The Pace Warby Show with Jeremy Miner

Introduction

• Guest: Jeremy Miner
• Known for NEPQ
• Background in behavioral science and neuropsychology
• NEPQ: Neuro Emotional Persuasion Questioning

Key Concepts of NEPQ

• N (Neuro): Understanding the brain and nervous system connection
• E (Emotional): Emotional connection is crucial for influence
  • Master emotional connection by understanding the client's needs without judgment
  • Avoid buying into clients' "stories" or excuses
• P (Persuasion): Clients should persuade themselves rather than being directly persuaded
• Q (Questioning): Asking questions that break patterns and create deeper connections

Sales Strategies and Techniques

• Interrupting patterns to reduce sales resistance
• Using tone and body language effectively
• Importance of not sounding scripted
• Four types of salespeople:
  1. Wingers: Wing everything, lack consistency
  2. Dabblers: Invest minimally in their skill, rely on long-term experience
  3. Know-it-alls: Initially successful but stop learning
  4. Committed to Mastery: Continuously invest in their skills
• Focus on objection prevention rather than objection handling
• Importance of understanding and reframing prospects' concerns

Practical Examples

• Door-to-door sales techniques:
  • Avoid looking like a typical salesperson
  • Use curiosity and a relaxed appearance to reduce initial resistance
• Phone sales techniques:
  • Use specific tones to convey empathy and concern
  • Reframe questions to uncover true concerns
  • Implement pattern interrupts in communication

Sales Psychology

• Selling is an essential skill, not a sleazy act
• The societal perception of salespeople tends to be low
• Changing the belief system in prospects from cost-based to results-based thinking
• Emotional connection leads to logical decision-making

Personal Experiences

• Jeremy's transition from psychology to sales due to financial necessity
• Early struggles with sales and eventual mastery through learning and adaptation
• Applying learnt techniques in real-life sales scenarios

AI and Future of Sales

• Discussion about AI's role in sales, particularly for lower-ticket items
• Future potential of AI in sales training and real-time feedback

Conclusion

• Sales mastery is about constant learning and refining of skills
• Jeremy encourages individuals to engage with his training for better sales results

Contact and Further Learning

• Jeremy's training programs
• Text contact: 480-637-2944 for more information

These notes provide an overview of the key points discussed in the podcast episode featuring Jeremy Miner. The focus was on understanding NEPQ, sales strategies, personal anecdotes, and the future of sales with AI.