Jeremy Miner

When a prospect says, "We already have someone for that," what's your go-to response?

3 days ago | [YT] | 36

Jeremy Miner

My posts easily get lost here, so I’m dropping my last reminder about the “Talk Less, Sell More” Challenge that starts tomorrow (Tuesday at 6:00 p.m. ET).

Here’s a TL;DR:

What is it?
My Chief Revenue Officer, Anthony Vizzari, and I are running a five-day advanced sales training experience focused on how the top 1% of sales professionals talk less in calls and sell more.

What will I learn?
I’ll teach you how to ask the right questions at the right time and with the right tonality using NEPQ™, the five-stage sales framework that works with human behavior by getting prospects to pull themselves to the close instead of pushing them.

Does NEPQ work?
Some people think it sounds too good to be true, but we’ll let the results speak for themselves. One of our students used NEPQ to outperform his CEO, and more of our students are outperforming their old sales scripts. (You can see some results in the P.S. below.)

Will it work for my industry?
This works for B2C, B2B, D2D, cold-calling… Basically, if you sell to humans, it will work.

Who is this for?
Let’s start with who it’s NOT for. The “Talk Less, Sell More” Challenge isn’t for you if:

❌ You’ve seen the wins our students get and think that NEPQ will help you close 100% of your calls (That’s not realistic. Even as a top producer in 4 different industries during my 17-year sales career, at my peak, my closing rate was still only 64%.)
❌ You’re 100% happy with your current script and the results it’s getting you
❌ You enjoy playing the “numbers game” and working harder than you actually need (and want) to
❌ You don’t like getting respect and praise from a stranger (Students tell us that some of their prospects thank them at the end of calls.)

But if this is you:

✅ You’re serious about learning how to improve your close rates
✅ You want to learn about how you can sell more with an effective sales structure
✅ You’re focused more on the skills game (improving the quality of every sales conversation you have) so you can sell efficiently
✅ You enjoy having prospects thank you because you had a genuine conversation with them

…then this challenge can elevate your sales abilities and show you what it takes to transform your career.

When is it?
The challenge runs from Tuesday, July 23 (tomorrow) to Saturday, July 27 at 6:00 p.m. ET each day.

How do I register?

Go here to sign up for the “Talk Less, Sell More” Challenge: nepqchallenge.com/sell-more

Replays will be emailed to you if you’re registered.

—Jeremy

9 months ago | [YT] | 49

Jeremy Miner

Does NEPQ™ actually work compared to other sales methodologies?

Some people who hear about me are skeptical about NEPQ. They wonder, Does this actually work for me and what I sell?

Well, this student put NEPQ to the test against the old model of selling with the CEO of his company—and he ended up outperforming his CEO (check the photo in this post).

That’s nearly unheard of in sales.

Many people would argue that the CEO should’ve outsold his salesperson because he has higher status and more product knowledge, but when you’re equipped with the right sales skills, your prospects see the value in your offer and trust you enough to buy without much resistance.

I can’t guarantee that NEPQ will help you outperform your CEO or the top salesperson at your company, but what if prospects started opening up to you more? What if they gave you fewer objections?

How would that change your sales career?

Luckily for you, you can learn how NEPQ works in a digestible, step-by-step format in our upcoming “Talk Less, Sell More” Challenge on July 23–27 so you can start elevating your selling abilities and learn what it takes to outperform the other sales reps on your team.

It’s advanced sales training that can show you what it takes to transform your sales career.

Plus, it costs nothing to attend.

If you want to learn how to outperform your peers, head here to sign up: nepqchallenge.com/sell-more

✅ What: “Talk Less, Sell More” Challenge
✅ Who: Jeremy Miner & Anthony Vizzari
✅ When: July 23–27, 6:00 p.m. ET
✅ Where: LIVE online training (Sign up using the link above.)

If you want to learn how to:

✅ Improve your close rate
✅ Raise your status in your prospects’ minds
✅ Intercept and prevent objections before they even come up

…and do all of that by talking less, join the challenge.

—Jeremy

9 months ago | [YT] | 33

Jeremy Miner

You should never have to hear a prospect say, “I need to think about it.”

Because it’s NOT a real objection.

If someone says “I need to think about it,” it’s because you didn’t build a big enough gap in your prospect’s mind to make them feel the urgency to change their situation.

Next time somebody tells you that, say this:

“That’s not a problem. What’s your time frame for getting back to me in the next day or two just to see if I’m available?”

You book a specific time, and because they think you’re about to get off the phone, their guard goes down. Then you tell them this:

“Now before we go, what was it that you wanted to go over in your mind? That way I know what questions you might have when we talk on Thursday.”

Most prospects will tell you their real concern after this, and then you can help them overcome it.

I recommend copying and pasting this into your script so you don’t forget it. Feel free to use it as a last resort in case it comes up.

But I don’t want to just give you a band-aid for overcoming this concern…

You can learn how to prevent this from even coming up in the first place.

In my upcoming “Talk Less, Sell More” Challenge, I’ll show you how to build a bigger gap in your prospects’ minds by tapping into the five-stage NEPQ™ sales framework that top salespeople are using right now.

This framework shows you step-by-step the right questions to ask at the right time with the right tonality, and by the end of the challenge, you’ll walk away knowing how the top 1% sales professionals prevent objections in their conversations.

This doesn’t just work for “think about it” concerns. It also works for:

“It’s too expensive.”
“Let me talk to my spouse.”
“I need to pray about it.”
“I’m busy. Can you call me back?”

And any other concerns your prospects have.

If you want to learn the step-by-step process top salespeople use to prevent objections…

Head here to sign up: nepqchallenge.com/sell-more

See you there!

9 months ago | [YT] | 276

Jeremy Miner

Is selling about pushing and pressuring people?

Or is it about carefully listening to what people say and having a productive conversation with them?

The famous philosopher Socrates said:

“Nature has given us two ears, two eyes, and but one tongue.”

This quote could mean different things to different people, but here’s what I believe it means for sales professionals: If we want to be dangerously good at selling…

👉🏻We need to listen MORE and talk LESS. 👈🏻

Studies are proving this now: the top sales professionals actually talk LESS on their calls.

Gong Labs, an AI sales call analytics company, found that the worst-performing sales reps talk for a whopping 72% of the call.

And the top sales professionals? They only talk for a measly 36–46% of sales conversations.

Gong Labs didn’t review just a few calls—they reviewed one million sales calls.

Harvard Business Review also says that the best salespeople understand their customers’ needs by listening attentively.

Salesforce found that salespeople who listen more than they talk build better relationships with their prospects.

So it turns out the key to selling MORE is talking LESS.

It’s how I got ranked #45 out of 108 million salespeople selling anything worldwide by the Direct Selling Association, and it’s how many of the 563,000 students we’ve trained so far are outperforming their peers.

But unfortunately, traditional selling systems don’t teach you how to do this in a step-by-step system, so if you want to learn how you can talk LESS and sell MORE…

During our free 5-day “Talk Less, Sell More” Challenge on July 23–27, I’ll help you fix your script from start to finish.

Go here to sign up: nepqchallenge.com/sell-more

✅ What: “Talk Less, Sell More” Challenge
✅ Who: Jeremy Miner & Anthony Vizzari
✅ When: July 23–27, 6:00 p.m. ET
✅ Where: LIVE online training (Sign up using the link above.)

By the end of the challenge, you’re going to:

✅ Know how to take control of the conversation in the first 7–12 seconds without being pushy
✅ Get a sales structure responsible for helping thousands of sales professionals in almost every industry—many of whom have become high performers within their companies
✅ Know how to get prospects to close themselves on buying your product or service by tapping into a five-stage sales model that works with human behavior instead of against it

This 5-day challenge isn’t like the Zoom trainings you might have seen online. This is an immersive advanced sales training experience.

My team and I are running this similar to the keynote workshops I do for companies and corporations.

Here’s the link again to sign up: nepqchallenge.com/organic-tlsm

—Jeremy

9 months ago | [YT] | 78

Jeremy Miner

🔥 SPECIAL INVITATION – FREE 5-DAY CHALLENGE 🔥

For seasoned sales professionals who want to learn how to become dangerously good at selling more this summer.

We’ve officially opened registration for an advanced sales training experience. During our free 5-day “Talk Less, Sell More” Challenge on July 23–27, I’ll help you fix your script from start to finish.

If you want to learn how to:

✅ Improve your close rate
✅ Raise your status in your prospects’ minds
✅ Intercept and prevent objections before they even come up

…and do all of that by talking less, join the challenge.

This 5-day challenge isn’t like the Zoom trainings you might have seen online. This is an immersive advanced sales training experience.

My team and I are running this similar to the keynote workshops I do for companies and corporations. I’ll help you fix your script, teach you how to effectively use your tonality, and demonstrate it with live role-plays so you can model how top 1% producers sell.

By the end of the challenge, you’re going to:

✅ Know how to take control of the conversation in the first 7–12 seconds without being pushy
✅ Get a sales structure responsible for helping thousands of sales professionals in almost every industry—many of whom have become high performers within their companies
✅ Know how to get prospects to close themselves on buying your product or service by tapping into a five-stage sales model that works with human behavior instead of against it

Here’s a sneak peek into what I’ve got in store for you:

Day 1: 3 Steps to Quietly Become a Top 1% Sales Professional in Your Industry

Day 2: The C.D.D. Framework to Get Prospects to Overcome Their Own Objections

Day 3: How to Disarm Sales Resistance and Skepticism by Eliminating “Trigger Words”

Day 4: Experience the Battle-Tested NEPQ™ Sales Script in Action with LIVE Industry-Specific Role-Plays

Day 5: Copy and Paste the NEPQ Sales Script for Your Industry So You Can Start Closing Deals You’ve Been Leaving on the Table

🚨 Quick warning: I’ve designed this challenge for seasoned sales professionals who want more advanced training, so if you’re new to sales, this might overwhelm you a bit (but you’re still welcome to join).

And if you’ve been unsure of whether NEPQ will work for your situation…

This is the perfect opportunity to “sample” it and start learning it step-by-step so you can apply it to your industry.

But as always, it’s up to you.

It’s free to register.

Go here to sign up for the “Talk Less, Sell More” Challenge on July 23–27:

nepqchallenge.com/sell-more

✅ What: “Talk Less, Sell More” Challenge
✅ Who: Jeremy Miner & Anthony Vizzari
✅ When: July 23–27, 6:00 p.m. ET
✅ Where: LIVE online training (Sign up using the link above.)

See you there.

—Jeremy

P.S. The “Talk Less, Sell More” Challenge kicks off on Tuesday, July 23, and goes through Saturday, July 27, at 6:00 p.m. ET each day. You’ll also get replays emailed to you if you’re registered.

9 months ago | [YT] | 95

Jeremy Miner

Does the perfect script for what you sell exist?

Although we probably have clients selling the same thing as you with the help of a near-perfect script, I don’t believe a perfect sales script exists in any industry.

Because no matter how “perfect” it may seem, human beings have their own agenda. Think about it. How many of your sales convos actually go according to plan?

You say “X,” they say “Y”; you say “A,” they say “B.” You might plan for the perfect call in your mind, but this never actually happens, does it?

And trying to force it is like trying to push a square peg into a round hole, which causes prospects to throw up their guard to protect themselves from making a decision.

Now that doesn’t mean we ditch the script altogether. But instead of following it word for word, we focus on understanding what we’re trying to accomplish from each word in the script.

When we understand the desired outcome of each part of the script, we’re able to adapt on the fly to what the prospect is saying instead of being attached to specific questions.

This is why top 1% sales pros don’t need a script. They know what they’re looking for, and that allows them to flow with the conversation naturally while leading the prospect toward a purchasing decision.

And that’s why I believe there is no perfect script.

—Jeremy

10 months ago | [YT] | 86

Jeremy Miner

If I had to start my sales career all over again AND become a top 1% producer in ANY industry as fast as possible…

Here are the 4 things I would do:

Choose the right opportunity

If you want to achieve success in sales, you will need an opportunity where your income is not capped.

Why?

Because even if you’re the greatest salesperson on earth, you’ll never make a great living selling $50 phone plans.

Do the math – how many $50 commission deals would you need to close to get to your income goals?

Even if you just wanted to make $5,000 - that would take 100 deals a month.

That’s why our best clients come from industries with great commission structures. I’m talking about insurance, solar, real estate, and a ton more.

For me, every position I was in, I negotiated to be paid straight commission – even when the company offered me a high base.

I trusted in my skill, so I would rather take on more risk and remove the limit on how much I could earn.

Which brings me to the next point, your skill.

Acquire more advanced sales skills

I’m talking about your advanced questioning, tonality and body language skills.

These are important because prospects are more skeptical than ever before.


Why are they so skeptical?


Because everyone’s BOMBARDED with ads and sales pitches.

All. Day. Long.

This cold-caller here.

That billboard there.

The rep banging on the door during family dinner.

Everywhere they go, they’re being sold to.

So the second prospects feel like someone is trying to sell them, they give knee-jerk responses like:

“Not interested.”

“I’ll think it over.”

“Just send me the info.”

And these usually imply they don’t trust you have their best intentions at heart - even if you do.

That’s where advanced sales skills come into play.

Because when you don’t sound like the average salesperson they’ve spoken to…

How can they possibly put you in the same box as them?

They can’t - and that’s how advanced sales skills help separate you from everyone else.

That’s why even to this day, I’m always improving my sales skills and I suggest you do the same.

Anyway, let’s move onto #3.

Hang around TOP performers

I know you’ve probably heard this saying a gazillion times…

“You become like the 5 people you spend the most time with”

And in my personal experience, this is true.

Because the first 10 years of my sales career were spent in office spaces - so when most reps took their lunch breaks, they would hang out together.

And here’s where this gets interesting, during lunch, I’d hear most of them complaining about:

→ How bad the leads were
→ How they had so many objections
→ And if they just had better leads, they would sell more

And that’s okay, there’s nothing wrong with that.

But if you want to sell far more than you are now - much better to focus on solutions during your lunch break.

That’s why I would spend my lunch breaks with other ambitious sales professionals talking about:

→ Our sales conversations with prospects who didn’t buy and those who did.
→ The differences between the buyers and non-buyers.
→ And then we’d all stop doing what wasn’t working and focus more on what got our prospects to buy.

And do you know how we’d determine whether a new rep will excel with our team?

After they’d join the team… They’d suddenly start hanging out with us at lunch instead of complaining about the leads with the other reps.

And guess what? Their numbers started going up.

That’s why it’s so important to build yourself a social circle of high performers who work hard and will push you to get better every day.

Which brings me to the last point to wrap this up, your work ethic.

Work hard.

I think this one speaks for itself because who hasn’t been told you’ve gotta work hard to get what you want in life?

And although I believe sales is NOT a numbers game, you still gotta show up.

When others would take 1 hour for their lunch break, I would take 15 minutes.

When others would take breaks throughout the day, I would spend any “spare” time I had working my list of leads.

When others would work longer than me, I worked less than them but I stayed focused ALL day except for 15 minutes to eat - and my results spoke for me.

We can dial tons of leads, but without having quality conversations that come from using the right skills, we have nothing to show for it.

And without the right opportunity, all the grinding doesn’t bear much fruit for us.

Plus, if you work hard ALONE or without the right people around you, you’ll stay stuck and struggle to perform like the best do.

So these are the four most important things I’d do if I had to start my sales career all over again and become a top 1% producer in ANY industry as fast as possible.

I recommend starting with acquiring the right skills first because then you become unstoppable no matter what industry you sell in.

—Jeremy

11 months ago (edited) | [YT] | 244

Jeremy Miner

What made Jesus the best sales professional of all time?

(No, this is not an email about religion—I’m just a big history nerd, so I like thinking about these things.)

Jesus obviously wasn’t selling a product, but he was selling a belief, which hundreds of millions of people have accepted. That takes quite a bit of skill.

So how did he do it?

He didn’t do it by asking people if they saw the game on Sunday or how they’re doing today.

He didn’t do it by following some fancy-dancy outdated script.

And he didn’t do it by using the “best” objection handlers.

It comes down to this...

I’m not an expert, but when I read about him, I noticed he asked simple, thoughtful questions that led the listener to question their way of thinking—often, the very thinking that caused their problems in the first place.

He never pushed anything onto anyone.

He asked questions to lead people to the best outcomes for them—and it worked. They came to their own conclusions and solutions, and they trusted and followed Jesus.

After training 563,000 sales professionals in 161 different industries, including yours, we’ve found that asking simple, thoughtful questions works better than anything else for the modern buyer.

People are more skeptical in 2024 than ever before.

That’s why outdated scripts and sales pitches no longer work.

Think about it. Do you automatically trust what you’re told?

Of course you don't.

So do you really think your prospects are any different?

Instead of using old sales scripts and pitches that push the prospect, use questions that build trust and get the prospect to open up.

This free training on my YouTube channel breaks down these kinds of questions and how you can use them on your next sales call.

Check it out here: https://www.youtube.com/watch?v=bz505...

To your sales success,

-Jeremy

11 months ago (edited) | [YT] | 231

Jeremy Miner

Have you heard that to become a top 1% producer you need to “ABC”—Always Be Closing?


This is a sales myth.


If you want to make it in sales, grinding your way to the sale with outdated sales tactics isn’t the way. More often than not, it creates sales resistance.


I tried ABC for many years, but guess what?


When I threw the ABC method in the trash, I finally joined the ranks of the top 1% producers—not for just one month or even one year.


But 12 years straight.


Other reps asked how I did it.


“What do you do differently on calls?”


“Do you have a secret sales script?”


“How do you close so many deals?”


I do it with a process called “ABD”—Always Be Disarming.


The ABD process is all about asking questions that lower the prospect’s guard instead of resorting to the traditional pushy or pitch-based techniques that increase sales resistance.


When you do this, prospects start giving you their real problems.


They overcome their own objections, and they ask YOU how to get started.


If you want to see exactly what disarming prospects looks like and how you can use the ABD method in your industry, this free training I put up on YouTube is a great starting point.


Give it a watch here 👉 https://www.youtube.com/watch?v=vkzlR....


To your sales success,


—Jeremy

11 months ago | [YT] | 16