Nepotism is affecting each and every sector of work, and it has been a raging debate since quite some time. People “born with a silver spoon” are targeted for their privilege, but there are only a few of those who actually disregard the entitled life and succeed in making their mark in a space where everything is new for them, everything is not easy. Apart from all the hard work and passion, what also matters is the right kind of support from the right people to gain success in life.
Have you ever given up on your dreams because you thought you couldn’t reach them? Did you give up on everything because you wanted to do so many things? If you’re a jack of all trades but the master of none, it can be daunting to start one project for fear of neglecting others. But if you never start, you never finish anything. There are so many opportunities and possibilities for you out in the world. This is exactly what Shubh Agrawal wants to convey to the world.
You may believe success is defined by money, fame, happiness, material items, etc. But success does not come with a one-size-fits-all label. Success must be defined by your own labels he quoted. He says, I always feel how every successful people in every part of the world would have started their journey because every story inspires you to do good in life. I also love to know what famous people think in a tough situation to come out of it. He believes that there are no hard and fast rules in the pursuit of success. As a matter of fact, incredible results can be created out of implementing different strategy alternatives just as long as the two constants are there – strategy and mindset.
The meaning of success is different for each person. Most people like the idea of being an entrepreneur. What kills their motivation is not knowing where and how to start. People want to have a business, and the issue is, they can’t commit any more of their time due to other obligations. No matter what a person’s problem is, they always seek professional guidance and want to find ways of securing their future.You may not fit into other people’s definition of success, but you can give yourself permission to be OK with that. Success is an individual concept. Here’s the exciting part: You get to define and design your own success, which will become the blueprint for you to follow throughout your life. Developing your own success blueprint also means that you get to create success on your own terms.
Based in Pithora, Shubh Agrawal says change can often be something that is viewed as scary and frightening; however, if there is value in growth, there is also value in the steps necessary to grow. “What I’ve learned on my journey is that not everyone has the same story. “Some people feel lost because no one has ever poured hope into them. Some feel trapped because what they once started seems like it cannot be finished. Others may feel defeated because they’ve tried so many different paths, but for some reason, they all led to dead ends. Well, I don’t want their success stories to end before they’ve even started.”
Techniques That Helped Jeremy Miner Jump From $0 to $2.4 Million
When Jeremy Miner, the CEO of 7th Level Communications, first started out in sales, he noticed something: nothing he was doing was working (similar to many salespeople’s first experiences). He, like us, had been taught many techniques from the old sales model and from so-called ‘sales gurus,’ but he wasn’t achieving the six figures a year that they said he could make following their techniques. At the same time, he was in college studying Behavioral Science and Human Psychology, and he was struck by how what he was learning about the human brain contrasted from what he had been taught in sales. He was studying how the brain makes decisions and how people are persuaded to do something. It was the complete opposite of the traditional selling techniques.
“I knew I wanted to succeed in sales. To do so, I knew I needed to take a giant leap outside my comfort zone. Following the status quo wasn’t going to work,” Miner said. “So, rather than just listening to the methods I had been taught, I decided I’d go in search of another sales training program with the behavioral science elements of sales. I searched… invested in many training courses… attended many events… and read many books. But none of them had the questions that I needed to ask to get my prospects to persuade themselves in a step by step sequence rooted in human psychology.”
So… he created it himself. “You may think that would’ve been easy, since I was studying behavioral science in school. Far from it! But as I continued my trial and error process, I eventually got to a place where I mastered the series of questions that I now call ‘Neuro-Emotional Persuasion Questions’ (more on these soon). And, the year I finally felt I had mastered it, I ended up making $2,370,485 dollars in the year in straight commission as a W-2 sales rep.”
Techniques That Took Jeremy Miner to $2.4 Million
Miner now teaches students around the world how to practice the new mode of selling, which means ditching the traditional model. He goes in depth into each of the neuro-emotional persuasion questions in his course. These questions are intended to help the prospect convince themselves that they need what you’re selling.
- Asking questions more than presenting. “I now tell my students that prospects should be the ones talking for about 80 percent of the conversation. To guide this, ask questions. “Engage, don’t tell” is one of the three main forms of communication that I teach in the new model of selling. The “Old Model’ of Selling DOES ask some questions. But, 99 percent of salespeople don’t ask the ‘right’ questions at the right time in the conversation. They just ask ‘surface’ questions which only get you the superficial answers from your potential customers.
Rather, it’s critical to ask specific, skilled questions that bring out emotion from your prospects on what their problems are doing to them. These could be what I call ‘problem awareness’ questions where you ask what problems they have, and how they’re affecting them. These are followed by ‘solution awareness’ questions, where you ask what they have done in the past about solving their problems, what has worked, and what hasn’t, which helps them view you more as a trusted authority who is there to help them, and not just sell to them,” Miner said.
- Helping the prospect recognize the consequences of not solving their problem. “Another type of NEPQ question that is particularly effective is what I call ‘consequence questions.’ Once you have established what the problem is and what the solution could be, it’s important that the prospect states out loud the consequences of not resolving their problem. In other words, they hear in their own voice what would happen if they don’t solve the problem (buy your solution) — what they’d be missing out on. Perhaps this would be lost social media exposure if they don’t purchase your social media organic reach service, or they lose a sense of safety if they don’t immediately purchase your security device system,” said Miner.
When they are the ones to say it out loud, they’re more likely to persuade themselves. Contrast this with if you filled in the blanks for them and said, “You’ll lose social media exposure if you don’t purchase this today.” The fact that you were the one to say it totally changes the effectiveness of the statement. Even if that’s completely true and they believe it, too, they don’t want to hear you tell them — they’ll likely get defensive and get off the call.
- Engaging and discovering in a helpful conversation.
So, it shouldn’t just be following a script or giving a pitch, but it shouldn’t just be asking questions, either. Rather, the best sales conversations work in a banter between salesperson and prospect. I call this ‘learning and discovering from each other.’ Imagine this like you’d talk with a friend who you had no intention of selling to. You ask your friend how business is going, and they complain about something related to what your business solves. So, you ask some more questions to understand more, then mention what you do. The equal playing field is your mutual curiosity to hear what the other has to say.
It shouldn’t be any different in a sales conversation. It shouldn’t be you shoving your product pitch down a prospect’s throat. That’s simply not what they want, and a great way to lose a potential sale.
To learn about Miner’s exact NEPQ process, visit his website: 7thlevelhq.com.
- Techniques That Helped Jeremy Miner Jump From $0 to $2.4 Million July 10, 2020
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