Mentors Collective Entrepreneurs

The High Value Skill That Will 10X Your Sales & Relationships with Jamie Miller

May 27, 2020 Jay Feldman / Jamie Miller Season 2 Episode 6
Mentors Collective Entrepreneurs
The High Value Skill That Will 10X Your Sales & Relationships with Jamie Miller
Chapters
Mentors Collective Entrepreneurs
The High Value Skill That Will 10X Your Sales & Relationships with Jamie Miller
May 27, 2020 Season 2 Episode 6
Jay Feldman / Jamie Miller

Do you believe mastering sales is important for growing your business? Would you place a high value on learning how to control a conversation? Jamie Miller AKA "British Jesus" is a sales and communication coach and in this interview I extract all of his best techniques for communication that are normally valued at $5000! You will not want to miss this episode.

You can find Jamie Miller at the links below. He is also eager to join you on your show. Ask him about 1-on-1 or group sales coaching.

www.Instagram.com/consciousjamie

Full transcript can be found at https://mentorscollective.com

Support the show (https://mentorscollective.com/support)

Show Notes Transcript

Do you believe mastering sales is important for growing your business? Would you place a high value on learning how to control a conversation? Jamie Miller AKA "British Jesus" is a sales and communication coach and in this interview I extract all of his best techniques for communication that are normally valued at $5000! You will not want to miss this episode.

You can find Jamie Miller at the links below. He is also eager to join you on your show. Ask him about 1-on-1 or group sales coaching.

www.Instagram.com/consciousjamie

Full transcript can be found at https://mentorscollective.com

Support the show (https://mentorscollective.com/support)

Jay Feldman :

How's it going welcome to the mentors collective and entrepreneurship. This is your one stop shop for building a business from scratch and learning all of the Ninja techniques to grow and scaling your business. I'm an expert in a lot of things business related. One of the things I am not an expert in that I love to admit is sales. And before I introduce this guy, I just want to give you a little background story. I was at the dog park. I had no idea who this man was, with some of my friends talking about sales and some of our reasons successes. This guy overheard us and walks up totally out of the blue. You think you're a good salesman, and absolutely blows my mind with this card trick. I'm just gonna leave it there. This is Jamie. I met him at the dog park. He teaches sales to massive groups. He has a long, long history, a lot of success, teaching and practicing the art of sales and it is an art and I've already learned it from the sky. So Jamie, thank you so much for joining me on the show and helping my audience with this.

Jamie Miller :

Thank you very much for having me, Jay, since youtold me about this, I've been genuinely excited to come on here. And you helped me to one thing to be accountable, like blow people's minds. So I'm gonna hope is that I'm sure the people that they were watching and they were here say they'd want to be blown people's minds to it's not a car trick for the record, first of all, and second of I agree with you hundred percent it's not in fact, the course I teach is called the art of conscious communication.

Jay Feldman :

so I would love to start if you're okay with this, you you put me on the spot. There's nothing off limits. I'm going to put you on the spot right now. Go ahead because I just told the story about the card trick. What you just said is not a trick, right? I would love for you to do this card trick for the audience. And just have go through this in your head first really follow his lead. Do exactly as he says.

Jamie Miller :

Don't be tough because I don't have someone actually verbalizing back to me, but what I can teach, right is how I go about it with you. Okay, so the viewers can get an example of it. You know, I did the same thing for the doormen as I came into the place. So the idea behind the communication that I'm about to do with Jay is more about when people go into dialogue with someone and they're selling. They sometimes do what's called winging it, or there's too many variables. So one of the things that I teach is, there's an expression called telling is not selling. Alright, so I pride myself on never telling anyone to do anything. Yeah, I just asked questions. Some of your viewers, a lot of them. We were talking beforehand, they're in the medical field, and bedside manner and things of that nature stereotypically, aren't very good. So they probably have never been taught the unbreakable formula. Whoever asked questions wins conversations. So what I do is basically I lead Jael on the path to a car. All right? So I'll try and teach it so they can understand and maybe they can do this with their kids and have fun. So, so the only card in my wallet is the king of diamonds. Okay, so king of diamonds. And basically, I will approach someone and I will say, do you like to have your mind read? Right? And they say that would be pretty cool. And most people say yes. And then I say let me think of an example here. All right, got one pack of cards. Now I already know the idea behind the sale is I already know what card I want to take you to. So here's the deal. I turn around and say you got pack cards, you can open them up answer really, really fast. All right, and so once you remove the Joker's and just answer so I can hear you and go really really quick. You got two colors you got black got red, and they use tonality on what I want them to say. If they say black and inside, oh and that leaves red. Okay of the red. You got hard. You're Diamonds pick one. I'm in Atlanta hearts, right? If they say diamond, okay of those diamonds, you got numbers you got like you got none of your face. Okay? Face Okay, great. They got the jack the queen, the king. And usually what they'll do, the human brain will process the the one you say with the most tonality very, very fast. If they don't say what you want them say just say in that leaves now that can see that you're never going to go into a sale j with someone and be like, Okay, I'm gonna ask you five questions really, really fast. All right. So the idea behind that strategy, I wish I could blow people's minds and have them

Jay Feldman :

answer j and I wish I had never done the trick before then you could do it on me live but yeah, before andI was trying to figure out how you did it. And now

Jamie Miller :

it does that make sense? Now that I've just shared that how I do it, it does, if I can elevate them because I've got a client who built them in and he utilizes that and the way it's meant to be used. If you go into your dialogue, whoever's watching, when you go into dialogue with someone, you want to have a reverse engineer what you want to take place, I'll give, I'll give you an example. When you can end the dialogue with the words, I agree with you. Alright, that's where you've made it seem like the other person's idea. So a quick example, I always use this with my kids. So for those of you who are watching where you have kids, okay, kids are on devices a lot these days. All right. I don't want my daughter on a device, but I'm not going to tell her to get off of her device. That's amateur, get off your device. Ruby is rude. So I pose a question about Ruby, do you think is a really good thing or really bad thing to be on your device too much? She'll say, it's bad. I'm like, Okay, why is it bad? And then just say, I might end up with no social life and no friends. I'm like, oh, Ruby, that sounds terrible. How would you feel if that was your situation in life? And she's like, oh, that'd be awful. Um, okay. So when it comes to your device, what are your thoughts? And she says, I don't think I should be on it so much. And then I say, I agree with you. So the idea is always to get it to be the other person's idea, but it's Just asking questions in elite and there's formulas about asking those questions.

Jay Feldman :

Yeah, power of questions. I guess you can apply that to just about anything in life.

Jamie Miller :

Absolutely. I don't think until I wasn't to 30 that actually understood the principle of whoever asked questions, wins conversations, but then there's really good question, then there's really bad questions. Alright, so, let's say for the medical field, I know in the legal profession, for instance, there's a lot of ego, right male ego, medicine, okay. So what happened is with them the male ego typically because I'm a man, I can say male ego that exists. I try and limit any ego. You've got a doctor who's the top of their profession, they've they've got everything behind them, they think they've achieved. So a question they might ask someone who's looking to come to them, and they decide against it because we're talking sales. All right. So let's say the doctor suggests Their services to a person doesn't ask questions. And here's the one question they ask, is this one? I'm this doctor, why wouldn't you go with my services? It's a natural question for anyone who thinks they're accomplished, they'll go to this place. Why wouldn't you go? Well, it's very interesting since you asked me to, why wouldn't I go with you? Let me show you now all the reasons why I won't go with you. Alright, so it again, there's, it's the most important skill set was sales since you want me on the hip sales is listening. It's but it's what are you listening to? Are you listening? So I want someone to buy something from me. So I'm gonna have the king of diamonds, I'm gonna reverse engineer, what do I need them to share with me to get them to a place of buying from me? And I'm gonna start with very leading questions that can only go in one direction. Would it be a good thing to teach your audience a one off question that you can ask. They can get someone selling themselves without telling them anything.

Jay Feldman :

I think they would absolutely appreciate that. However, Okay, this one I'd be a little bit long of an episode, that'd be 30 minutes or so. Okay, I know this question. And it's a great question. I use it myself in my own sales tricks. Let's give it to them at the end, fair enough deal for you guys and hang out with us till the end, you're going to get a lot of great value. But at the end of this show, you're going to hear the question. That's a conscious cliffhanger.

Jamie Miller :

And I like it. So that's something that teaches strategies consciously if I know you're like, Okay, like, we're going to share a question at the end. I love it. We use it in content creation.

Jay Feldman :

It's great. Now they're stuck with us. Okay, so yeah, the power of questions, you kind of figure out what your final destination is, which is what they want, right? They want Yes,

Jamie Miller :

yeah. It's ethics. You only sell something that somebody wants?

Jay Feldman :

Yes. Okay. So you got to figure out what that thing is correct. First, and then figure out, I guess you said reverse engineer how you're going to get them now. And these are the questions that you're going to ask from start to finish, you have the end goal in mind.

Jamie Miller :

It can be any situation you can be making in a gym for free if you make an upgrade on an arrow. Alright, I'm going to get what I want, but making it about the other person getting what they want.

Jay Feldman :

Can you walk me through an example of a line of questions that get someone from A to Z?

Jamie Miller :

A line of questions that gets them? Okay. So there's always the simple one that some people have learned, which is what why how, which is the same example use Ruby like Ruby. So like, if I said to you, Jay, what is something in your life you haven't done your life that you absolutely would be gutted? If you didn't achieve it? Make a million dollars, make a million dollars, okay? You could have picked anything. Why did you pick that j? Cuz it's

Jay Feldman :

an easy goal that I have written down that is tangible and in a number,

Jamie Miller :

okay, how would you feel if you could earn a million dollars within the next year?

Jay Feldman :

You're pumped, you feel accomplished,

Jamie Miller :

okay. And would you place a high value on learning that skill set in order to achieve that goal? I would. Alright. Now obviously, if it's as long as it's legal, ethical, moral, would you do anything it takes commitment wise to get there? Just about just about, okay. Now the question is, do you believe that me helping you in your communication skills can help you to get there?

Jay Feldman :

Yes, they do.

Jamie Miller :

Okay, now watch what's just happened. I use the single most powerful word in sales, which is the word believe. When I asked you, do you believe I can help you? And you say yes. I'm not going to say you're being genuine, right? Yes. because no one's ever gonna say no, I'm lying to your face. So now I can now even if I okay, well, it sounds to me like you're very serious. Now, it's just a simple process. People think this close, like, Oh my god, I'm going to ask for the money now. Like, it's some big ordeal. No, it starts from the what? I asked you what value you place in it. You're like a high one. Right? And then I'm like, do you believe I can help you? any doctor on the planet? If they want a client? Do you believe that I can do what it is that you need me to do? Yes, right. I think I need to go and talk to any other doctors. You know, the whole like, Oh, I want to go and do my research. Well, five seconds ago, I just asked you Do you believe I can help you? If you

Jay Feldman :

want to be happier, healthier and have more energy? Do you believe I can help you?

Jamie Miller :

Yeah. Well, then you use and it's interesting. A lot of people talking me, I I write if someone was to ask me, Jamie, you know, what do you do? I always start out, never, this is what I do. I say my clients have said that they and think about adopt, I'm putting this to doctors, because you said this is a very medical audience. Yes. Is that correct? So if you think about doctors, when they start talking about I've done instead of using them, I've done this a million times, or I've done that, you know, like, Go with your gut on a client on a patient that's similar to the one that you're talking to, and be like, you know, I had a patient that absolutely went through this experience, but not using the words feel felt found, which is like sales 101. It's kind of it's too generic. Yeah. The idea of To try and be some originality in there.

Jay Feldman :

Of course, I don't use their names because that'd be a HIPAA violation.

Jamie Miller :

Don't use their names. Okay, dont use their names. In any other setting, you actually want to use names By the way, not this setting, not their setting, but like, okay, but most of the setting Yeah,

Jay Feldman :

that's a big No, no for doctors, but great when I definitely understand the concept of it. You don't want to say I have done this 1000 times. Instead, you would say, I did a similar procedure just the other day. And could you say my patients, I had a patient, they can say my religion, you can be vague. It's called a HIPAA violation. If you use their actual names, you're giving information that might Okay,

Jamie Miller :

fair enough. And see, you know what that just took, I learned something new on the air. So that's always wonderful thing. The formulas of what why how. But again, people get very generic with that. You just you want an example where you can take someone from A to B, you can also do it. In other settings, like I said, I know I can get a consistent result on getting upgrades on airplanes using a line of questioning. Like if people are traveling, do you think they'd want to know? How do I get upgrades on airplanes? I'll be

Jay Feldman :

traveling soon. I want to know.

Jamie Miller :

Okay, so, all right. So the idea is think about what the other person wants, right? And what I want. Alright. So when I approach a ticketing agent, I want an upgrade. Now, Jamie, in the past, amateur would go up and try and be polite and be like, excuse me, is there any chance that I can get an upgrade on this flight? Now the ticketing agent can answer yes, that question, but they can also answer No, here's what they can't say no to. I woke up, alright, they're dictating. They're in customer service. I will do customer service, good customer service people want to do. They want to make their customers were happy and out of their happy, right. So I go up and I start my talk. Look, you know, there's just something about you. I was watching you as you're checking other people in, and you just seem like you absolutely love putting a smile on everyone's faces as they check in. And here's what they say I kid you not. I love doing that. What can I do for you? I'm so glad you asked. I would just really appreciate and I've done it from England to from Heathrow to Orlando with my ex girlfriend. Well, Mike, I just really appreciate it. We'd really appreciate whatever you could do. For us in the best seats possible. Let me see what I can do. And then as a result of that, you elevate your chances of getting an upgrade on an aeroplane. Hmm, but you made it about what they want. Rather than what they want to put a smile on your face.

Jay Feldman :

Yeah. I love it. I will try that one out at the airport. They are not quite as charming as you I don't think oh, I

Jamie Miller :

think he could lay it on.

Jay Feldman :

I gotta practice I mean a lot of these things, I guess take practice actually going up and getting said no to a couple times I'm sure it doesn't work 100% of the time. No, that's what scares people.

Jamie Miller :

You'd like it being interactive. It's interesting because you want me to the card thing, but I can show how this works. Look what? There's one way if I said to people, you need to practice this. Alright, to get good at it. rather watch this. It's just a tweak. Hey, guys, would you say that in order to get good at something? practice is a good idea. Yes. Great. So what are you going to do going forward? I'm going to prep and now they're answering for themselves. The question, the question is just small tweaks, oh, this isn't all about sales. It is communication. It's being a boss, being a leader, getting people who are working with you and for you to do what you want parenting. This, this can apply to so many things. Do you get Do you get superiors in the medical field, where someone in a lower position has done something they don't like? Alright, and here's the typical question. What will you think thinking, why did you do that? Is that would that be a?

Jay Feldman :

I've been told that and have asked that.

Jamie Miller :

Okay. So let's look at that we just said asking questions is the key. Right? Out of all the questions in the world, you could ask someone who's done something wrong. Why did you do that? What were you thinking? And it could be the same with a parent to their kids. See, it transcends all situations. You've asked a question that what they now going to come up with, they're going to come up with all the reasons why they did something wrong, and what they were thinking, which are the things you don't want to hear. And now you're going to waste your time. All right, would you would you agree, time is the only thing you're not going to get back? It's the most valuable. so valuable commodity time, right. So instead of asking, what were you thinking, why did you do that? Get your time back by and watch this you do is tweak it. Hey, can you show me why you shouldn't have done that. And automatically, the other person has to eyes will go in the head. They'll stop thinking and now they'll start sharing. reasonably shouldn't have done it. meaning they're showing you they have a greater understanding of why they shouldn't have done it. That's great. And it's and it's Yeah. So that's an example of conscious communication.

Jay Feldman :

Awesome. So I guess one other thing that I actually talked to you about this prior at the dog park, and was the first sales guy that I was talking to about we first met. And that was mirroring. This is something that I learned from Tony Robbins and has been really effective and not only my sales career, but personal relationships. Right? Um, why don't you talk to the audience a little bit about mirroring and why it works?

Jamie Miller :

Well, there is a science I sometimes watch like so for instance, your hands like this. So sometimes you might see like, you get very intuitive with with with language. I would say tonality is a big deal. So for instance, there are some times you're approaching someone where they're an aggressive New Yorker, alright? And they're like, like, what's the price? What's this gonna cost and they're very aggressive. So I would imagine match them for that rather than being sad or being like, hey, look, man, I can pro price you all day long. Do you just care about price? Or do you actually care about the value of the service that comes with the price? All right, I'm not just going to throw the price that if he says it's just price, okay, our share price, right? Because you're just obviously a price shopper that's just going to go around. Yeah, but what they're typically going to do, because you throw it back at them, they're going to have a bit more respect because you match them rather than being like Oliver Twist, please. Can I have some more like you know, the game? Okay. Absolutely. Yeah. So and you're a lot younger than me. So the fact you're familiar of that, by the viewers should be familiar that Yeah, there's no begging. Alright. So marrying the person that you're talking to is very important in that those nerves in the medical field too. There's actually something to be said for maybe this will be helpful. If I was delivering very highly emotional information. I would actually get someone sat down with me, rather than tell them where we're both standing. All right, there's a key when you're speaking in front of a large group, and you're going to tell an emotional story. The best speakers, what they'll do is they'll sit down stall and put themselves on the level with the audience. Hmm. So that might be a new key

Jay Feldman :

tip. Yeah, never consciously notice that. But now that you mention it, I think that they do. That's

Jamie Miller :

another key tip, if I'm selling you, right, because it's communication. Right? If I sat on that side of the tape when you're set, if we sat on opposite ends of the table, we've now got a physical barrier between us being at the table. You don't want that. Alright, people do things on emotion and then justify it with logic, but they have to find the emotion first, but is that was there anything deeper about mirroring that you wanted me to address with them? Because I

Jay Feldman :

know, some key points from from Tony Robbins I could just point out, most communication is nonverbal. So like you said, that barrier is a non verbal form of communication, I guess it is it puts up a wall between you. It furthers the distance and also that like, like likes, like people like people who are like themselves. So, like you're saying with the New Yorker, if you came at me with that, and I was Oliver Twist, as, as the client, I find not gonna like you very much. Because you're, you're fast, you're loud, you're aggressive, and you're not like me.

Jamie Miller :

Agreed. So there's a couple of things. One that comes to me that people buy from people they feel the same as, if I asked the audience are watching is building rapport important. They're all going to say yes, right? Then if I ask them how they go about it, I get so many random answers. Like it's, it's this, it's that and they say some people say they use humor. And I'm like, does everyone find you funny? And they're like, no. So if we know that building rapport is making someone the same as us, like, like, like, okay, it's interesting. To use web like, because what I'm about to teach right now is conscious communication based around just a question. All right, that you can ask someone that gets him to be the same as you like that. And it doesn't matter whether it's man woman, I will ask a question of the audience, where they will all say yes. Hey, just accuracy. Are you like me? Do you value your time? Everyone in the world is watching this right now will say yes. Okay, we're the same. Alright? Or how many of you like me, you like it when people are honest with you? Yeah. Okay. So now if you that's going general, if I also questioned you're going to say the same thing. Now if you want to elevate the poor and make some really the same very fast, okay, then what you do is you get as specific as possible. Jay, you like me, we met at the dog top. So we deeply care about our dogs getting exercise and fun engagement with other dogs. Sure. Now it elevates we are even more the same. You can go and practice people can implement and practice can very quick back in the day when I could go into a gym on a Sunday morning it's very quiet and so I could go up someone practice Hey, do you like me? We're in this gym right on a Sunday morning is dead on so people aren't there like sleeping or hangovers? Here's what's going through their mind. They're like, you know what this guy's right. And so he's basically whatever Next comes out my mouth. He's going to take us fact. Right? And that's the goal along the second point is the mirroring body language. When I'm speaking when I'm saying things and this will help people, especially with what's going on in Well, there's this is now more important than ever. Yeah,

Jay Feldman :

for those of you who are watching at a later date, where admits the end of the quarantine from the Coronavirus pandemic, they just started opening things up. And it's a crazy time for those of you who are watching yours in the future. Continue.

Jamie Miller :

Thank you. Yeah, well, well said. The truth of the matter is so even though we're now opening up There's lots of people who think are weak and great and face, they're great and face to face. All right, they can sell anything face to face, the truth of the matter is, face to face is warm. The warm is form of correspondence you can have with some communication you can have with someone. There's lots of people sending emails not getting any responses. All right, I help people get responses in their emails. It's virtual face to face is the way to go. What you want to be selling is a virtual face to face. What's great about virtual Face Face is as I'm saying these things I'm watching your head, not, which means I'm reading your body language. Which means if I don't see this, it means I have to I know instinctively, I have to go a different route. Yeah, to get to this. So that's part of that body language and being observant of those things. If I suddenly see you do this, I'm gonna call it out. Yeah. And some people say they're not comfortable that how would you even call that out? And I would just be like, Look, I just couldn't help but notice a minute ago when we were talking. You just went like this is is it because it's cold? Or is it Something I shared, that didn't quite resonate. Yeah. Right. And so because you want to make sure you have the deeper level conversations. So

Jay Feldman :

yeah, that's great stuff.

Jamie Miller :

Okay, that's good. As long as it's hitting home for them. That's what matters setting

Unknown Speaker :

on for me. So hopefully it's hitting home for them. Good. I'll talk about cold sales. And I think the strategy that you just talked about, which is getting someone on the same level as you finding common ground and things like time, and what was the other one that you gave on this day? Yeah, yeah. Sounds like a good way to start off a cold conversation, knowing very much about the person on the other end. I do it all the time. What else do you have in terms of approaching somebody who's a cold lead, maybe in a phone call? or an email? Any ninja tricks for getting that cold leads?

Jamie Miller :

Well, I can tell you one thing right now, I say, Do you get emails with promotions and different companies are spending time and they're writing emails and individuals are writing emails, right? One thing they're doing a lot of them in the subject line you do to cope it. All right? Are you really going to want to open that email in the first place

Unknown Speaker :

for an email hack that you might not know and people don't know? They're probably spammers, if you put COVID or Coronavirus in an email subject automatically goes to your inbox.

Jamie Miller :

Okay, but are you going to? The point is, are you going to open it? Probably

Jay Feldman :

at this point, maybe not a month ago, probably.

Jamie Miller :

But you become immune we become immune. The idea is you become immune to stuff. You've got to be original. Yeah. All right. That's why like when people pick up the phone, Hi, this is everyone's picking up the phone. Hi, this is so and so. So I could be sending you the most golden information. Right? Like in the world, I can help you communication. It's most amazing. But all you hear is Hi, this is Jamie with conscious communication. What do you want to do in that moment? Click. Okay. So there's a different approach and it's the same with emails. No one likes get Okay. Are you like me, in that I don't like getting long emails. You hate it, we are the same. Okay? How many times you see these long emails? And here's the truth matter. Most companies what they do in an email is they feel a need to share information. That's not the email is not to sell what it is that you're selling. Alright, if I'm teaching something, hopefully that this is high level for people, all right, when you email if you reverse engineer what you want to happen, you want that email to elevate to a phone call, or a meeting. The only thing that first email should cater to is getting someone's phone number, or a meeting. That's it. So it should be very short. Sweet. Watch this. If I emailed you, hey, hey, Jay. Look, Jay, if you're anything like me getting long emails, it's not the best. Alright, so I promise I'm gonna make this really brief. All right. I'm looking just for a five minute call. My clients have shared I've helped them in this area. Would you at least value a five minutes Call me question mark. All right, cheers, Jamie. All right, very short and sweet. Now, I'm not saying you get 10 out of 10 responses. Yeah, but you get more responses. Yeah, then way better than find my crap because you're not doing this overshare of everything you've ever done. Companies feel like they have to do this tell like features like one shot

Jay Feldman :

to unload on this port pourcel

Jamie Miller :

and also the other big thing is customized email. Like don't make it just generic robot like I'm reading out someone like a robot. Most people not writing Hey, are you like me? Like, if I'm calling up someone I'm a realtor. I'm calling up a for sale by owner right which is something they do on a frequent basis. And then if it is going off and attendant to real estate and we should be talking examples, they'll call up for sale by owner. The whole goal is to get the for sale by owner to sell themselves on why they should use your services but most people start Hi, this is Barbara with Keller Williams and then they hear this Bob Coble banker but they hear that's all they hear. So I'd be like, Hey, is this Bob Latin I can call your friend. Yeah. Hey, this is Bob. Hey, Bob, I noticed you're doing a for sale by owner. All right. So if you'd like me to respect your time, just as that rapport build. Alright, so I promise to be very brief with you. Right? If there were any benefits for you all right to use a realtor because I've had other people share that they would like the idea that they can go to work and not miss out on an appointment feature on the home. If there are any benefits that you've come up with, to use a realtor, what ones would you come up with? That's the question. Let them solve it. Oh, it's the fact the myth. The myth that you said anything Bob means it's probably a good thing for us to have a meet up. Yeah. Yeah. Okay. It's not to go on and on and on and on. The aim is to get a face to face meeting or a meeting with bug base to get them to start selling themselves. Very fast,

Jay Feldman :

short, sweet and ask the right questions. And with that closing say more you kind of

Jamie Miller :

I know I did. He didn't know.They don't know.

Jay Feldman :

So let's head in there right now, like I talked about that that magical question.

Jamie Miller :

Okay. One of the it's a question I use at the beginning of any sale that I typically go into, because I want people to sell themselves from the very getgo. Right. And it's important people will do things based on what they value, not what you think they should value. Right? So I'll go in and look at you obviously, you value you're like me, you value your time you arrange you agreed to meet up with me right now. All right, based on something and as you invest money, and same in Canada, you're gonna meet with me. You know, I'm just curious. What benefits Did you even come up with for getting better in communication when it comes to my services? And then that person just starts telling me What benefits and here's what I want them to say. More sales. The second someone says more sales on now I'm going to elevate that emotion yeah another I'm going to be like What does more sales do for you in your life? up dude, I get to go on holidays I get to do this sounds really cool. How do you feel me if that was your setup? Yeah. What do you believe that I can help you in this? Yes. Okay. If they say no what would you need to believe? What would you need to know right now to believe that I can help you in that space?

Jay Feldman :

So this is the line of questioning this is where you find out what they what benefit would you get

Jamie Miller :

from but notice I didn't just start with the word walk. I built up transparency. Yeah, you got this morning, right? You got yourself dressed up. Alright. You value if you're like me, you value your time, and you're seeding all these facts. There's something called NLP neuro linguistic programming. I use a lot of it in certain lights, but there's a When you use three backs in a row, it puts a human brain into a trance. Alright, because it takes whatever you say next as factual all right so you so I would I would always be like that so when someone's gets a lead in like you did this you did this you did you know what you're right. And you say facts and then they naturally take for your next gonna come out your mouth as fat.

Jay Feldman :

That's a cool thing. That's a cool thing. I didn't know that you touch something today.

Jamie Miller :

I think that you know what, in the light of absolutely giving away a lot of information and wanting to help people and hopefully this hits home when if you're selling someone something, when do you want them to take advantage of it?

Jay Feldman :

Now? Right away, right right away over the phone.

Jamie Miller :

Okay, so I'll give one tip. One tip of urgency. There's a few others, right based on stories, but one foot today for this audience? Yes. It's not a question. It's a statement I make. At the beginning. I just say you know, all my clients, they know the next 15 minutes that they want to go my services. Repeat that all my clients Just so you know, for the most of my clients, pretty much all of them. They know the next 15 minutes, but they want to go my services, and I just throw it out there as a statement. So then when that 15 minute mark comes by, I didn't remember that. Okay, so remember I said like, what my client? Were at that point? Have you heard everything that you need to hear? Feel confident to move forward? Yes. If they say no, I can then say, Okay, what specifically do you need to hear? So I'm not having a long winded? That's great. And I see the urgency from the very getgo.

Jay Feldman :

Yeah, most of my clients know in 15 minutes, it's

Jamie Miller :

now you set up cuz sometimes they come in, I don't care what this person says or does. We're not doing it. Yeah. When you say most people know within 15 minutes the human brain processes Oh, other people make decisions very fast. Yeah. And now they can change their mind was the day. I really liked Dr. Day. I think he's the guy to go with and it's Whew, like even though they had the conversation before, and I call it the puppy dog clothes. I love that.

Jay Feldman :

All right. The other thing that I wanted to go ahead just remembered all right was one of your comebacks to the client who you're talking to? Who says not right now. Maybe I'll sign up that was gonna be one of the upper urgency plays. Tell us about it. This is great having

Jamie Miller :

me sharing this. All right, you guys I shared wanna, okay, give them the goal. All right. So you're getting the gold here. Alright, so I had a client who sat in front of me and foxtail Alright, even though I'm not in medical field, I'm not going to give his name. Right. But it'd be happy enough. All right. It wouldn't be it wouldn't be up to that. He sat across from me and goes, Jamie, this is how it's going to go. I've asked him all the discovery questions. I've elevated emotion. He said, Jamie, you know what? I'm going to do this. I'm going to do it on March 30. Right? This was like March 19. Because I'm gonna do it much better. I'm like, now here's the deal. All right. You think you're gonna do it? March 30. If another to share strategy with you, women say some things and in the next five to 10 minutes, you're going to be putting your credit card out and enrolling in my services, and said, here's the good news. Once I've done this strategy on you, you're going to know that I'm going to be teaching you it. So you can do it. When you face that same objection. I love what I do, because I can teach as I'm selling, like I literally can sell and teach what I'm doing at the same time and be that fun, unique thing and be that transparent. So I said, I said, Look, make it about him, not about me, but show me someone who you think you admire that I would know someone famous that everyone knows that successful, that you admire. And he said, I'll give you a couple of guys Tony Robbins, Mark Cuban. I'm not perfect. And like I said, I've read the book by Tony Robbins money master the game I said, if you haven't read the book, any books, but don't worry, there's no. Now the reason I say that part is Because when he said no, most people in sales think oh, yes get yeses. You're done. All right. Don't get too caught up on the yeses, right? You want a final? Yes, obviously, but you don't need corridor of yeses. That's a very amateur play to sales. So you said no. I said, Okay. I said, Have you ever read the book Seven Habits of Highly Effective People? Or is part of the story? And he's like, No, I said, Okay. I said in the book, it teaches this, and I just want to get your gauge on whether you believe this to be true. In the book, it says, in order to have success, you don't have to reinvent any wheel. No will need to be reinvented. You just have to go out there and find someone who's already achieved the success that you want. And you copy them. I said, Would you agree that's a very safe way in order to go about achieving success said yes. I say great. I said, I've never read a book. And I'm not imagining this one book. Or one time the Tony Robbins, Mark Cuban they've ever said, You know what, you value something you believe in it, you want it and you're not going to help you that they will turn around and say, I just wait till later. And he literally he pulled his finger. He looked at me and goes, dude, you're good. And he got his wallet out, pay the credit card. And he signed up. You had a mic, drop it right now,

Unknown Speaker :

right now, when he told me that one I was like, sold or bringing in.

Jamie Miller :

That's the end. But there are other plays, too. Right? It's all about though making money. I'm not saying oh, you I think you should do it now. Or I think Richard Branson is the most. Like for me, Richard Branson is an entrepreneur that I aspire to. But when you make it about somebody else the other person aspires to, and you make it about what would they do in the same situation?

Unknown Speaker :

It puts them in a bind will work on me. I get it. Yeah.That's awesome.

Jamie Miller :

Okay, so that was that that definitely I would love to believe Alright, obviously the audience do they get to do comments and stuff? Okay, so I would love to play the when this goes out there, there is a ton of comments on why I never fought with that.

Jay Feldman :

Yeah, and these are the tools in my toolbox now. So I hope some of some other people and some viewers can, can use these as tools, you don't have to whip them all out all at once. But knowing them, practicing them and knowing when to to utilize them makes you not only dangerous in business, but your everyday communications. And it's really just probably one of the more important episodes I'll ever do.

Jamie Miller :

I appreciate that. If I may share at the beginning because we were talking about the stereotype the bedside manner of doctors, since its medical field watching, they would be in a better position if they got good at telling the right stories. Storytelling is going to be their key skill set, that if they were to polish up on anything, it's telling stories, because when you're talking to families and different people that Great One of the greatest books ever written was How to Win Friends and Influence People. The whole book is story a lot of all right. So stories matter, but they have to tell the right stories. And there are a bunch of them. But they can be told in certain light to fit into the situation's they're facing.

Jay Feldman :

Yeah. And going back one more time. Just know, that's great for doctors out there, because one of the biggest struggles that I had my patients, and for every doctor, I think this is universal is getting your patient to make the life changes that they need to do to get healthier. And I guess this isn't just patients, this is your children. This is your friends who might be struggling. But they're the default kind of action from doctors for their patients and set they want to get to quit smoking or to change their diet or take their medications is you need to do this, you're going to die. You need to stop smoking, you're going to die. You need to eat better, you're going to die. And notoriously, it doesn't work. Just by applying somebody

Unknown Speaker :

who's you're telling Yeah, you're telling

Jamie Miller :

And using they don't you haven't got them to buy into that fact they actually care.

Unknown Speaker :

So it's just visit after visit have the wrong message. I

Jamie Miller :

think it's important that people understand too, that there's no such thing as perfect. I'm not sitting here saying, oh, if you just get the other person to share it, but that means they're going to do it. What it does, though, is being proactive in your dialogue with someone. So if I get Ruby's tell me she doesn't shouldn't be on a device. That doesn't mean she's never going to be on a vise too much in our life. It means that my next dialogue with her is, hey, Ruby, you remember when we spoke? And you shared with me? these things? Will you just tell me what you thought I wanted to hear? Or do you believe them to be true? I believe in future Okay, so from this point on, what can we expect? You know, so now with doctors with that, rather than going, you need to do this or you'll die? Be like, what are the reasons you think that you should? What do you think you should be doing? Why do you think you should be doing them, okay, and then get them to a place will not stop. There's only one thing my kids, this will help. There's only one thing my kids can do in life, they'll disappoint me, one, getting in a car with someone who's been drinking. But I'm gonna make it about them showing me and I'm not going to stop that conversation until they say these words. If I if I get in a car with someone who's been drinking, I will die. Alright, and then I'm going to elevate that moment of what how that would make them feel alright to to get to a place so that they can understand. Clearly they've come up with the answers because it's going to be so much stronger, much stronger. Yeah, when they've told themselves. When you get someone to quit smoking because they told themselves to do it. It's gonna be so much stronger than you need to do this. And that that also is a lesson. People don't do what they need to do. They do what they want to do. Have you got more shoes in your closet than what you need? Of course, okay. Why did you buy the last pair of shoes that you bought for running You wanted them they wanted though, because you have the idea is is like I can show. There's a clip that I've got another friend of mine where he owns like children personally because last Perry ball, he threw 200 bucks because price is irrelevant when people think I'll price like, all these things are relevant. Yeah, get people if they want it, they'll do it. They won't do what they need to do they do what it wants to do. So get the doctors in the medical field. If they can understand that. How do I get this person show me what they want? And then make it bigger picture?

Unknown Speaker :

Yeah, lead them to a place where they're saying that's what they want verbalizing it. Yes. I think it's super important for every doctor on here. I think if they applied that it would be huge for for the success they have with their patients. So I agree with you. Yeah. I love it the communication skills. All right. I think we tackled a lot of a communication, sales and even how doctors can utilize these things and helping their patients. How entrepreneurs can help this closing sales. Talking Cold leads, Jamie, I'm gonna hook you in here. So if people want to know more, they want to hear more of your content, you do lives you do sales training, where can they find you?

Jamie Miller :

Okay, so I've got a couple different scenarios that I'm doing now, with the pandemic that's going on since we are in 2020. Like for the viewers that watch this in the future, and travelers, I'm doing virtual groups, zoom trainings now, where the investment is very small. I also provide customized one to one training for custom situations that people are facing. Alright, and so even one of those situations basically, I'm here to cater for I can leave my email address, I guess, or you can show everything in the notes for people so that they can reach out to me

Jay Feldman :

that email address though, Caplin email Yes, I put it in the notes it gets gets spammed

Jamie Miller :

okay. Either way, the idea if you were me, would you want to get spammed? Hopefully you're saying no, all right? No, so good. So you can reach out to Jay as well. And he can obviously direct you. To me. One thing I will share with you is I love all my clients, I there's no amount of money that's worth me getting a headache for a client. And so there's that I make sure if I'm going to commit every single client of mine, if I was to show you on my phone, they get a smiley face next to their name, meaning that my journey with them never ends. So no matter what point in life, they're at, they're going to start a new business. They're gonna do a new website. They can literally reach out to me and be like, Jamie, what's it takes me five minutes. I'm sending this email. Let me see what your thoughts are on it. Yeah. All right. And so it's it's an ongoing process for people so

Jay Feldman :

awesome. Does anybody get a sad face?

Jamie Miller :

No one gets a sapphic not you know what, no, it's a sad face, but let me see if this resonates for you. And your The audience, I remember who doesn't go with my services. So the idea for me is I was meant to be doing a TEDx talk in front of 2000 people in Atlanta before this whole pandemic started. And it got called out the truth matches in 10 years time, I do envision myself and I believe that I'm going to be on big stages, and we'll be out there. And there's going to be people who I will always take the call from where they have smiley face, then there's going to be people who have my number, who think they're going to be able to call me up in 10 years time. And they're not going to get because I already had spoken to them. Yeah, I ask them questions, just because you ask some questions. It gives me the ability to sleep at night. If I ask someone questions, and they give me all the answers, and then they don't move forward. That's the blessing. I sleep at night knowing Hey, I couldn't have said or done anything else. They shared everything. It's on them. If in 10 years time, all of a sudden they want to reach out yeah, it's like Absolutely. Does that make sense is I hit home for people like you always remember people. You know and how they responded to you. At the time

Jay Feldman :

I do. I better get a smiley face is a pleasure having you on the show pleasure being on everybody if you want to contact him or get in touch with them, all of his contact information and social media is going to be in the show notes. Beautiful. Thank you so much. I think this was one of the more valuable episodes I've done and probably will do. Communication is kind of the essence of everything in life, but not only business but interpersonal relationships. And I think these tricks are gonna help a lot of people. So thank you

Jamie Miller :

love to hear that. Cheers.