The Persuasion Secrets Of The Top 1% With Jeremy Miner

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Hi, my name is Igor Kheifets and this is the List Building Lifestyle, the only podcast
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Igor: Welcome back to another edition of the List Building Lifestyle with your
host Igor Kheifets. Being online for the last ten years I’ve studied under
virtually every coach, mentor, and guru. Every so-called expert that claimed they
can teach me how the market, how to sell, how to persuade. I’ve worked with them,
I signed up for their coaching programs, I’ve got their e-books, I got their
webinars courses, I even worked with them one-on-one. Trust me when I say that
there is virtually no one that you can tell me about that I haven’t either read
their book nor done any sort of work with, anyone who’s in the persuasion and
marketing space. And after doing so much work with so many experts I can tell you
with full on confidence and conviction that very few people can actually teach how
to market and how to sell, although many of them know how to do it, and I really
mean it. A lot of the top earners out there, they know how to convert, they know
how to convince you to buy something, they know how to get people to march down to
the order forms, fill out their credit card details and hit ‘submit’, but very few
know how to actually teach it and make it their skills to duplicable, especially
when it comes to beginners, which is why I’m extremely excited to be hosting
Jeremy Miner. The person who is unmatched in his ability to teach others how to
sell. His primary work is with sales people all across the globe. The last I
checked it was a couple 100,000 people that he coached how to sell better, how to
make more money selling. We’re talking about somebody who’s in the top 1% of the
top 1% of income earners in the sales profession, and in case you’re wondering how
is this even relevant to the business opportunity space, this guy actually is not
single-handedly responsible, but is partially responsible for coaching many of the
salespeople working for companies like MO and Digital Altitude, which of course
you’ve probably heard of and seen how much these companies grown in the last
couple of years. So without further ado, I’m excited to be hosting Jeremy Miner
from 7FigureSalesTraining.com.Jeremy, thank you so much for being here.

Jeremy: Igor, it’s a pleasure to be on your show and it’s nice, balmy, early, 8 in
the morning, raining like crazy cats and dogs here in the state of Missouri where
I live, but I appreciate the opportunity be on today with you.

Igor: Well trust me, the pleasure is all mine. I’ve heard so many great things
about you from many of my close friends, and I couldn’t miss the opportunity to
reach out and see what you got to say about the sales and marketing space in our
industry, because trust me when I say this man, so many people out there, they
want to make money and I see the passion. I see their desire, but nobody knows how
to sell, nobody know how to market, and that’s just really painful to watch for me
as a traffic provider, because many times I see people quit. I mean, they get a
traffic campaign or something, they don’t build that any funnels, they don’t
really position themselves and they end up just dropping out of this entire
industry and giving up on an amazing lifestyle. So once again, thank you so much,
and I would like to just dive right into the first question, which is basically
you’ve got rich experience teaching people how to sell, how to sell better, how to
sell more. And you’ve probably seen it all when it comes to stakes and
misconceptions. So my first question is, what would you say are some the most
common misconceptions when it comes to selling and marketing a business
opportunities online?

Jeremy: Probably for your listeners and your audience, they’re entrepreneurs, they
range from anywhere from college students, 18 years old, to middle aged people,
30’s, 40’s, all the way up into baby boomers, you know, 50’s, 60’s, 70’s, 80’s
sometimes that are just looking for retirement money. So the biggest misconception
that I always saw, being an income earner in that industry before I started my
sales training company, is a lot of people would come in and they thought, they’ve
actually thought if they could have a couple of email templates, if they could
have a sales funnel built for them that they could literally just push the go
button, send out some emails and people were just going to sign up left and right
and they were going to make all this money and retire rich. I would tell, you a
lot of companies, in a sense, they don’t necessarily say that, but that’s the
impression that their marketing materials give off. That hey, you do these couple
little things you’re just going to make all this money, yad-yada-yada. But as a
top income earner that came from that space, I realize I made close to three
million dollars a year from that space. I was ranked, I think the last year I was
in network marketing, it was 2014, I was ranked number 44 in the entire world
making, I think about 2.5 million a year on average as a top incomer every single
company in Network Marketing out of one hundred some million distributors in the
network marketing industry worldwide. Now, how much did I know about marketing?
Zero. Zero, zero, zero. I had no sales funnel, I had no email templates. The way I
built my business is, I literally would call leads, generic leads that I bought
from generic lead providers and I think I kept a couple ads on Craigslist, I think
I had a couple ads up on Google, that was it. The reason why I had so much success
is because I knew how to influence and persuade. I have the communication skills
necessary to be a top income earner in our time. I’m not talking about selling
boiler room, selling like 1980’s and 1990’s. Those type of manipulative, pushy
sales tactics do not work in our time. If you try them, you’re going to get
crushed especially in this industry. I think one of the biggest, I’m going out on
a rant here, I think one of the biggest misconceptions is a lot of people come in
they think they can have a couple emails and auto-responder and a sales funnel and
click the “go” button and they’re just going to get filthy stinking rich. And
until we learn how to persuade and influence, we have to know how to market,
persuade and influence if you want to get big results in this field, for sure.

Igor: Yeah, I agree with you wholeheartedly. I mean the mush cookie mentality of
just “tell me where to click” or “tell me what to buy the traffic” or “tell me
which emails I got to use to make sales happen”, is that almost never works. In
fact, I used to have the same mentality myself. I used to steal emails from
everybody, starting with now Frank Kern all the way up to Dan Kennedy sometimes.
I would just copy and paste the emails. It would never work me because I was
stealing the content, not the principle. You know what I mean? Nobody really
thinks of the principle. So my second question. So you’re saying that the number
one misconception is this mush cookie approach. It is the approach that says “I
just need to click a few buttons and it will happen.” So we understand now that
that’s not the case. So what is then the right approach to sell me a market?

Jeremy: The first approach, as far as marketing as you’re going to have to learn
how to write effective emails, and not just copy the templates of the company
you’re with. Because if you just copy the templates of the company or with and
send them out, realize there’s probably ten to twenty to thirty other thousand
people in your company using the exact same emails that you’re sending out, using
the exact same sales funnel. So you look the same. You look the same, you feel the
same. Your conversions are going to be horrible. So when you write your emails,
you have to know how to write them where they don’t sound so hype-ish and salesy,
manipulative and aggressive and pushy because that is what the consumer has seen
for the last 10-15 years in internet marketing. And when they see that, it does
what? It automatically causes sales resistance. Automatically but they put the
guard up, they look at you as just another one of those pyramid schemes, or one of
those internet scams that’s out to take their money, because they’ve had those
experiences before. They see the same type of hype-ish written emails every single
day that show up in their inbox and spam folder. So you have to learn how to write
effective copy and focus on their problems that they’re having, rather than your
solution. The number one reason why marketers, and I’ll get into sales people in a
second. The number one reason why marketers have low conversion is because they
jump in with their solution far too early in that conversation before ever
establishing that person’s problems, what those person’s problems are, what’s
caused those problems, and more importantly, what those problems are doing, how
it’s affecting them emotionally. With your audience, what are the biggest problems
that a network marketing business solves for people? People’s problems in our
society are really the two biggest, one is they want to make more money and they
want to have more time for them, to be able to follow their dreams, do whatever
they want, spend more time with their family. And network marketing business model
has those solutions that can actually solve those problems. So that’s one of the
biggest things. Now as far as persuasion, a lot of people still communicate like
it’s 1985. I hate to say this, but if you’re still using what we would call the
“old model of selling” where you’re focused on you and your agenda of just trying
to make the sale rather than focusing on them and what they’re looking for and
really why they’re looking to change their situation, you are automatically going
to get sales resistance, they’re going to throw out objections, and they’re going
to reject what you’re offering. So you have to learn how to communicate with what
we called the “post trust era”. Trust is dead in 2017, I will tell you that. You
have to learn very skilled questions to ask, not just logical based questions, but
emotional based questions that bring out that individual’s emotion where they’re
tied into what you can possibly help them with. I could go on for hours of
training with what the skill questions are, but you really have to learn how to
sell in what we call the new economy today. If you’re still selling like
salespeople did 10, 15, 20, 30 years ago, you’re going to really struggle in your
business, 100%.

Igor: Well let me tell you, you mentioned quite a few amazing things that we
should kind of go over a little, you know, just to make sure that they sink in
because the one thing I find is that even if I ask a client to read a book or
something, I say, “This book is really, really good and you have to learn the
basics that it teaches you about marketing before we can succeed in this
industry.” Like they did 20 sales and marketing, then they read the book and then
I ask them, “Okay, so what’s your takeaway from the book?” and a lot of times what
I get is just silence because there is no takeaways. They don’t remember. So I
just want to go over a couple things you mentioned. First off, first the biggest
thing you mentioned, the most mind boggling thing that really well, and I realized
this about four years ago I actually doubled my business, that is in the new
economy, like you said, today in the new economy there is no trust. You’re so
fricking right, man. We are operating in a highly untrustworthy marketplace right
now and the consumer is so skeptical that we have to work extra hard to earn their
trust. So that’s one thing. Just realizing just makes you wonder, “Okay, so maybe
I should not start with my solution. Maybe they should tone down my hype little
bit, just to make it a little bit more believable.” So that’s one thing. The
second thing you mention is that the reason why you need to learn to write emails
is because for the most part this carbon copy email toolkit you’re getting is very
high beat, it is very sales and very manipulative because it always focuses on the
solution, on the “make gazillion dollars very, very quickly” so on and so forth.
I can tell you from experience it is very difficult to go from the mindset of
hyped up email writing to toning down your claims to literally forcing yourself to
turn down your claims, but I can attest to the fact that it is highly effective.
Toning down your hype, it will get you more sales than hyping the crap out of your
offers. So the other thing you mention, which I think is really powerful, is the
art of asking questions. Okay? Now what I would like to do, if you don’t mind,
going deeper into the art of asking the right questions.

Jeremy: Sure. What would you like to know?

Igor: Well, what I was thinking about is you said you have to ask the questions
that elicit emotion.

Jeremy: Right.

Igor: Not just a logical question, but the question that elicits emotions. So what
kind of emotions are we going for?

Jeremy: Well let me give you an example, let me kind of give you an overview of
what I’m talking about. So I’m a behavioral science expert, that’s what I went to
university for, that’s what I have studied my whole life. Granted, I’m not that
old yet, I’m getting up there, but my whole life I have studied behavioral
science. And in behavioral science, they have proven that there are three main
modes of communication. If you’re listening to this, my suggestion, possibly write
down what I’m about to give you, because these are very important, they can be
life changing for you if you start to really understand and learn what I’m about
to show you here. So three main forms of communication. I want you to ask yourself
which one of these three are you. Number one, so the number one way to
communicate, which is taught by most sales trainers, most network marketing
companies teach this way. According to behavioral scientists we are the least
persuasive, the least persuasive when we tell people things or attempt to dominate
them or push them into doing something we want them to do. Such as presenting,
telling your story, which every network marketing company tells you to do, been
proven to be the least persuasive, giving a sales pitch, teaching, putting sales
pressure on them and assuming the sale. According to behavioral science, it is the
least persuasive way to sell. Number two, we’re more persuasive when we interact
and discover from each other. That’s like a discussion or debate. But number
three, we’re the most persuasive when we allow others to persuade themselves. Let
me repeat that. We’re the most persuasive according to behavioral science when we
allow others to persuade themselves. That’s called dialogue. So you’ve got to ask
yourself which way have you been taught? Which way are you still what using,
trying to get it to work? Okay? I will tell you, out of the 200,000 sales people
that have already, that have gone through some of my sales training courses over
the last year, 99.9% are taught the first way. And I know what I was when I first
got into selling back in 2000, 17 years ago. So the training that you keep
learning by your company has actually been proved by behavioral science to be the
least persuasive, and this never made any sense to me. When I was going to
college, in your study behavioral science, and at the same time I got my first
sales job, and they were teaching me traditional selling skills or what we call
old model stuff, it was a conflict because behavioral science, the experts were
telling me everything that I researched for were telling me. That way of selling
that I was learning from my company went against every single thing I was learning
about how to build effective relationships. So traditional selling. Telling your
story, trying to have posture with your prospects and acting tough, trying to
persuade to your presentations and telling your prospects that they should do
business with you because your company’s the best at this or best at that, and the
corporate office is awesome and the owners are great and the compensation is
blessed and it’s the ground for opportunity and it’s a billion dollar company and
blah-blah-blah, which by the way every single sales person says about their
companies, just so you know, has been proven the least persuasive way to sell. So
the question is, if it’s the least persuasive way to sell, then why on earth do
you keep selling that way, hoping that somehow magically it’s just going to work?
You keep selling that way because that’s the way you are taught. So according to
behavioral science, we’re actually the most persuasive, like I mentioned, when we
allow others to persuade themselves. That’s dialogue, and what is dialogue? You
know, textbook definition? It is an open form of communication that allows you to
receive the answers you need from skilled questions you’re asking to go deeper in
that conversation, to find out the core of that prospect, what their problems are,
if any. Like I said, what’s caused those problems and how it’s affecting them and
whether or not you can actually help them. So the stress, the anxiety, the
frustration you might be experiencing now is completely eliminated from your sales
process. It’s a very natural process because your prospect doesn’t feel any sales
pressure from you. Makes sense, Igor?

Igor: Yeah, absolutely. So what you’re saying, at least that’s what I’m hearing,
the way I’m interpreting this, is we’re shifting the spotlight from being the
salesperson that’s under pressure to close the sale, to putting that spotlight on
the prospect and just asking questions to find out whether or not this is a good
fit?

Jeremy: Yeah, let me give you an example, that’s kind of a core, but it’s a lot
deeper than that. I mean that’s kind of an overview, but you really have to
understand. When I say skilled questioning I don’t mean like talking about the
weather or what they like, or talking about the football game the night before. I
mean like really deep, emotional skilled questions. Let me give you an example for
network marketing. Let’s say that you’re driving in a car and you’re with one of
your friends, and there’s a common circumstance that happens a lot with network
markers, and your friend says, “Gosh I just cannot stand my job, they’re cutting
my pay. I’m just tired of driving back and forth. Gosh, I’m not spending enough
time with my kids.” So let’s say that your friend says that to you. You’re driving
in the car with them. What does a typical network marketer say? “Oh my gosh, wow,
I’ve got this great opportunity that I just started yesterday, you should get on
the call with my upline because this guy’s making one $100,000 a month, and in
fact there’s a webinar sire that you can listen to, and it’s so awesome. We’ve got
the best compensation plan in this industry. There are people making tens of
thousands of dollars a month, and I think this would work really, really well for
you.” Then your friend turns around and says, “Oh gosh, I’m not interested. We
don’t have the money for that.” Right? Now, that person did what? Focused on their
solution way too early in a conversation instead of finding out what that person’s
problem is and expanding on it. So instead when the friend says that, you might
want to say now, “Okay now, James, what do you mean you’re having these issues at
work? How long has that actually been going on? Okay, it’s been going on for five
years? And tell me again, I know that you’ve talked to me a little bit about this.
I know that you’re a registered nurse. What got you involved in that field in the
first place?” “Because of this and because of that because of this.” “So do you, I
mean, besides what you said, do you like what you’re doing for a living?” Now,
that would be considered what we would call a problem awareness question within
our training program. Problem awareness questions focuses on what the problems
are. That person is going to say, “Yes, I do like it.” or whatever there are
they’re going to say, “No, I don’t really like it.” or they’re going to, “Oh well,
I’m not quite sure.” So instead of focusing on that solution, we’re starting to
focus a little bit more about what their problems were and having them expand on
it. We want to say, “Okay, so it’s been going on for five years, not being there
for your kids like you mentioned, has that had an impact on you and your family?”
“Oh my gosh, you have no idea.” “In what way is it, though?” So you’re starting to
ask questions that are bringing out their emotions and their feelings, and five,
six, seven minutes later after a few more skill questions, you can say, “You know,
I recently came across something. I’m not quite sure if it could even help you
yet, but if you’re interested I came across something that might possibly work for
you, if those are some things you’re looking for, and if it’s appropriate, I could
go through some of the details if you’d like.” “Yeah, what is it?” See, it’s a
completely different conversation at that point. Got it?

Igor: You know what I noticed, is besides of course the problem focused
questioning, besides being genuinely interested in this person’s, life even if
it’s not your close friends, what I noticed that your tonality changed too, and it
almost goes this place where it’s really not intrusive.

Jeremy: Sure. Well, it’s about tonality too. It’s not just the questions you’re
asking, but it’s how you’re asking them, it’s your verbal possibility to show them
that you’re listening, it’s how natural you sound, there’s a whole lot of that
that goes in that. It’s not just answer to the questions, but it’s really your
tonality and how you’re actually asking those questions. You’re toning down your
enthusiasm. I will tell you, one of the number one reasons why salespeople get
rejected in objections is because they’ve bought into this massive, massive sales
mess that you have to be excited about what you sell to your prospects, and if
they see your excitement, then my gosh, somehow there just going to be excited as
well and just buy from you. That is one of the biggest lies, one of the biggest
sales myths that these old sales gurus that learned how to sell back in the 1960
and 1970 are still teaching today. Okay? Like I mentioned earlier, in the new
economy we live in today, your potential customers actually do quite the opposite
to excited sales people. Okay? Why is that? Because they’re used to every single
sales person they ever met or talked to having a big smile on their face, eagerly
waiting to pitch and sell them their product or service. So what has happened? The
potential customers, consumers today have built up what? They’ve built up
defensive walls to protect themselves from overly enthusiastic sales people.
Right? So when they fill your outward enthusiasm from you, they’re going to do one
of two things. Number one, they’re either going to withdraw from you because
you’ve overwhelmed them and they disappear from you. They don’t return your phone
calls, they don’t return your emails or your texts, they go into the twilight
zone. So that’ll be the first thing how some people react to excited sales people.
Or number two, they get defensive, they throw out objections, and they flat out
reject what you are offering. So what’s a solution to that? You’re going to switch
your enthusiasm inward and be excited about what you sell, but you’re going to
keep it to yourself. Okay? You don’t have it on the outside; you’re going to be
calm and relaxed, communicating with your prospects. You’re going to have a
conversation like a family friend or a neighbor, and you’re going to notice like
you just said how your prospects will start to open up to you and treat you like
an authority figure, an advisor rather than a dreaded sales person who’s just
there trying to stab his or her solution down their throat. It’s a completely
different reaction that your prospect will give to you once you learn that skill.

Igor: Alright. Thank you very much, Jeremy. There’s one more question I wanted to
ask you. Now, I know you’ve got a sales challenge going on. Can you tell us a
little bit more about that?

Jeremy: Yeah, so in my company we have something called the “21 Day Sales
Challenge”. The 21 Day Sales Challenge is a basic introduction to the new model of
selling. Okay? And what it does, is it raises awareness on how selling has
changed. What caused that, when did that shift occur, how does that affect you as
a communicator? Okay? And then in the 21 Day Sales Challenge, how selling is
changed, how the consumer’s changed, and I also give a few tips and pointers. Now,
I let people go through that at no cost. You can give them a website if you want
to. I think it’s yeah, 7FigureSalesTraining.com, so it’s number
7FigureSalesTraining.com/sales-challenge. You can give that to your audience if
you’d like, and we even have something that we’re allowing sales people to do.
They can actually be personally mentored and trained by one of my certified level
one coaches, and my level one coaches will actually train that member through the
21 Day Sales Challenge. I think that you typically charge, I think it’s $177 for
that, but we’re letting people go through that now for the next few weeks for
about $7. I think everybody in the company thinks I’m crazy for it, but they can
even enroll there, go see an offer there right when they opt in, where they can
get one of my certified trainers for just $7 seven bucks that will take them
through the 21 Day Sales Challenge and teach them those skills if they wish as
well.

Igor: Wait. So you’re saying that if I’m somebody who wants to sell more, if I’m
somebody who is familiar with selling, for instance I want to increase my sales,
you can actually show me how to do that for just $7?

Jeremy: Just $7. Everybody in my company thinks I’m crazy, but we’re letting
people do that for the few weeks.

Igor: You are crazy! You are crazy, my friend. [laughter] Guys, you should go to
7FigureSalesTraining.com, that’s number 7.
7FigureSalesTraining.com/sales-challenge, and there is a link in the show
transcript on our website at ListBuildingLifestyleShow.com, just in case you’re
listening on iTunes or your phone or something like that. Go to
ListBuildingLifestyleShow.com, and just click on the transcript button, you’ll see
the link towards the bottom of the screen. Jeremy, thank you so very much for
sharing these insights with us. I’m really excited because, I mean I love doing
that, selling, especially with somebody who really walks the talk, so truly
grateful for you taking the time to sit down and chat with us.

Jeremy: Yeah Igor, it’s pleasure being on your show, and hope I didn’t bore
everybody to death, your audience, and appreciate the opportunity to be on here
with you today.

Igor: Thank you very much man, thank you. So until the next time we chat, have a
good one.

Thanks for listening to The List Building Lifestyle Show, make sure to subscribe on iTunes
or Google. Play to never miss an episode because who knows just one conversion tactic
we share on the show might double your list and double your business. Download the
transcript of today’s episode and all future episodes at listbuilderslifestyleshow.com and
don’t forget to claim your complimentary copy of “The Wealthy List Builder’s Survival
Guide” at listbuildinglifestyleshow.com/survival . This is Igor Kheifets until next time we talk, have a good one.

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