Podcast episode
Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
30 Minutes to President's Club27 Jan 202536 min
Description
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses. Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads. JEREMY'S PATH TO PRESIDENT'S CLUB: Founder @ 7th Level VP of Sales @ Pinnacle Security RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
Right. See, that's a question, right? See, I'm getting them immediately automating your awards program so you don't have to keep doing it manually, right? I'm getting them to do that in result if that's what I was selling, that would be an example of what we call an NEPQ connection question. Now throughout that conversation, I'm always asking questions that keep them into that “results-based thinking over price or cost.” If you're only focused on the money, money, money, all you're doing is seeding in their brain that maybe they can get it cheaper somewhere else and you get commoditized. And that's when they go around looking at all these other quotes and bids when you don't have to, if you knew how to get it to results-based thinking. Really good.
look at some of the comments. And they'll be like, some person, you sound like confused. You've got to be professional. And I'm like, that's why you're getting one out of 100 people you talk to the book. Because you sound so damn professional and scripted in that first 30 seconds. And your prospects are used to 20 other salespeople cold calling them every week that “sound exactly like you, scripted, that they're not even hearing your words, quite literally.” Let's say if I'm walking across the street, and I hear somebody yell, like a woman scream, instantly, you're like this. But your brain, the first thing it heard was the sound or the tone. But it didn't hear the words. That's why you react. Am I safe? You're reacting. You didn't