Lessons - The Voice Techniques That Close 93% More Deals | Jeremy Miner - Sales Training Expert

In this lessons episode, discover why traditional sales methods like BAND fail to uncover real buyer needs. Learn how reframing questions create deeper conversations, understand the role of tonality in building trust, and explore why connecting to human motivations shorten sales cycles and drives meaningful results. If you think about everyone you're selling to at the end of the day, they're all humans, they're all worried about keeping their job and pressing their boss, getting a bonus, getting a raise, getting a promotion, and anything they're buying from you in theory can accomplish that to some degree. So how do you tie back into what they care about? And also it's interesting. When I was in sales, we were kind of at a surface level knew that if you actually solved the person problems, they would champion you to solve the company problems. But to shorten the sales cycle, it was always about finding intent. So it was always about finding somebody that was already looking for your solution as opposed to going in cold. I've never heard of using like a human connection to shorten the sales cycle, which makes it makes a ton of sense when you think about it like that because we were always told just like if you focus on properly qualifying the leads. But you're laughing. Don't tell me that you're BAND. Yes. Oh God. So here's my problem because they try to teach me BAND when I got into B2B and I'm like, I guess so so many holes through that. I'm like, you're asking them what their budget is in the first five minutes of a conversation before they even know what the real problems are. How they know what their budget is for some things they don't even know what needs to be solved. Like you're you're really suggesting that these prospects understand what their real problems are when you first start talking to them. Unlikely nobody does. They might understand that they have like one problem and that's the problem with with with most sales training is they'll teach you like the prospect tells you a problem and then they start selling to that problem. But the thing is is I prospects don't don't know what they need, right? It's like it's like an analogy of you know you have this like crazy ass headache one morning, bad migraine and you're like, I need some medication. I have a headache and you go to the urgent care and they're like, you know, they don't ask any questions like here just go take this, right? How do you know that it's actually solving anything? But instead you go to a different doctor and she starts asking you some questions about the pain and where you feel the pain and and how long you felt the pain and what the pain is preventing you from being able to do. And suddenly her questions start to get you to internalize it. You might have a much bigger problem than the originally thought you had. The headache and then she suggests you might want to do a CAT scan and it comes back here but a tumor and it's terminal and you got two weeks to live. So see now you start to understand what your real problems are. Okay, but most sales people, I'll give you an example, there's one of our new clients that I went and did a workshop for them, a couple weeks ago in California. They're a big got precious metals dealer like gold and silver and their sales people like a prospect would would come in and most of their prospects are usually a little bit older, you know, 50, 60s, they're like Armageddon, you know, the skies, you know, they end the world is ending maybe it is those people. I know I need to protect everything with gold. And so their big thing is they would come in and they said, well, hey, what's causing you to look at precious metals? That was their first question and like, well, I want to hedge against inflation and then like, well, let me show you how we do that. So they give them a problem and they sell that problem. I'm like, well, what happens though if they go home that night and they turn on Fox News and Fox is like, inflation's going down, the new presidents doing a really good job, the new administrations getting everything down, well, now they're like, well, maybe I don't need gold because inflation's going down and then you lost the deal because you tried to sell to one problem, but I want to build a huge gap. I don't want to help them find just this one problem they think they have. I want to help them find two or three or four or five other problems they didn't realize they had. Now the gap's so big that even if they go in and turn on the TV and it says inflation's going down, there's five other reasons why they want to change. They're still buying. That's a difference. What would be the strategy for B2B or B2C to start to uncover those things outside of building true report, not like surface levels. It's not just how you it's how you frame the questions and it's how you ask them your tone. That's going to determine if you see doubt or not in the process because if I'm like what's some some surface level consultative questions. Can you tell me some of your challenges Mr. Prospect? Can you tell me two problems that keep you awake at night? Can you can you tell me some issues you're having? Your prospects know where those questions lead, right? Every especially in B2B, every company asks like the same generic surface level questions, right? And so that's why most of them give you vague generalized surface level answers back. So I just need to refrain that question and I might say so you've been with XYZ company the last four years. I mean what's causing you to feel like you might want to look at someone else? See rather than me saying what are your challenges? See how I refrained. I'm basically asked that same question but I refrained it a different way and the prospect doesn't recognize that pattern. See our brains as human beings we recognize patterns and so if you ask the same type of questions that most salespeople are asking them, they recognize the pattern and that's why they stay surface level. But with the way I frame that question and I would probably make it more specific depending on who I'm talking to what I'm selling. That's a generic version. So you've been with XYZ company the last five years. I mean they're fairly decent. I mean what's causing you to feel like you might want to look at something else? Well you know we like them but and now they start to tell me what they don't like because of how I frame that question. They're nice to the pattern. That makes sense. It makes it a ton of sense but you're also very purposeful with your tonality and your inflection and your pauses. So and in a real sales situation it's going to be a little bit different there. I'm kind of telling everybody what to do and exaggerating that but your tone is there to see doubt with what they have or don't have that triggers their nervous system to be like oh maybe we don't maybe we do have a problem with that but I can see that with my doubt. There's five types of tonalities you have to master. If you want to be top 1% in sales influence persuasion you get to master the curious tone. Let's say if I market agency. So walk me through. What do you guys do to generate new leads and clients now? That's a curious tone. There's a confused tone. Now why would I use a confused tone? I'm not saying you've got dementia confused. I don't know how this thing works but let's say if a prospect says something like oh gosh I'm feeling so much pressure with this XYZ problem pressure or oh how how do you mean by pressure? So I'm confused. Now what that does subconsciously is their brain immediately says to them oh he didn't understand what I meant by that. I need to explain that better and you see how they now they start to open up. Well what I mean by pressure is and that they start to tell you. See the the two biggest emotional drivers that causes a human being to want to change are pain and the fear of future pain. Pleasure is a distant third. Most people don't just change because they want something cool. It's pain of their current state or past history and then getting them to feel a fear that this pain is going to keep going or could happen in the future and that causes them to feel urgency to want to do something about it and change. That's how I could speed up my sales cycles right. Then you have like a challenging tone you know I'm not going to do that in the first part of the conversation because I don't have much trust or credibility but later on I can challenge them or something. What happens if this doesn't actually get solved? Okay that's generic and then I have a concerned tone and tone that shows empathy. What's really holding you back? What's really holding you back John you know if they're not moving forward and then have a playful tone right. Let's say if I sold life insurance and you know that's an industry where the male will be like oh I don't know I'll just you know I'll just let my wife you know she'll have to deal with that with her new husband that she marries you know and they kind of blow off like it's like an objection. So how am I going to get that prospect to lower their guard. I might lean in like well what's going on man she already looking to replace you what's going on over there man. Oh no she's not looking to replace me. Well I don't want you to sleep but on the couch tonight if she heard you say that and I was serious since though how many months would she be able to pay for the house without your income to the tone shift. Yeah so but you make a real tone and then I go into like that serious like I'm concerned for your tone because I am. Remember I'm doing it for them not to them but the playful tone that gets in the laugh I'm doing that for I'm doing that to disarm them because it releases dopamine in their brain it's a disar it just disarms them they their guard comes down right and remember I'm not doing that to them I'm doing it for them because if I can't get them to let their guard down they don't become open to what I'm offering and I'm the one that's there to solve their problems you know when I think about sort of your methodology you combine the behavioral with the very very tactical but if you look at other you mentioned Tony Robbins I know you've spoken about NLP before you're talking about tonality and pausing what other behavioral components or psychological components are valid and is there any validity in NLP or any of these other yeah for sure but what is a lot of that is used more for more stage selling but it's it's see a lot of people like they get this concept that if I say the words it should work but it's not necessarily how you say it's how you say the words the tonality so any pq is my methodology the N stands for neuro which stands for nervous system okay so if I if I triggered the prospects you know into fight or flight mode their nervous system is up their guard is up so the N stands for nervous system E emotional connection okay if I can't connect with them emotionally where they feel like I understand them more than their best friend you know I'm at a disadvantage so how do I do that okay it's it's the tonality it's my body language it's even my facial expressions because your facial expressions I always say they're remote control to your the same call to your tone try having a confused tone with the straight face you're really hard to do that right so you can't do that so even if I'm on the phone and they can't see me does my body language affect this yeah it does because if I'm just sitting there in the chair I'm standing up like motionless when I'm talking I'm gonna say I'm more like a monotone robot I always say monotone body language equals monotone tonality and so many salespeople do that especially they call call because they just set there it's like they sound like telemarketers you know the p stands for persuasion and the q stands for questioning so any methodology that has to do with the emotional connection the nervous system like NLP Tony Robbins teaches a lot about this I don't I can't remember his methodology what is called those type of things are going to influence the prospects and get them into an emotional state a bind state thanks for tuning in if you found this valuable don't forget to hit that subscribe button so you never miss an episode and if you want to dive deeper into this conversation check out the links in the description to watch the full episode see you in the next one