Jeremy Miner | How to Create Urgency in Your Prospects

In this episode of the Centricity podcast, our host Will Riley meets with Jeremy Miner, author of The New Model of Selling: Selling to an Unsellable Generation. They discuss meeting new challenges as a seller

It’s Time For Sellers to Adapt

• More than ever before, consumers have access to plenty of information about all of the products people are trying to sell to them. They no longer need a salesperson to be their consultant.

• It’s good to learn about foundational elements of sales from older books, but they focus on “transactional selling,” which is less and less relevant.

• Prospects are used to being sold to. When they hear “salesy” talk, they shut down - sellers need to build actual trust with prospects through tonality and asking the right questions.

Moving Beyond Logic

• When a seller seems aggressive or desperate, prospects shut down. Using different tones and facial expressions, you can open them up.

• Prospects are predisposed to say “no” when you start selling to them. Ask them questions like, “Are you opposed to discussing this further?” Make the ‘no’ work for you!

• Stay away from surface-level questions if you are interested in deeper answers. 

Resources

SalesRevolution.pro

To dig deeper into these topics and many more, pick up a copy of The New Model of Selling: Selling to an Unsellable Generation by Jeremy Miner and Jerry Acuff on BarnesandNoble.com.