How Properly Conduct a Discovery Call & Not Scare Away Your Prospect | Jeremy Miner - 1961

What It Covers

Jeremy Miner explains his neuroemotional persuasion questioning methodology for discovery calls, focusing on triggering prospect curiosity rather than resistance by appearing neutral and detached instead of enthusiastic and pushy during initial conversations.

Key Questions Answered

• •Fight or Flight Triggers: Within seven to twelve seconds of a sales call, prospects subconsciously detect verbal and nonverbal cues. Coming across aggressive, needy, or overly enthusiastic triggers fight or flight mode, causing prospects to shut down emotionally and offer objections.
• •Detached Positioning Strategy: Start discovery calls by stating you need to determine if you can actually help because some companies are not a good fit. This neutral, unbiased approach triggers curiosity and makes prospects pull you in rather than push you away.
• •Problem Finding Over Solving: Help prospects discover two to five problems they did not realize they had by asking questions that reveal the gap between their current state and desired future state. Most prospects do not understand how severe their problems are or the consequences of inaction.
• •ABDs Not ABCs: Replace always be closing with always be disarming. Keep enthusiasm internal to avoid commission breath. When prospects feel they are being sold to, they emotionally shut down. Sell the results and outcomes, not the product or service itself.