Connect with us

Executive Voice

How to Move to the New Model of Selling

If you are still aggressively pitching to prospects and getting a long string of no’s but telling yourself sales in a “numbers game,” you’re due for an upgrade in your techniques. I recently sat down with Jeremy Miner, the founder of 7th Level Communications, who teaches students to move into the new mode of selling. He, too, had been taught this old mode of selling, as a broke college student who was excited to ‘make bank’ in sales. After countless rejections and customer objections, he was getting burnt out, but he had heard that sales is a ‘numbers game.’

However, Miner was also studying behavioral science in college. “As I was applying what I had learned from the sales gurus in my sales job, I couldn’t help but scratch my head at how these sales tactics were so different from what I was learning about human psychology,” he told me. “At first, I thought it was just the way of sales I’ve been taught. I began to search for another sales course or methodology that aligned with and reflected the behavioral science psychological principles I was learning in school. After months of searching, I realized that it didn’t exist. I realized I had to create it myself.”

The New Model of Selling

After years of trial and error, Miner made an astonishing $2.4 million in straight commission in one year as a w-2 sales rep for the company he worked for, using what he calls the new model of selling. The new model is rooted in a series of questions that he created called “Neuro Emotional Persuasion Questions (NEPQ’s).” They’re intended to guide the prospect to persuade themselves, and establish you (the salesperson) as the trusted authority. This new model is hinged upon the research that a prospect’s decision to buy is actually 100 percent rooted in emotion. Previously, we believed these decisions to be rooted in logic, which is why we created presentations listing all of the logical reasons to buy.

Here are a few steps that can move you into the new model of selling.

 1. Prioritize listening.

Miner tells students that the prospect should be talking for about 80 percent of the conversation. This means you have to sit back and not just let them talk, but listen — and listen with curiosity!


  • Listening creates value in you and what you are offering. Asking quality questions and listening shows that you respect and honor your prospect’s opinions and feelings.  When you listen and ask them to expand on their answers you will find that most of your potential customers will want to listen to you.
  • Listening makes you smarter. It makes you appear smart, but you also become smarter.  Did you know that the top 1% of salespeople are the best listeners?  They know that they can only get their prospects to change their situation if they understand them first.
  • Listening eliminates mistakes. We have all been in situations where we thought we heard someone’s instructions only to find out later that what they meant was not what we heard.  And we messed up the job. This can be very costly to you as a salesperson.  It costs you thousands of dollars in missed commissions and missed relationships with your potential clients.  The truth is, listening eliminates costly mistakes.  When you eliminate those mistakes, you’ll make more sales.

To make sure you’re listening attentively and accurately, take notes! If it’s a regular customer, don’t just take notes on what’s different this time around, record what’s the same.  Your potential customers like to see you write as they talk to you.  It suggests the meeting is going as it should, because they’re getting the attention.  It’s all about THEM and what they are looking for.

2. Be curious.

 “Think back to a time that you called up a friend to vent about a problem that you had, and they immediately responded with their take on what you should do. More likely than not, their immediate jump into a proposed solution frustrated you more than it helped you — even if their solution made sense.

Why?  Well, if you’re like most people, you might have become upset because they told you what to do and you don’t like being told what to do, even if the other person is right. Instant solution-based answers to problems are based on very little information of what is really going on.  It doesn’t take into account what action might have already been taken,” Miner said.

How do you think you might have felt, if instead of them coming up with a solution quickly, they asked you to expound on what you were saying?  How would you have felt if they asked you more questions about your problem, what caused the problem, and how the problem was affecting you?  You probably would have felt like this person really had an understanding of what had happened to you, and you might have even opened up to them more about your situation.

It’s the same with your potential customers. So, always remember to keep your statements and solutions at bay until it’s appropriate to bring them into the conversation.  Let your prospect surface their problems with the skilled questions you ask them.

3. Be acknowledging.

Not only should you listen and be curious, but acknowledge and validate what the prospect is saying. If you want to have a complete understanding about your prospects simply ask questions before making comments. Instead of saying “you must be feeling bad,” turn that statement into A QUESTION … and find out how they really feel.  Ask for your prospect’s point of view to make sure you’re both on the same page.

Use questions like:

  • “So, tell me how do you feel about that?”
  • “Let me see if I understand you correctly”
  • “So what I am hearing you say is …”
  • “I sense that might have made you upset, is that correct?”

Questions like these reinforce what they said, prove that you were listening, and acknowledge their feelings and opinions. This further establishes trust and keeps the conversation focused on the prospect, rather than what you’re selling.

To learn more about the new model of selling and NEPQ’s, visit Miner’s website at 7thlevelhq.com.

Karishhma Mago is a former investment banker turned digital marketer. She has been in the digital marketing industry for over 6 years and has worked with clients across different sectors including Volkswagen Finance, Natera, Reliance, Standard Chartered amongst others. She has also done special content projects for Facebook. Karishhma is also a Wikipedia editor and has created over 300 pages for her clients. After founding Facilius Inc in 2014, she has helped grow the company from a two-person team to a dynamic team of 30 people.

Advertisement Become A Crypto Expert

Join Disrupt Magazine

Become A Disrupt Contributor

Most Disruptive

Entrepreneurship8 months ago

Navy Veteran Davis Chris Takes the Music Industry by storm

In life, you need to break down anything that might be holding you back and change course if need be...

Entrepreneurship9 months ago

5 Disruptive Leaders Paving the Way in 2021

Where there is uncertainty, lies a whirlwind of opportunity. 2020 was the year that had entrepreneurs learn a great deal...

Politics1 year ago

Brock Pierce Wants To Disrupt The Two Party System And Be Your Next President

We don’t usually cover politics much here at Disrupt, but when Crypto billionaire and friend of the show, Brock Pierce...

Business1 year ago

John Mcafee – Predictions For The Future

John McAfee is a world-famous tech CEO, computer scientist, civil disobedience activist, privacy advocate, and pioneer of the commercial anti-virus...

Finance1 year ago

Gaby Wall Street – Teaching Latinas to Thrive During The Crisis

It’s no secret we are facing one of the most challenging financial times of the last few decades as we...

Entrepreneurship2 years ago

Tony Delgado – The #1 Entrepreneurship Movement In Puerto Rico

Puerto Rican online market is in constant progress. With many entrepreneurs who are coming here to start a business, it...

Entrepreneurship2 years ago

Elena Cardone – The 10X Ladies Conference Is Declaring 2020 The Decade For Women

The next ten years are meant for women to continue growing their potential and succeeding in multiple areas, including business....

Marketing2 years ago

How Josh Elizetxe Built Snow Into a $40 Million Dollar Business

There is nothing quite like an entrepreneur’s determination when starting a business. That’s my original quote by the way (pun...

Entrepreneurship2 years ago

How Jason Capital Became A Self Made Millionaire By 24

Have you ever wanted to earn the respect of everyone who ever looked down on you at some point in...

Entrepreneurship2 years ago

Sam Bakhtiar On His Way To A Quarter Billion

Dr. Saman Bakhtiar, who prefers being referred as Sam, lives in an 8200 square foot $5.2 million house, Sam is...


Copyright © 2020 Disrupt ™ Magazine - Disrupt is a Minority Owned Privately Held Company

Disrupt ™ is the voice of Latino entrepreneurs around the world. We are part of a global movement to increase diversity in the technology industry and we are focused on using entrepreneurship to grow new economies in underserved communities around the world. We enable millennials to become what they want to become in life by learning new skills and leveraging the power of the digital economy. We are living proof that all you need to succeed in this new economy is a landing page and a dream. Disrupt tells the stories of the world top entrepreneurs, developers, creators, and digital marketers and help empower them to teach others the skills they used to grow their careers, chase their passions and create financial freedom for themselves, their families, and their lives, all while living out their true purpose. We recognize the fact that most young people are opting to skip college in exchange for entrepreneurship and real-life experience. This Podcast was designed to give them a taste of that.