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TRANSCRIPT:

*this transcript was mostly generated by AI, please excuse any mistakes

Amanda: [00:00:00] Amanda Holmes here, CEO Chet Homes International, and the Daily Dose of the Ultimate Sales Machine. Over this next series is going to come at you live. I am on my book tour for the new edition, so I’m here in Orlando, so you’ll hear a bit of extra noise in the background. Know that it’s just the buzz of people getting together post Covid.

Enjoy.

 Jeremy, can you share just a moment of why everybody should hear the brilliance that you’re about to give What makes

you the expert? 

Jeremy: I’m the chairman and founder, but organization called Seventh Level. And we’re a company that trains from Fortune 500 companies down to smb, down to individual sales people who sell anything. Few little things, and I don’t really care about this, I’m the contributor for magazine in last year, the last two years around have ranked us the number one fastest growing sales training company, United States.

That’s not us saying that. Like we have to prove it by financials. I hate when people are like, Oh, I’m

number one fastest

growing. I’m like, Pretty to

mom, or who,

I don’t know. So I just, I get, I. With people. Anyways, so we love sales, all thing, sales and

persuasion influence. So I had a [00:01:00] 17 year sales career what is it called, the DSA or whatever ranked me the number 45 top earning

sales per any industry on planet earth.

Highest paid over that 17 year period, but anyways that’s my background

Amanda: He’s about to launch a book and I noticed that there’s a concept that we both talk about. What’s the title 

Jeremy: of your book for

or so? So the book that I’ve thought there for, Income is called the new model of selling, Selling to an unsellable generation. 

Amanda: So in a

New addition of Ultimate Sales Machine. We talk about how 97% of prospects don’t wanna be sold to anymore. So I have a feeling that kind of ties into what you are talking about.

Can you share?

Jeremy: Yeah, and I think that’s always been the case, but I think that, you can’t really get away with that really much anymore. Because of the power of social media, Internet, right? Especially your prospects know they have any choice to choose the exact same product or service that you sell, right?

Because of that newfound power. Cause 20 plus years ago, that wasn’t necessarily the case. What was the bridge between like the, say the company and the consumer? [00:02:00] It was you, the salesperson, right? So consumers expected to be educated by the salesperson, right? But now cause of, like I said, power of the internet, social media, they know they have many choices.

So they’re not gonna be pressured or pushed by some pushy sales person that’s trying to push them over the edge because of that power.

Amanda: So we talk about how Amazon is the death star to the

traditional commission based salesperson. That’s also in the book Okay. Interesting.

if a sales rep who’s been around for quite some time is trying to find a way to adjust into this new marketplace, can you give a helpful hint on how they’d be able 

Jeremy: to do that?

I think there’s, let’s do this. There’s my background’s behavioral science, human psychology, and according to behavioral science, there’s three forms of communication. So whoever’s watching this, unless you’re. I’d suggest writing this down because once you understand really the differences of where you are right now and your sales ability, even if you’re doing good compared to where you could be, it’ll completely change everything for you.

So

the first mode of selling

is really called era [00:03:00] one type of selling. I won’t get the scientific term, but I if I said, What’s the first image that comes to your mind when I say, Boy, the room selling, What would you say, What’s the first image that comes to your minder

Amanda: The room 

Jeremy: with

everybody.

You think like book on Wall Street, like one of those movies

Gecko or

whatever, like Hey,

got a great

opportunity for you. And then we push and we pressure and manipulate them and tell them why they should go with us and we talk down about our competitors, right? So it’s just if you told your, you say you’re married, told your spouse Hey, I really need you to do something.

And then you

pushing and pushing

them. What is your spouse going? They push back. It’s just human behavior one on one, just the way our brains are wired. So I’ll give you a couple of examples of the least persuasive way to sell. Precisely way to sell it underneath the first era, which I would call er, I’m selling, would be number one, presenting.

We’re all taught, you have to

great

presentation, 60 to 90 minute slide decks. We show ’em, here’s the corporate office, here’s our JD Power and Associates Awards for customer service. We have the best quality this, we have the best. That,

which, by the

way, doesn’t [00:04:00] every single sales person and companies say they have the best, right?

How many sales people have ever tried to sell you something and said, Oh, Amanda, we’re the fifth. Best of market. Nobody.

They all say

they’re the best. So as a human being, when you hear that over and over in advertisements from companies over and over for salespeople, sound you anything, When salespeople say some of the same lingo that you’ve heard in the past, your brain instantly goes into fight or flight boat, right?

And you start to emotionally shut down, right? And the walls come up and you stay surface level. And then at the end of that conversation, I want to think it over. We need to do more research. We need to keep looking around. Call, we gotta compare

prices with. A vendor will call you back in a week, a month, a year later, and you never hear back from them, right?

So presenting, so according to the science it’s not actually very persuasive if your presentation is more than 10% of your entire sales process, 10%. Now, the problem is that the average sales person presents about half above the time. Doesn’t matter if they’re selling [00:05:00] B2C or B2B is just kinda stats, right?

So also you’re least

persuasive when you are, let’s say, telling your story. I hate to tell you this, Nobody cares about your story. When you’re selling one to one, who store do they mainly care about? Here’s Yeah. What about assuming

the sale? We’ve all taught especially here, the bdc, like you gotta assume the sale.

Like which name do you want the contract to be in? Coordinate

very low on the

persuasion. That’s where I think the term selling is a number getting platform because most sales people have been trained to make it a numbers game because they’re triggering so much fight or flight mode in their prospect.

So that’s a first mode. There’s some other stuff to that. Given a sales pitch, you got have. Shark Tank. Yes.

So watch the

Sharks like Mark Cuban and Damon John, Mr. Wonderful, Barbara, when the entrepreneurs come out to pitch, watch their body language, they’re like, Like this. So we even have shirts for our clients that hashtag ditch the pitch.

Can’t take that hashtag did the now the second mode of

of communication everybody would be familiar with would be like consultative selling, right? Came out in the eighties with lots of [00:06:00] books. Like one would be like Spin Selling by a Neil Rka, who’s a college. Never sold anything, this would be realistic, right?

So when I was in sales reading that book, I’m like, but he’s never been in the trenches. Yeah, some of this works, but man, I’m in the trenches. I know some of this doesn’t, but that’s just my, that’s my thoughts. consultative selling came out eighties and nineties with books like that where they taught you needed to ask logical based questions to find out the needs of the client.

But what’s a problem when you only ask logical based questions? Your prospects give you what type of answers in return? Yeah. Logical base. And the human beings by on logic or emotion, we.

they buy any emotion.

So more persuasive than telling your story and putting sales pressure on them, like manipulating them, like boy, the room.

But you’re still having to play the numbers game because you’re bringing out very little emotion and you’re only asking logical, basic questions. Now, the third mode of selling is known as what’s called dialogue, right? Dialogue. Wouldn’t we ask what we call neural emotional persuasion questions that allow the prospect, instead of you push them in to pull you in to trigger curiosity and actually disarm the [00:07:00] prospect where they let their

down Open to what you,

offering.

Those are kinda the three modes of sales. So you wanna be in that last mode where you’re triggering ity or disarming the prospect. You’re getting them

go below the

surface. Cause that’s where you’re getting them into their emotional state where they start to pull you in and they start to view you as more of the expert or like the trusted authority.

Whereas with most sales people, they’re just viewing them as someone trying to step their solution down the throat and then they commoditize them and try to get rid of that would be the difference. You went to me. 

Amanda: I freaking

love it. Are you kidding me? I

geek on

all day long. I love it. Yeah.

Yeah,

And where do they find

you?

Jeremy: Yeah, so just

to our free Facebook

group SalesRevolution.pro. We

got 30 some thousand sales people, professional sales people in there. When you go in

there, you’ll get a DM from somebody on our team with a little basic training called NEPQ 101 Minicourse.

List of different questions you can ask on any NEPQ for different situations. That alone will probably help with some work. We go live in that group three, four times a week, different [00:08:00] Q&A’s different training. Or there’s

free resources in our Facebook group and then they wanna learn more. They can always contact us.

Amanda: us.

I love

it.

And that is your daily dose of

the ultimate sales machine.