how I just change that now we might not even
Speaker:have what you're looking for,
Speaker:but do you know what you're possibly looking for?
Speaker:Just to see if we have it,
Speaker:you're coming across more neutral by making that statement that you're
Speaker:not quite sure you can even help them yet because you
Speaker:don't know yet.
Speaker:Right. So when you do that,
Speaker:it removes any sales pressure from that conversation where the prospect
Speaker:feels comfortable enough to actually open up to you and engage
Speaker:with you.
Speaker:That's the difference.
Speaker:Okay. So what do you do about a customer who really
Speaker:doesn't know what they're looking for?
Speaker:Like they're at this show because they're just looking around to
Speaker:see if there's anything interesting.
Speaker:They might buy for a gift they might buy for themselves.
Speaker:They really just want to look,
Speaker:Let me do this.
Speaker:I'll just role play with stuff.
Speaker:And do you know what you're looking for?
Speaker:Well, I'm not really sure.
Speaker:Just kind of looking around,
Speaker:well, if you really thought about it,
Speaker:like what type of gift do you think you'd actually be
Speaker:after? So just to rephrase,
Speaker:what if you really thought about it?
Speaker:What do you think you might be looking for?
Speaker:Are you looking for more,
Speaker:a shirt or more like key chains or what are you
Speaker:actually looking for?
Speaker:Just to see if we could even help you?
Speaker:Cause we might not be able to exactly that you just
Speaker:rephrase the question in a different way.
Speaker:Okay. Got it.
Speaker:I love these levels and it becomes so much clearer your
Speaker:Eero one,
Speaker:which was like the pushing the way old.
Speaker:Right. Then consultative selling,
Speaker:which is better,
Speaker:you know,
Speaker:for sure it's better.
Speaker:Yeah. It's better than the first way.
Speaker:Sure. Yeah.
Speaker:But then getting into more of the dialogue like that,
Speaker:it just honestly like,
Speaker:even if you look at life overall,
Speaker:like let's say you get an email and you respond to
Speaker:an email and someone responds back or social media,
Speaker:even, you know how we talk about all the actions in
Speaker:the direct messages,
Speaker:right? Even that individual attention and response,
Speaker:that's not Saleen,
Speaker:Yoda's not one of those.
Speaker:Auto-responders, that's just automatically selling already.
Speaker:You have more of an emotional connection with that brand.
Speaker:That person,
Speaker:whoever it is.
Speaker:I see it just throughout life working better.
Speaker:We're transferring it over to sales.
Speaker:Yeah. A hundred percent.
Speaker:It's human behavior.
Speaker:One-on-one. And before I forget,
Speaker:cause sometimes I forget when I get on a podcast,
Speaker:if your guests want more of those type of questions or
Speaker:what to do,
Speaker:if a customer says this or a customer throws out this
Speaker:objection, like if they wanted some resources on those types of
Speaker:questions to use in different scenarios,
Speaker:I think we gave you the website.
Speaker:They can go to,
Speaker:they can join our free Facebook group.
Speaker:That's probably the best it's.
Speaker:I always forget it.
Speaker:It's www dot sales,
Speaker:revolution dot groups.
Speaker:So sales revolution.group.
Speaker:And if they want to join to get some of those
Speaker:resources, right.
Speaker:When they join,
Speaker:there'll be like a two question survey that is like,
Speaker:what do you sell?
Speaker:What are your price points?
Speaker:It just helps track data for who's in our group,
Speaker:we have about,
Speaker:I think about 13,000
Speaker:people in there now,
Speaker:or somewhere in that range that are entrepreneurs and small business
Speaker:owners and sales professionals.
Speaker:And right when they join,
Speaker:have them check their DMS because somebody in my team will
Speaker:DM them a free resource,
Speaker:a free training called the BQ one-on-one mini course.
Speaker:And it will give them several different questions that they can
Speaker:use for different situations that they're in selling their products or
Speaker:services. We always give that away for free when somebody joins.
Speaker:So they're welcome to do that.
Speaker:If they want to learn those types of skills.
Speaker:Oh wonderful.
Speaker:The link to the group will definitely be in the show
Speaker:notes. So if you didn't catch it now,
Speaker:just jump over to the show notes and you'll be able
Speaker:to get in there.
Speaker:Jeremy, what else happens in the group when someone joins,
Speaker:what can they expect?
Speaker:Well, we do a lot of cool things in the group.
Speaker:We started that probably about nine months ago.
Speaker:So it's rapidly growing,
Speaker:but typically we go live in there about four times a
Speaker:week with different trainings,
Speaker:different Q and A's.
Speaker:We have geez,
Speaker:hundreds of different industries have different types of people that are
Speaker:in there.
Speaker:So we get a lot of different types of questions so
Speaker:they can get their questions answered about sales.
Speaker:Maybe they have a situation like you did like,
Speaker:Hey, what do I say?
Speaker:If the prospect comes into my clothing store and they say
Speaker:this, how do I respond to that?
Speaker:So every week we give out usually a,
Speaker:some type of training,
Speaker:you know like,
Speaker:Hey, if you ever got the,
Speaker:I want to think it over.
Speaker:Objection. Well,
Speaker:in today's group training that Jeremy did with his advanced inner
Speaker:circle clients,
Speaker:he went over exactly how to get the prospect overcome that
Speaker:here's a free 20 minute training.
Speaker:So we do a lot of stuff like that.
Speaker:And if they ever want to learn more advanced skills so
Speaker:they can sell more of their products and services,
Speaker:they just tag us or message us.
Speaker:And somebody on my team will get them with one of
Speaker:our team members and see if we can help them sell
Speaker:more. We've got a lot of different obviously training products and
Speaker:services for Denver to industries that we use to get big
Speaker:time results.
Speaker:For sure.
Speaker:We train a lot of people in your guys' space to
Speaker:actually Wonderful.
Speaker:Well, I think we all should go and take a look
Speaker:at that group,
Speaker:get the free information and the live trainings and questions,
Speaker:all of that and where that leads.
Speaker:I mean,
Speaker:I'm very curious about that.
Speaker:So that sounds like an amazing resource.
Speaker:I think another potentially really great resource for everybody is your
Speaker:podcast, Jeremy.
Speaker:Sure. Yeah.
Speaker:They can always listen to our podcast.
Speaker:Closers are losers.
Speaker:Everybody's like what?
Speaker:Closers or losers?
Speaker:No, I'm a Winner.
Speaker:I know you get the attention there.
Speaker:I'm a winter cozy.
Speaker:Right? Everybody's like we just slap them in the face.
Speaker:We don't even like to use the word closing that closing
Speaker:is so misunderstood.
Speaker:Like so many people are like,
Speaker:oh, okay,
Speaker:well what did you ask them to close them down?
Speaker:Well, I hate to tell you folks,
Speaker:people do not decide to buy at the very end,
Speaker:like one cheesy closing line.
Speaker:Do you want the red one or the blue one?
Speaker:Do you want to take delivery Tuesday at five or Wednesday
Speaker:at four.
Speaker:Okay. I hate that.
Speaker:Yeah. That's not where the sale is won or lost at
Speaker:with a closing technique.
Speaker:Okay. The sale is won or lost during the discovery part
Speaker:of your sales process,
Speaker:it's won or lost with your question ability that allows your
Speaker:prospects to view in their mind that it's far more risky
Speaker:for them to do nothing.
Speaker:Stay in the status,
Speaker:quo, their problems stay the same and nothing ever changes for
Speaker:them than it is for them to actually get the money
Speaker:together, purchase what you're offering,
Speaker:to solve their problems and get what they want,
Speaker:which is more risky.
Speaker:Okay. At the end of your conversation,
Speaker:instead of just saying like,
Speaker:well, Hey,
Speaker:you want to buy or you want the red one or
Speaker:the blue one?
Speaker:Or why don't you give it a try?
Speaker:Like some of these cheesy closing lines,
Speaker:you simply ask them what we call a commitment question.
Speaker:We don't like to use the word closing because we feel
Speaker:like it demeans people.
Speaker:Like you're just a number like I'm just closing,
Speaker:closing, closing,
Speaker:closing people like who wants to be closed.
Speaker:All right.
Speaker:But we want to ask commitment questions that get them to
Speaker:commit, to take the next steps,
Speaker:purchase what you're offering to solve their problems,
Speaker:to get what they want.
Speaker:So we can simply ask a commitment question after we go
Speaker:through everything,
Speaker:just say,
Speaker:do you feel like this could be the answer for you?
Speaker:And most people will be like,
Speaker:yeah, I do.
Speaker:Or they might say,
Speaker:yeah, but I don't have the money.
Speaker:Well, money aside.
Speaker:Why do you feel like it would though?
Speaker:See that's an Annie PQ probing question.
Speaker:And now they're going to tell me why they feel like
Speaker:it's what they're looking for.
Speaker:But more importantly,
Speaker:who are they going to tell that to themselves?
Speaker:They're telling it to themselves.
Speaker:And do you think that by asking those commitment questions and
Speaker:them responding more in a dialogue to your wording,
Speaker:so it's still more of a conversation.
Speaker:It's a skilled conversation.
Speaker:Okay. A skilled conversation.
Speaker:Do they then talk themselves into the sale?
Speaker:Is that what is happening By this point?
Speaker:Really closing is like 5% of the sale.
Speaker:The other 95% is done in the engagement part of that
Speaker:process where you're helping them find problems.
Speaker:They didn't have one thing we have to understand.
Speaker:I see so many entrepreneurs and salespeople are like,
Speaker:well, you know,
Speaker:we just have to sell to what they need.
Speaker:Well, I'm like,
Speaker:well, that's the problem.
Speaker:Most of your prospects don't know what they need.
Speaker:Like they don't know what they don't know when they first
Speaker:start talking to you.
Speaker:Let me give you an example.
Speaker:Like if I have a headache this morning and I'm like,
Speaker:you know,
Speaker:I need to go to my doctor.
Speaker:I need to get some medication because man,
Speaker:this migraine is just killing me.
Speaker:I need some headache medicine.
Speaker:Like that's what I need in my mind.
Speaker:But I go to the doctor and the doctor starts asking
Speaker:me a few questions and he's asking me about the symptoms
Speaker:and when they started and what it feels like and how
Speaker:it's affecting me.
Speaker:And then he realizes it might be more than just a
Speaker:migraine. And he's like,
Speaker:we possibly need to do a,
Speaker:what's a scan on your head,
Speaker:like a cat scan.
Speaker:I don't even know what that's called.
Speaker:Cat Scan or MRI or you know what?
Speaker:It depends.
Speaker:Yeah. Cats yet.
Speaker:I can't remember what it's called.
Speaker:Yeah. MRI,
Speaker:cat scan on your head.
Speaker:And they find after that cat scan that day that you
Speaker:have a brain tumor and oh,
Speaker:by the way that brain tumor is life-threatening and you've probably
Speaker:got about 30 days before you die.
Speaker:Okay? The hell with your budget of thinking,
Speaker:you only needed a hundred bucks to get some pain medication
Speaker:for your migraine.
Speaker:Let's say that surgery to remove the tumor is a hundred
Speaker:thousand the hell with your budget.
Speaker:You're going to move around money.
Speaker:You're going to go get alone.
Speaker:You're going to do whatever you can to solve that problem.
Speaker:But in the beginning,
Speaker:you didn't even know you have that problem.
Speaker:So you can never sell to the need of the prospect.
Speaker:You have to sell to what the real problems are.
Speaker:Now, most of your prospects,
Speaker:like I mentioned,
Speaker:don't understand.
Speaker:They even have a problem.
Speaker:When you first start talking to them or maybe they don't
Speaker:know how bad their problems really are,
Speaker:or maybe the consequences of what will happen if they don't
Speaker:do anything about solving their problems.
Speaker:Now, once you learn any BQ,
Speaker:once you learn the right questions,
Speaker:not only are you able to help them find one problem,
Speaker:but you can also help them find two or maybe three
Speaker:or four other problems they didn't even know they had.
Speaker:And when you're able to help them see the problems they
Speaker:have and where they are now compared to where they want
Speaker:to be,
Speaker:they will start to view you as the expert,
Speaker:the trusted authority,
Speaker:who's going to get them the results they want.
Speaker:And they will gladly pay way more money for what you
Speaker:sell than they would for any other product or service,
Speaker:because that's how they view you now see how that works.
Speaker:Yeah. And I'm thinking of our audience here because a lot
Speaker:of them will be saying,
Speaker:right this minute,
Speaker:I can hear their minds rolling around saying I sell pampering
Speaker:products. My lotions and oils don't solve a problem.
Speaker:Or the woman with the clothing shop,
Speaker:I sell clothes to make people feel pretty.
Speaker:Like they don't have a problem.
Speaker:Oh, you just saw no problem for them.
Speaker:That's ever made was meant to solve a problem.
Speaker:And I'll give you an example.
Speaker:Like we trained a very big exotic car dealerships.
Speaker:Okay. And they sell Lamborghinis and Royal Royce's and Aston Martins,
Speaker:their cheapest cars,
Speaker:like $300,000.
Speaker:Most of them are like half a million.
Speaker:And I remember when I first started telling the managers like,
Speaker:man, it's like,
Speaker:we don't really solve any problems with these cars.
Speaker:Like people are just rich.
Speaker:They just come in here and they just buy it or
Speaker:they don't buy it.
Speaker:I just got all the money.
Speaker:I'm like really interesting.
Speaker:Let me give you a scenario.
Speaker:And I just told him about myself.
Speaker:I said,
Speaker:you know,
Speaker:about five years ago,
Speaker:I went out and I spent $220,000
Speaker:on a Maserati.
Speaker:Do you know why I did that?
Speaker:He's like,
Speaker:no, because you're rich.
Speaker:You have a lot of money was like,
Speaker:no, no,
Speaker:no. It was because when I grew up as a kid,
Speaker:my dad lost his job.
Speaker:And we went from a middle-class family to a very poverty
Speaker:family. My mom had to go back into school.
Speaker:She was a waitress.
Speaker:We had five kids in the family.
Speaker:We literally went from middle-class to food stamps in about two
Speaker:months. And I remember my first practice going into baseball.
Speaker:I was like an 11 year old.
Speaker:I went in there and all my friends were making fun
Speaker:of me.
Speaker:Cause I didn't have the Nike cleats anymore.
Speaker:I was running the cheap void crates from Walmart because my
Speaker:family couldn't pay for them.
Speaker:And I remember what type of impact that had on me.
Speaker:Like I'm never going to be poor like this.
Speaker:Like I'm never going to be made fun of it.
Speaker:And that drove me where eventually I felt like I had
Speaker:to have this prestige and the status in my neighborhood that
Speaker:I lived in by buying that house that was huge.
Speaker:Or you know,
Speaker:the cars that I drove in that solved an emotional need
Speaker:for me,
Speaker:that's what you're solving.
Speaker:And he was like,
Speaker:whoa, I never thought about it that way.
Speaker:Yeah. So that clothing,
Speaker:that shirt solves what any emotional needs,
Speaker:because after all,
Speaker:if they just were wearing something to keep them warm,
Speaker:so they don't freeze,
Speaker:they could go buy some type of sweatshirt from Walmart,
Speaker:right. Or if you sell cars in the same thing,
Speaker:you could just go drive a cheap Honda to get to
Speaker:point a to point B.
Speaker:So you're sobbing with clothing and those types of things and
Speaker:emotional need is what you're solving.
Speaker:That's what women's clothing does it solves any emotional need shoes
Speaker:and emotional need.
Speaker:Right. Exactly.
Speaker:And the key there is emotional.
Speaker:And we've already talked about the fact that people buy from
Speaker:emotion, right?
Speaker:Not logic.
Speaker:Yeah. You're solving an emotional problem that that prospect has 100%.
Speaker:You have to understand that nice shirt in your clothing store
Speaker:solves any emotional that she has in her mind that makes
Speaker:her feel maybe more sophisticated.
Speaker:That makes her feel better about herself.
Speaker:That makes her feel that she can maybe attract a better
Speaker:boyfriend or something.
Speaker:You know,
Speaker:it just,
Speaker:whatever it is,
Speaker:right? Like it solves any emotional Nate.
Speaker:Right. So I suggest to everybody who's listening,
Speaker:like really think about your product and consider what the emotional
Speaker:fulfillment is that your product provides before you get in this
Speaker:situation where you're gonna need to talk to people about it.
Speaker:What are the different reasons why people are buying from you
Speaker:and what is it that your product solves from an emotional
Speaker:standpoint? Yeah.
Speaker:Like if you sell apple pies and let's say that a
Speaker:company is coming in,
Speaker:because they want to buy a bunch of apple pies for
Speaker:some type of convention,
Speaker:you're not just solving the emotional need for those people.
Speaker:You're solving like convenience.
Speaker:You're solving the PI's being on time.
Speaker:You're solving the pies being warm because last year they bought
Speaker:pies from somebody else and they recalled like,
Speaker:there's so many things that your questions can help discover that
Speaker:you wouldn't even have thought could be a problem for that
Speaker:prospect. Yep.
Speaker:Yep. Yep.
Speaker:Okay. Before we run out of time here,
Speaker:Jeremy, I have one final question for you.
Speaker:Ask away.
Speaker:How do You think,
Speaker:I mean,
Speaker:all of this that you have talked about is golden.
Speaker:I am so excited to listen to this again and go
Speaker:through and think about some of the things that you've said
Speaker:here for myself as well.
Speaker:But what do you see having changed over the course of
Speaker:these last couple of years?
Speaker:If anything,
Speaker:where are we at as buyers versus people who have products
Speaker:to offer today?
Speaker:And what advice do you have?
Speaker:I think the way that things have changed and it's been
Speaker:building up,
Speaker:it's been building up for decades.
Speaker:I think it's kind of hit it really hard with the
Speaker:financial crash in 2008.
Speaker:And then again with the pandemic,
Speaker:almost Jesus,
Speaker:like we've been in the pandemic for 55 years now.
Speaker:I think I'm Like,
Speaker:I know That you're number five.
Speaker:Like what's going on?
Speaker:You know,
Speaker:I'm like loss now I just tune everything out.
Speaker:So I think what's changed.
Speaker:And it's been changing.
Speaker:Is that your prospects,
Speaker:even if you sell very low ticket,
Speaker:even if you sell cakes,
Speaker:okay, your prospects are even more cautious and skeptical about making
Speaker:the wrong buying decisions and they have ever been before.
Speaker:And why is that?
Speaker:You know,
Speaker:one of our clients,
Speaker:his name's Brandon Cain,
Speaker:he's the author of hook.
Speaker:Point. How to stand out in a three second world.
Speaker:He's a big influencer that does all like Taylor Swift's social
Speaker:media, Rihanna,
Speaker:MTV, social media.
Speaker:So he's like this big dude in Hollywood.
Speaker:And he talks about that.
Speaker:There are over 3 billion content creators every day who are
Speaker:trying to take away your prospect's attention.
Speaker:Okay. If you think about it,
Speaker:even 13 year old girls on Tik TOK,
Speaker:you are now competing with,
Speaker:for their attention,
Speaker:right? Do you know how many content creators there were 20
Speaker:years ago?
Speaker:Less than 1 million.
Speaker:Now there's 3 billion.
Speaker:See, we live in the information age.
Speaker:We live with the power of the internet,
Speaker:social media,
Speaker:where your prospects are being sold to 24 hours a day,
Speaker:seven days a week,
Speaker:month after month,
Speaker:year after year.
Speaker:And when I say that at events,
Speaker:I'm like,
Speaker:oh no,
Speaker:that's not true.
Speaker:You're not being to all the time.
Speaker:Oh, really?
Speaker:Think about it.
Speaker:When you wake up in the morning,
Speaker:what's the first thing you do.
Speaker:You get on your phone.
Speaker:You scroll through your Facebook,
Speaker:you see ads trying to what?
Speaker:Sell you something.
Speaker:You walk into the kitchen,
Speaker:you're tired.
Speaker:You're pouring your coffee.
Speaker:You turn on the TV.
Speaker:What do you see?
Speaker:Commercials trying to sell you something.
Speaker:You get into the car to go to your office for
Speaker:work. You turn on the radio.
Speaker:What do you hear?
Speaker:Radio ads trying to sell you something.
Speaker:You drive down the road.
Speaker:You see billboards up to the site,
Speaker:trying to sell you something.
Speaker:You get on your lunch break.
Speaker:You start scrolling through social media.
Speaker:You're on Instagram.
Speaker:Now you see ads doing what,
Speaker:trying to sell you something.
Speaker:You get home at night,
Speaker:you see your aunt post about her latest,
Speaker:greatest MLM that she wants you to join.
Speaker:So you're constantly being sold to all of the time.
Speaker:And because of that,
Speaker:which is only getting more human beings have built up a
Speaker:wall of resistance.
Speaker:Anytime we feel that someone is trying to sell us something.
Speaker:So we had to start learning instead of being a product
Speaker:pusher, like you kind of introduced me as like,
Speaker:you don't want to be a product pusher.
Speaker:You have to learn how to become a problem finder and
Speaker:problem solver.
Speaker:And that means asking the right questions at the right time
Speaker:in the conversation that gets the prospect to see what their
Speaker:real problems are and not just what the real problems are,
Speaker:but the root cause of the problem and how the problems
Speaker:are actually affecting them.
Speaker:When you're able to do that,
Speaker:selling becomes boring.
Speaker:It becomes so easy.
Speaker:And that's what you want it to be.
Speaker:I'm nodding my head over here because that's exactly our life
Speaker:everywhere. You turn around,
Speaker:you're being sold to.
Speaker:And if you can break through all of that,
Speaker:be more of a friend and a consultant,
Speaker:still guiding the conversation,
Speaker:as you're saying,
Speaker:but letting them figure it out and walk their path with
Speaker:your kind of gentle guidance through,
Speaker:you're going to be so different from everybody else out there.
Speaker:And we want to be careful.
Speaker:And I know what you mean.
Speaker:I don't think you mean like just being a friend,
Speaker:like, Hey,
Speaker:come over to being a friend doesn't necessarily mean that you're
Speaker:going to make a lot of sales.
Speaker:You know,
Speaker:if you read Dale Carnegie's book,
Speaker:how to win friends and influence people.
Speaker:Great book.
Speaker:The problem is,
Speaker:is it was written in 1938 and the prospects and people
Speaker:are completely different than they were 80 years ago.
Speaker:Okay. People used to buy it from the local butcher store
Speaker:because they liked him.
Speaker:They used to buy from their aunt because they'd liked them.
Speaker:Okay. People don't buy in our day and age from people
Speaker:who they like,
Speaker:they buy from people and companies who they feel can get
Speaker:them the best result.
Speaker:Think about Amazon.
Speaker:You would probably much rather buy from your friend next door,
Speaker:who has a local shop who sells the same thing.
Speaker:But you're buying from Amazon because of why?
Speaker:Because they get you a better result,
Speaker:right? You would much rather buy from the butcher that lives
Speaker:in your neighborhood because you're friends with them.
Speaker:But you go to a bigger grocery store because they get
Speaker:you a better result.
Speaker:People buy from people who they feel can get them the
Speaker:best results.
Speaker:If they like you,
Speaker:that's just a bonus in our day and age,
Speaker:they don't buy from you just because they like you,
Speaker:they buy from you because they feel like you can get
Speaker:them the best results.
Speaker:But you have to ask the right questions that allow them
Speaker:to see that you can't tell them that.
Speaker:Cause it's going to go in one ear out the other.
Speaker:Yeah. Would you also say though,
Speaker:they'll buy based on their values because my son is a
Speaker:perfect example.
Speaker:He will buy something more expensive versus on Amazon because he
Speaker:does know the owner of the business and by the way,
Speaker:they're green and he's very concerned about the environment.
Speaker:So, but that also goes back to buying from emotion.
Speaker:Yeah. Because he feels like that person is going to get
Speaker:him a better result with maybe the green products.
Speaker:Then maybe what he could buy from Amazon.
Speaker:It's all about results to always buy based on results.
Speaker:If they like you,
Speaker:that is a bonus.
Speaker:That's it.
Speaker:Now, if they feel they have two companies that get them
Speaker:the exact same result and they also like you,
Speaker:then obviously that's a bonus,
Speaker:right? But people buy based on who they feel can get
Speaker:them the best result.
Speaker:They'll gladly pay you way more like you love grandma.
Speaker:You love her.
Speaker:And let's say you want to get into MLM or something.
Speaker:Right. You love grandma.
Speaker:And she wants you to join her downline or what do
Speaker:they call it?
Speaker:But you have somebody else who you met the other day.
Speaker:You don't even know,
Speaker:but they're the number one producer in the company.
Speaker:Well, who are you going to join?
Speaker:You're going to join the person.
Speaker:Who's going to get you the better result.
Speaker:Not grandma,
Speaker:even though you love grandma.
Speaker:You're probably not going to tell grandma you're doing it though.
Speaker:Exactly. Okay.
Speaker:All right.
Speaker:Final word for our listeners from you,
Speaker:Jeremy People always ask me like,
Speaker:if you could describe sales in one word,
Speaker:what would that word be?
Speaker:And I said,
Speaker:you know,
Speaker:I need to come up with a word.
Speaker:Cause when people ask me that,
Speaker:I think here's what it is.
Speaker:Sales is all about change.
Speaker:It's about one thing only.
Speaker:It's about change.
Speaker:It's about how good you are at getting the prospect to
Speaker:view and their mind that by changing their situation,
Speaker:that means buying what you sell is far less risky for
Speaker:them. And then doing nothing at all saying the status quo,
Speaker:their problems stay the same.
Speaker:Now here's what we have to understand about change.
Speaker:Sales is about change,
Speaker:but human beings don't like change.
Speaker:Let me repeat that.
Speaker:Okay. Cause everybody's like,
Speaker:what? Huh?
Speaker:Okay. Sales is all about change,
Speaker:but human beings don't like change even though they say they
Speaker:do. It makes us feel uncomfortable.
Speaker:Especially when it's initiated by some pushy sales person to pitch
Speaker:their takes within 30 seconds of meeting the prospect human behavior
Speaker:shows that we value something that is familiar.
Speaker:Even if we don't really like it that much over something
Speaker:that is maybe unknown to us or foreign to us,
Speaker:like think the battered spouse syndrome,
Speaker:right? They don't like the spouse.
Speaker:They keep getting beat up,
Speaker:but they keep going back.
Speaker:Cause that's what they know.
Speaker:Right? Human behavior shows that we value tradition and consistency.
Speaker:So you have to realize that you're not selling the thing
Speaker:you're selling the results of that thing.
Speaker:Okay. You're not selling the designer dress to the lady you're
Speaker:selling the results of what that dress is going to do
Speaker:for how it's going to make her feel.
Speaker:That's what you're selling.
Speaker:You're not selling the actual dress itself.
Speaker:You're selling the results of what it does for them.
Speaker:So that's what I would leave the final thought.
Speaker:And it changes them in a positive way that they're desiring,
Speaker:which is why the change is accepted.
Speaker:Yep. A hundred percent that's right.
Speaker:Golden information,
Speaker:Jeremy. So many new concepts for us to consider and think
Speaker:about. I appreciate you coming on sharing all of this with
Speaker:us today and absolutely you guys go over,
Speaker:check out the group,
Speaker:listened to the podcast because all of this is going to
Speaker:continue. You've just heard in what about 40 minutes?
Speaker:So much good content.
Speaker:Just imagine what's out there waiting for you,
Speaker:Maybe a few little orders to chew on,
Speaker:but yeah,
Speaker:the best,
Speaker:if you ever want to learn about us or get any
Speaker:resources, I just have them go to our free Facebook group,
Speaker:sales revolution,
Speaker:dog group.
Speaker:And right when they join,
Speaker:we'll tag them with a free resource of different questions they
Speaker:can ask and different sales scenarios that will help them for
Speaker:sure. So,
Speaker:so it was an honor to be on.
Speaker:I really appreciate you.
Speaker:Thank you so much.
Speaker:I love Jeremy's term hopium because I think that's what a
Speaker:lot of us do.
Speaker:Put up social posts,
Speaker:exhibit at shows or email our list with a promotion and
Speaker:then hope those efforts will bring in orders,
Speaker:being a problem solver versus a product pusher and doing it
Speaker:strategically is definitely a plan worth following on tap for next
Speaker:week. A look into something sweet and an interesting path that
Speaker:led my guest to what she's doing today.
Speaker:If you're currently working in a field or have a position
Speaker:that is less than fulfilling,
Speaker:you'll find this one really insightful as always.
Speaker:Thanks so much for spending time with me today.
Speaker:If you'd like to show support for the podcast,
Speaker:leaving a rating and review helps the show get seen by
Speaker:more makers.
Speaker:There are other ways to show support to visit my shop
Speaker:for a wide variety of gift biz paraphernalia like mugs,
Speaker:t-shirts water bottles and more featuring logos and quotes to inspire
Speaker:you throughout your day.
Speaker:Take a look at all the options at gift biz,
Speaker:unwrapped.com forward slash shop all proceeds,
Speaker:offset the costs of producing this show and now be safe
Speaker:and well.
Speaker:And I'll see you again next week on the gift biz
Speaker:unwrapped podcast.
Speaker:I want to make sure you're familiar with my free Facebook
Speaker:group called gift is free.
Speaker:It's a place where we all gather and our community to
Speaker:support each other.
Speaker:Got a really fun post in there.
Speaker:That's my favorite of the week.
Speaker:I have to say where I invite all of you to
Speaker:share what you're doing to show pictures of your product,
Speaker:to show what you're working on for the week to get
Speaker:reaction from other people and just for fun,
Speaker:because we all get to see the wonderful products that everybody
Speaker:in the community is making my favorite post every single week,
Speaker:without doubt.
Speaker:Wait, what aren't you part of the group already,
Speaker:if not make sure to jump over to Facebook and search
Speaker:for the group gift biz breeze don't delay.
