How To Sell Anything, To Anyone, Anytime…

Lessons by the sales legend - Jeremy Miner.

The old way of selling - Attention, interest, desire, action.

The old model at the beginning of a call was: "How's your day?" "How are you doing?" "How's the weather?" "Where do you live?" (Identifying common beliefs.)

This creates a fake rapport because prospects have heard it before.

Prospects perceive this as "Hey, I'm just trying to get you to like me."

This approach leads to lowering your own authority.

Then the salesman would ask: "What keeps you awake at night?" "What are some challenges you're having?" "What are you looking for in a solution?" "What's your budget for this type of thing?"

These are logically-based questions. The problem is - humans are emotional.

Another sales mistake is that once the prospect shares their problem, you instantly start selling your product or service.

You hear about the problem and then spend 30% of the call offering your features.

This is a huge mistake because you're not helping them re-experience their pain.

The "numbers game" mentality is another mistake.

While it can get you more leads and potential clients, it can also burn you out quickly.

Let's analyze a model by Jeremy Miner that actually works much better.

How people rank themselves in society…

 The two biggest factors are your social media following and your wealth.

That's typically how people build status in society.

How do we raise our status in the prospects' minds?

The sale is not made with the closing question.

They decide during the engagement part of the conversation.

When you create a gap between where they are and where they want to be...

They build so much internal tension that they feel, "I have to change."

If they feel no need to change, there will be numerous objections, and you won't close.

If you ask a question and they respond with a generalised or short answer, it means they still have their guard up.

You should spend 85% of the conversation building trust and helping them lower their guard.

People buy from those they trust to deliver the results they want.

Then, you only need to spend 10% of the conversation presenting your solution, and they will buy.

Let's dive in.

Mastering Consequence Questions

Take the focus off you and place it on the prospect.

If you're focused on yourself, they perceive you as just another salesperson.

Then, you need to shift the focus from price-based thinking to results-based thinking.

If you're selling software, it's not about the SaaS or its price, but rather the automation it provides...

How much time it saves immediately... And the money saved on workload in the long term.

You need to create a sense of urgency, as quickly as possible.

For instance, a friend of mine is selling a course on managing pregnancy.

Every week, he increases the price of the course by $20. How does that make you feel?

You'll either buy it straight away... or you'll never buy it. It's as simple as that. Everyone wants a deal.

Another example: You're a car dealer. Someone calls you to buy an Audi you have in stock.

Here's what you could say:

"Aww, okay. And do you know what type of vehicle you might be looking for... besides the blue Audi... just in case it's already sold... by the time you come down here to look at it?"

See how powerful this is? They feel like it could sell out at any moment.

You use powerful words that prompt immediate action.

You need to help them find problems they didn’t even know they have.

That’s how you raise your authority.

Here’s how:

From the very beginning of the conversation, you need to maintain a more neutral tonality.

Don't be overly enthusiastic or needy. Be calm and collected.

Let's say you've collected a lead from an ad and you're cold calling them:

"Hey [Prospect Name]? (They reply yes)

It's Maxi... Maxi Hristov... [aka Your Name]... with The Warrior Newsletter (Your Company)... it looks like you recently responded to an ad asking us to call you back about possibly helping with generating more sales (Their Problem) so that you could generate more revenue [Repeat back the end result], right?" (They reply yes)

"Aww, I see. And I would say the first part of this call is pretty basic; it's really more for us to understand... kinda what you're doing now to generate more revenue and the results you've been getting... as compared to maybe what you want them to be... to see what that gap looks like...

And then, towards the end of the call, if you feel like, 'Hey, this "might" be what you're looking for,' we can talk about "possible" next steps.

Would that be helpful for you?"

They will very likely reply with "Yes."

Did you see what we did there? We remained neutral.

Using a controlled, calm tonality, with words like "might" and "possible", avoids pressuring the client. It helps them lower their guard and explore options with you.

First you need to take the time to understand the prospect’s real situation…

Then you need to help the prospect understand their real situation…

You need to ask prospects questions that are not overly negative about their current situation...

Because that will make them defensive.

You also don't want to be too positive about their circumstances. Because they might stick with what they have.

Throughout the entire interaction, you need to be seeding doubt.

Doubt will make them question their current state, which is the first step towards change.

Let them convince themselves that it’s time to change.

Imagine two scenarios:

You hear all of the prospect's problems, and you offer them your solution, telling them they need the change.

How does that sound?

In most cases, they will "need to think about it"; they will get defensive.

How about, instead, you listen to them.

They tell you about their current situation, for example, regarding their current marketing growth strategy...

And you reply: "That sounds... fairly decent... What's causing you to feel like you might want to replace your strategy?" (Here, we seed doubt.)

Do you see how, by asking this, you're making them explain WHY they need to change?

This further builds the gap between where they are and where they want to be.

They feel the pain of their current situation...

If they reply with positivity about their situation…

Ask the prospect:

"Well... It sounds like... things are going 100% perfect for you?..."

People hate 100%. Nothing is 100% perfect.

This question will trigger most people to start explaining why their current situation is not 100% perfect.

This will further lead to doubt about their current reality.

Installing the vision for a better future

After you have triggered the prospect to realise their current situation is not too bright…

And they have felt the pain, by internalising the current reality.

Now, they’re ready to change.

We’ll continue to explore sales details in next week’s email.

2 Productivity Hacks

The King’s Gambit

In every negotiation, offer something small that you don’t really care about-but make it look like a big deal.

When they take it, you’ve distracted them from the real prize you’re after.

Kings don’t play to win-they play to dominate. Be strategic, and win more than your opponent realises.


The 3–3–30 Method

Dedicate the first 3 minutes of every conversation to truly listening.

Then, spend 3 minutes making the other person feel understood.

The last 30 seconds should be your pitch, request, or takeaway.

People are 10x more likely to say “yes” when they feel heard and understood first.

5 Inspiring Quotes

“One thing I learned: People love when you're honest with them but hate when you're honest about them.” - Daniel Aros

“Work hard < Work on what matters most.”

“If sharing your goal with others doesn't make you feel at least a bit cringe, it's probably too small.”

“Talent is outworked in a week.”

“The road to heaven feels like hell. The road to hell feels like heaven.” - Onat Aksaray

Can’t wait to see you next week,

Maxi | Warrior Newsletter