Lecture Notes: Jeremy Miner on Friction-Free Sales System and Building Urgency

Introduction to Seventh Level

• Founder: Jeremy Miner
• Unique Selling System: Seventh Level, a friction-free sales system aimed at increasing revenue
• Impact: Revolutionary for Jeremy and his followers; precise in drawing out emotions
• Applicability: Effective across any industry at any time

Today's Focus

• Topic: Building urgency in sales
• Common Problem: Prospects showing interest, but procrastinating or throwing objections such as “think it over,” “talk to spouse,” or “need more research” after the presentation

Addressing the Problem

• Types of common objections:
  • B2C: “Need to talk with my spouse”
  • B2B: “Need more research,” “Need more quotes,” “Need to think it over”
• Main Question: Why do prospects procrastinate even when they see potential solutions?
• Objective: Show how to build urgency in sales and understand the missing link.

Introduction to NEPQ

• Definition: Neural Emotional Persuasion Questions (NEPQ)
• Timing: Can’t ask consequence questions too early; needs established trust and credibility

Behavioral Science Insights

• Biggest Emotional Drivers: Pain and fear of future pain
• Importance: Helping prospects relive pain and consider the fear of future pain creates urgency to change
• Human Behavior: People buy due to pain points and fears being addressed

Consequence Questions

• Purpose: To make prospects defend their need to change
• Types of Questions:
  • What if you don’t do anything about this and it gets worse?
  • Have you thought about what would happen if you didn’t do anything?
  • What are the ramifications for the company if this problem isn’t solved?

Examples by Industry

SAS (Software as a Service)

• Scenario: Losing two hours a day due to manual processes
• Question: What if you don’t get a real system in place and keep losing two hours a day manually inputting data?

IULs (Indexed Universal Life)

• Scenario: Market volatility affecting retirement plans
• Question: What would your retirement look like if you stick with the current strategy and experience more market downs?

Dental Implants

• Scenario: Losing bone density and facing pain
• Question: What happens if you don’t get implants and keep losing bone density?

Solar

• Scenario: Rising energy rates
• Question: What happens if you keep using your current energy provider and rates triple while you’re on a limited income?

B2B - Employee Benefits

• Scenario: Losing top employees to competitors due to better benefits
• Question: What are the consequences if you don’t improve your benefits and keep losing top talent?

Car Sales

• Scenario: Car keeps breaking down
• Question: What happens if your car keeps breaking down and you risk losing your job?

Cybersecurity

• Scenario: High false positive rates
• Question: What are the consequences of continuing to reject good customers due to false positives?

Life Insurance and Final Expense

• Scenario: Financial stability after a sudden death
• Question: What happens if you pass away earlier than expected and your family has no financial support?

Home Improvement - Pools

• Scenario: Building family memories
• Question: What if you don’t build the pool and miss out on family memories?

Conclusion

• Need for Skill Development: Continuous improvement necessary to keep sales growing
• Training Programs: Seventh Level offers various training programs to build these necessary skills
• Call to Action: Encouraged to reach out for personal or corporate training needs