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Jeremy Miner coaches a sales technique where the seller gets the buyer to convince himself. Instead of pitching a Rolex President, he asks questions that make the prospect articulate why he wants it, turning the sale into the buyer's own idea.
Jeremy Miner coaches a sales technique where the seller gets the buyer to convince himself. Instead of pitching a Rolex President, he asks questions that make the prospect articulate why he wants it, turning the sale into the buyer's own idea.
So I want you to sell me this watch.
Well, I'm not quite sure you would even need the watch. What type of watch is this?
It's a Rolex Presidential.
It's a Rolex. Oh, high-level status here. What type of watch do you typically wear now?
A Rolex.
A Rolex. Okay. So what type of Rolexes do you have?
Presidential, Datejust.
Colors?
Silver, gold.
I mean, it sounds like you've got a lot of really nice watches. I mean, what would cause you to feel like you might want another watch?
Once I hit a certain level, I wanted to get a gold.
What, uh— Presidential. What level?
I don't know. Just once I hit a certain level.
Like, if you really thought about, like, what level you're like, I got to hit this level and then I'm going to get the presidential watch.
For me, it was when I had $1 million cash liquid in the bank.
Okay, so you hit that level. Out of all the watches you're looking at, what would cause you to feel like, hey, maybe I should look at this one a little bit more?
It'd been on my dream board my whole life.
Has it? What am I getting you to do?
Persuade myself that I need to buy the watch.
And so now I'm not selling you. You're selling yourself. Which is more persuasive?
That's so good.
