Psychology Hacks To Close More Sales

Here's how mastering human psychology can 10x your income. In university, I actually studied to become a psychologist. Now, as a psychologist, we were taught that every human being. Stay with me here. Every human being has belief systems. Would we be right, right? Or a way of thinking that is called a frame. Okay? So your belief system primarily comes from when you were a child from ages of like 4, 4 till about ages 13. So who your parents were that were raising you, maybe the religion you went to, or maybe who your friends were that you hung out with. Like, maybe even if you're a kid now, you're influenced by who you follow on TikTok, right? And they influence your way of thinking or your world view. Right? So belief systems. What is one belief system that you have every time a salesperson starts talking to you? Would it be, how much is this going to cost? Now the question is, why do you have that belief system? It's because society has instilled that into your mind, right? Because you see billboards trying to sell you something. You're on social media, you see ads trying to sell you something. You turn on the tv, the radio, you're always being sold to all of the time. Okay? So because of that, you and your prospects have built up defensive mechanisms in your mind. Okay? We call these frames as a psychologist, that anytime you feel like you're being sold to, your guard goes up. Okay, you're with me on this. Now you want to learn how to help your prospects overcome that frame or way of thinking. Otherwise, you're going to get a lot of objections at the end of the conversation or conversations. So how do I take them out of their belief systems or current way of thinking? It could be, I need to talk to my spouse before I make decision. I always do more research before I decide. I need to, you know, talk to other decision makers in the company before I can do this. So those are belief systems. So that's called a frame. Okay? Belief system. So the question is, how do I take them out of that belief system, that way of thinking that is called a D frame. Write that down. D frame. So that's D frame. And then how do I reframe them? If you've ever heard of reframing, that is the process. How do I reframe them into a new belief system or a new way of thinking? Are you with me on that? So how do I, in that example, if every human being, every prospect you talk to has a belief system of how, how much is this going to cost me? And that's all they're thinking about while you're talking to them, what do you think typically is going to happen at the end? They're going to say, it's too expensive, your price is too high. Can you give me a discount? Or I can't afford it. That's what they're going to say all the time. Even if they can't afford it. Right. It's not like the money doesn't exist. See, they're already spending that money on something else. That in their mind, at that point, is more of a priority than what you are offering them, your solution. So how do you take them out of that? Here's the priority, what I'm spending the money on and switch them over to. Your solution is now the number one priority where they want to ship that money over to you. With me on that. Okay, with human psychology, you have to understand this. Every question that you ask has to do one of three things. If you want to get into, like I'm talking, the top 1% of your industry or higher, with how many sales you're making, the questions you have to ask them have to trigger some type of doubt in their mind that what they currently have or maybe what they don't have, depending on what you sell, you're going to trigger doubt in their mind that maybe what they're doing or what they have is not so good. Because if you can't get them to doubt that, it's going to be hard for them to become open to what you're offering. Okay? So every question has to start seeding that doubt or a lot of your questions. And your questions also have to help prevent objections from happening in their mind. So let's say if you sell to consumers, what's one belief system? I need to what, talk with my spouse before I make a decision? Okay, let's say you're selling to a real estate agent, you sell for a marketing agency, and you're trying to help that real estate agent get better leads to get more listings. Right? Which would also affect their spouse, because if they get less listings, they make less money. So let's say that real estate agent, let's say his name's Dan, says, you know, I'm only getting two listings a month, but he wants to have five listings a month. So then I might say, so how does your spouse feel about you only getting two listings a month? See, how do they feel about the. What the problem, Right? And. Oh, she doesn't like it. I mean, does she want you to get up to 5 listings a month? So you guys can make more money. Oh, for sure she would want that, right? So see how I'm starting to prevent the. What the subjection. That's a pre frame. Okay. There's other things I have to do, but that's what I'm doing. All right. Now also, my questions that I ask also have to be built to not only help them here and here, feel the pain of their current situation and have a fear of continuous pain or a fear of future pain, but they also have to be built where they actually can see an end out. Okay. Some people call that future pacing. Like what does the future look like once the newfound problems are solved? Okay, does that, Are you with me on that? So the questions have to be designed to do these three things over and over again. Hey guys, Jeremy Miner here. Look, a lot of you leave comments wanting me to help you somewhere. So the easiest way to get a hold of me, the quickest way is to text me. So text me right now. It's 480-637-2944. So 480-637-2944. 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 with the future state, let's say I'm just going to make up an industry here. Let's say if I sold network marketing, right, starting your own business, making more money, having more time with their family. Okay, so in future state, after I've helped them feel the pain of their current situation, not making enough money in their job, not having enough time with their family in my future, part of those questions I might say. So let's say that we're able to come in, we help you start the business and we're able to help you get up to and you just repeat back whatever they said they wanted to make because that's their choice. Okay, let's say if they said I want to make 200,000 a year, whatever it was, and we give you the skills, we help you get up to that level, what would you do with the extra money coming in? Okay, now they're going to see visualize the future of what they're going to do with the extra money when it comes in, they might say, I'd buy a new car, I'd help my grandma get into a better nursing home. I would help my, you know, my Uncle Joe, you know, build his house or whatever is important to them. Now that's all logical things. They're telling you they're going to do with that. Okay. In this example. And then I'm going to open up their emotions by saying, okay, you being able to do those things, what would that do for you personally? Notice how my tone goes down into that concern tone, the tone that shows empathy. Oh, my gosh, it would relieve so much stress. Hold on, what do you mean by stress? Right. And then they start to emotionally open up more. Now there's a lot more to that. Okay. Hopefully this training video kind of give you a little example that it's not necessarily like 1001 closing techniques. Because at the end, if you use an option close, like, do you want the red one or the blue one, or do you want it delivered Wednesday at 4 or Thursday at 5? That's. Is that really when the prospect decides to buy? No. If they say I want the red one or I want it this way, that means they had already decided they were buying before you ask that question. That question didn't just trigger them magically to buy at that time. Okay. This right here causes the prospect to want to buy or not buy. If you don't master human psychology. Right. So if you have questions about how to apply this to your industry, I'm actually going to give you my number and you can actually text me. So I'm going to give you this number, 480-637-2944. Just text me any questions you have, like how do I apply this to my industry or whatever. Typically, myself and a few of our sales trainers, we actually lock ourself in that conference room over here about an hour a day, and we actually answer your questions and go ahead and hit the subscribe button if you want to master communication, if you want to commit to mastering sales so you make more sales, which forces your company to do what? Pay you more money. Hope that helped you today.