have you ever wondered why salespeople selling the same thing same price points to the same prospects using the same script get completely different results well if you have watch this over here why is that actually happening well most of it is based on your nonverbal communication meaning how your voice sounds and your body language tonality and Body Language right so there are five types of tonality that you have to commit to mastering if you want to be a top 1% sales person for what you sell write these down these are writer downers anytime I say a writer Downer you want to write that down number one you have to master what's called a curious tone okay now a curious tone triggers the prospect to feel like you are actually curious about what you're asking and this is one thing you need to understand your tone is how the prospect how the prospect okay interprets might be spelling wrong your intention behind everything you say and ask if I spell that wrong spelling Nazis it's okay I love you okay just leave leave a comment there I'm going fast here so that's how they interpret why you're asking the question in the first place right so this is something you're going to have to master so a curious tone might be let's say a business Consulting okay so so walk me through what what are you guys doing now to really like you know really build out systems to scale the company compan that might be a question uh that I might use to find out their situation and I'm going to ask that in more of a curious tone causes the prospect's brain to feel like you're genuinely curious if I go like this walk me through Jim what type of operations are you building out to scale the company that sounds like a monotone tone which sounds like a what telemarketer or scripted salesperson and now your prospect's brain is triggered right fight ORF flight mode surface level Sals resistance the wall goes up okay so you can avoid that by mastering tonality the second tonality you really have to master this is an important one write this down especially especially number four you really have to Master number four here number two is a confused tone now let me make myself clear when I say confused tone I don't mean like you're 106 and you've got dementia like you're confused about something like go I don't know how this works I'm going to use that in certain context so let's say a prospect says oh my gosh you have no idea this XYZ problem it's so stressful I might lean and say oh how how do you mean by stressful see that's a like I'm confus I don't understand what you mean hold on I'm not understanding how did you mean by stressful okay well what I mean by that see a confused tone in that context triggers their subconscious brain they don't even know it but it triggers their subconscious to basically say oh he didn't understand what I meant by stressful I need to expand on that I need to explain that better and that's what when the emotional doors start to open up where they actually explain the emotion remember emotion is what causes the human being to want to buy not logic all right so confused tone there's so much more of the confused tone that you can use number three a challenging tone okay now you can't use a challenging tone at the beginning of a sales conversation whether in person zoom on the phone because you don't have much trust or credibility this is only granted further in the discussion so let's say you're you're I don't know your one call Clos with what you sell let's say it takes you 30 minutes to sell it maybe halfway through after you've already found out their situation you've built a gap from where they are to where they want to be feel the pain right you can be more challenging because now you have more trust with your prospect more credibility hey guys Jeremy Miner here look a lot of you leave comments wanting me to help you somewh so the easiest way to get a hold of me the quickest way is to text me so text me right now it's 48637 2944 so 48637 2944 listen I started this company to help you learn how to close more deals but do it the right way text me right now let's get back to the training video so you might lean in this is what's called a consequence question so let's say if I sold cars and I can show you this for every industry on the planet so let's say the prospect's problem was their used car is 10 years old and they need a new one because that old old car keeps breaking down on their way to work it's happened a couple times and they're afraid if it keeps breaking down they're going to lose their job let's just say that's what their problem was so I'm going to repeat back the problem and the consequence of the problem so what happens if you don't do anything about this your car keeps breaking down what's going to happen to your job at that point now notice I started with more of a challenging tone now I can't ask that question right when I meet them I don't have any trust or credibility that's further in the conversation I challenge that cuz it's a defensive mechanism cuz you're getting them to defend themselves on why they have to change their situation so notice I started with a challenging tone and then voila what did I end with a concern tone okay this is one you really when I said number four is like one of the most important there's a reason why a concern tone is a tone that shows empathy and when the prospect feels like you are concerned for their consequences do you feel that lowers your status where they lose trust or do you like it raises your status where you gain trust if they feel your concern for them the consequences of not doing anything okay notice how ended it what happens to your job at that point okay concern tone okay or I might lean in and let's say your prospects not opening up I might lean in and say so can I ask you something Sally sure sure go ahead Jeremy um and this is off the Record um what's really holding you back from moving forward see I love lowered my tone into that soft tone okay a tone that shows empathy this right here a concern tone has to be taught all these tones really have to be mastered they have to be taught by someone who actually has mastered themselves if you're role playing with your spouse or let's say your cousin or let's say another salesperson in your company and you're role playing tonality and they haven't mastered it themselves what type of feedback are you going to get could be the wrong feedback right you see where I'm going with that okay and then this tone right here is extremely important this is a playful tone okay now why would I use a playful tone not to be the class clown okay but I want to use a playful tone in certain context to get the prospect to laugh to let their guard down so let's say that you're on Zoom you sell something that's virtual okay they show up 7 minutes late right and they get on there like oh I'm so sorry for showing up late blah blah blah blah blah let's say if it's an inbound lead instead of saying oh don't worry it's okay you know no problem which doesn't really hurt you but doesn't really help you I'm going to be in a playful to like well what should we should I forgive you for showing up late what are we going to do with you Barb oh gosh see playful tone or let's say they get on Zoom with you or let's say that you know uh you you call a a lead an outbound lead right and they answer and you start talking and they ask you how you're doing right the prospect asks you instead of saying oh I'm doing great just working hard which doesn't really hurt you but doesn't help you how can I let them how can I get them to let their guard down I might say uh you know just trying to stay out of trouble what about you are you getting in trouble over there Julie oh gosh I'm not getting in trouble and they laugh guard comes down now why because it actually releases dopamine in your prospect's brain which is a disarming technique which actually gets them to let their guard down that's why we're using the playful tone are you with me so far okay give me show you something cool next here okay good let's keep going here now this is important right here these three things verbal cues okay this is how do you bridge from question to question okay because how many of you how many of you have heard a salesperson that ask a question or maybe it's you it's okay and you ask a question the prospect answers and then after that because you don't know what to ask the next you're trying to figure it out you say okay cool um gotcha gotcha uh John I'm curious see how scripted that sounds see your prospect their brain starts to pick that up right they understand that pattern because that's how most salese sound when they're talking so you have to master how to make the questions feel conversational like they're talking to their best friend okay so verbal cues might be like ah what happened next though oh really but when did you do that okay and see ah really okay those are verbal cues and you're going to use that right before the next question so as they're ending their answer like oh really but what happened then and you just Bridge into the next question okay on another training video I'll show you a lot more of that verbal pacing I talked a little bit about that on some other training videos how do you Pace the question out because are you aware that the number one reason your prospects give you vague generalized Sur purp level answers from your questions is because you ask them so fast you give them no time to think deeper and internalize what you just asked so if I pce the question out you ever heard of the uh Martin Luther King the I Have a Dream speech I Have how did that start did he just talk really fast or did he say I have a dream that one day see how he Paces that out that little verbal pause there all men are cre see how he Paces that out okay watch that see how Paces that out if he just said it really really fast you would have never heard of that speech because it would have never triggered any emotions in everybody listen to it okay verbal pacing and then you have verbal pausing okay and I'm going to show you example of verbal pausing okay now if you want to get more training like this go a and hit the Subscribe button just don't share it with your competitors because you don't want them learning what I'm going to show you on this channel I can assure you okay so this is an example of verbal actual verbal pacing by using verbal pauses okay that's another writer Downer as I say now take a look at this this is the exact same question so I can get their brain to focus on what I want them to by using these are verbal anytime I do three periods here that means I'm slightly pausing right here right here and right here right before the word I want their brain to focus on so let's say a process ECT gives you some type of reason why they want to change their situation okay I can then this is a probing question okay npq probing right here I can say can I ask like why is that so important to you now though can I ask why that is so important to you now what did I get their brain to focus on that thing whatever oh I don't know what that is that thing that's a cool triangle so whatever that is right there I might plug that in so can I ask why higher quality leads is so important to you now though see if I sold for a market agency I'm just going to plug in whatever that thing is this is just generic here that you're just going to plug in the thing and why that is so important notice I emphasize the word that and I verbal pause right before and right after and their brain thinks of this right here now I'm going to show you the same question see what I get the brain to focus on here why is that so important to you now though now what is their brain thinking timing why now not that now it's now see now is right here but they're more focused on that because they verbal paused right here and verbal paused right here now their brain here can I ask why that's so is can I ask why that's so important to you now though okay and now their brain is thinking why is it important right now which builds what urgency in the sale does that make sense now if you have questions on this or how to tie it into your industry the best way to reach me is just to text me 48637 2944 I actually locked myself in a conference room right over here about an hour day with me and a couple of sales trainers and we actually answer your questions hope that helped you go and hit the Subscribe button we love you until next time [Music]