When you improve sales training, you improve your bottom line. But what kind of changes should you make, and what results can you expect? Host Evan Hackel sits down with Jeremy Miner, sales training expert and CEO of 7th Level, to explore these questions and more in this episode of the Training Unleashed podcast.
Jeremy asks, “Is training something that you did, or is it something that you do?”
Please take a moment to think about that question. Jeremy is telling us that if you want to sell more, you need to do sales training continually. Top athletes and sports teams don’t only train when they’re young or just starting out. They train every day. And if you want your organization to succeed, you need to do that too.
One Big Hidden Impediment to Selling More Today
Post-pandemic, your customers are more cautious and skeptical about making the wrong buying decisions. Your salespeople need to address that fear.
There is More Clutter to Cut Through than Ever Before
Checking email, for many people, is the first thing they do in the morning—even before they get out of bed or walk down the hall. When they drive to work, they hear ads on the radio and drive past billboards. And at the end of the day before they go to bed, they look at Facebook and other social platforms.
If you can’t find a way to cut through all that clutter and deliver your sales message, you are simply not going to sell more.
Sales Training Needs to Be Virtual
Jeremy points out that kids do not learn to ride bicycles by attending seminars. They learn to ride bikes by riding bikes! In a similar way, if sales professionals are selling virtually, then sales training needs to be virtual and based on real-world experiences of selling to people.
Jeremy told Evan, “If you want to continually hone your skills and actually learn how to apply them, you want to continually hone those skills in virtual sales training every single day.”
Why the First Few Seconds of a Sales Call Are Critically Important
Jeremy says that if a salesperson is only fixated on making a commission, that salesperson develops what he calls “salesperson’s breath,” which can be smelled 100 feet away. And when prospects are confronted with a salesperson who has entered that state, they immediately go into a fight or flight state and cannot be sold to.
Curiously, this can happen when salespeople become too excited about their products. Today, are we learning that if you don’t want to scare your prospects away, you need a calmer approach in which you come across as calmer and more unbiased.
Jeremy’s Tip to the Training Unleashed Audience
At the end of every episode of Training Unleashed, Evan asks his guest to offer one tip to members of the audience. Jeremy’s tip for us:
“Every time you are selling something, you are selling change. And you do that not by telling people anything, but by asking questions that allow them to tell themselves what that change will be. You need to show them that making that change is safer than staying in the status quo. If they stay in the status quo the problems stay the same.”
About Our Guest
Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest growing companies in the United States by INC magazine’s list of the top 5000 companies in 2021. He is also a contributor for INC magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur magazine, and a host of other publications.
“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.”
For Jeremy Miner, the embodiment of this philosophy has made him one of the
wealthiest sales professionals on the planet. During his 17 year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer, out of more than 100 million salespeople – selling anything, worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures, EVERY year.
Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology, reflective of his deep studies in the subject from Utah Valley University.
Jeremy is the host of the podcast, Closers are Losers, and his new book, The New Model of Selling: Selling to an Unsellable Generation – co-authored by Jerry Acuff – CEO of Delta Point, is being published Fall of 2022.