How to Become Problem Finders and Problem Solvers | Jeremy Miner

0:01 [Music] the one okay you you wrote a book about the unsellable generation why do you call it the unsellable generation well what and here's what i mean so the book is not published yet so it's been written for about four months it's going through with a publishing company right now a pretty big one uh and it won't be published i think november of 2022. i don't like if you self-publish a book it's a lot faster you publish a book where you want it in barnes and noble like bookstores there is a lot of freaking stuff that goes into that i think you've published a book too haven't you yeah so

0:48 you even know like self-publishing takes a while did you self-publish it or did you yeah okay self-publishing takes a while but like publishing it like going through all that stuff it takes forever it's insane so that is not on the bookshelves yet but november you guys go to barnes noble amazon it'll all be there so um what i mean by unsellable generation is this okay uh and it's you know let me let me say that with a grain of salt do i mean that people are not sellable no do i mean that people's buying behaviors have changed drastically in the last several years yes okay and what i mean by that is a lot of people believe that if they have a great product if they have a great service that they can just go out and tell people they've got

1:33 the best this and best that and just people are going to line up and want to buy it and i call that product pushing okay one thing we have to understand and this is probably the case even in door-to-door but especially like if you're selling to ceos or or corporations or companies or even you know you're selling life insurance policy doesn't really matter even cars okay your prospects are more cautious and skeptical about making the wrong buying decisions than they have ever been before and why is that you know one of one of our clients that we do all the training for his company his name's brandon kane he's the author of a book called hook point how to stand out in a three-second world big national bestseller look back at it it's a great book he does all the social media for like mtv taylor swift rihanna big social media guy in hollywood he says in his

2:19 book that there are over 3 billion so there are over 3 billion content creators every day that are trying to take away your prospects attention from what you were trying to do you were even competing with 13 year old junior high girls on tick tock now you were literally competing with ted talk people on videos okay guess how many content creators over 20 years ago just take a wild guess maybe 30. more than that there was about a million there's over three billion content creators now 20 years ago i'm thinking like motion picture and stuff you're like no i'm dirty dude yeah of course yeah i'm just i'm just saying that content creators that are pulling your prospects attention spans away from

3:05 you right like he talks about we live in a three-second world how do you stand out okay because of the information age we live in today with the power of the internet and especially social media we have to understand that your prospects are being sold to 24 hours a day seven days a week month after month year after year now when i go to events and say that people like that's not true jeremy i don't have sales people coming by or calling me or coming to my door 24 hours a day what are you talking about i'm like why don't you really think about it when you wake up in the morning what's the first thing you do you grab your phone you get on your facebook or your ig and you see what ads trying to what sell you something you walk into your kitchen you're like oh my gosh i'm so tired like you know if you

3:51 drink coffee you get your coffee or your inner drink or whatever you drink you turn on the tv to see some you know some news and you see what commercials trying to sell you right you get into your car you're driving to the office in your case you know with with the guys you train they're driving to the you know the doors the neighborhood and they turn on the radio and what do they hear ads trying to sell you something right you get on your lunch break you get back on your phone you look on your social media you see your aunt trying to pitch her latest greatest mlm she's trying to recruit you in you're constantly being sold to 24 hours a day seven days a week and because of that human beings have built walls of resistance at any time they feel that someone is trying to sell them they immediately go into fight-or-flight mode and try to get rid

4:38 of you especially on the doors as you know there's a lot going through their brain when you knock on somebody's door and they don't know who you are or even like a cold call all right so we have to become what i call problem finders and problem solvers not product pushers okay now what do i mean by problem finding like any book back here like any of these books back here on sales or whatever they're all gonna say you have to be a problem solver i don't think i've ever read a sales book that did not say i have to be a problem solver okay i get that but here's your problem if your prospects don't buy from you you can't really solve their problems okay you have to be much better in our day and age at problem finding what does that mean that means helping

5:24 your prospect find problems in their mind that before you knocked on the door before you called them before you were in a meeting with them they didn't actually realize they had one thing we all have to know your average prospect does not even know they have a problem when you first start talk to them especially if you're cold calling them on the door it's not like they're sitting around like i've got these bad problems oh a door-to-door sales person i'm so glad they stopped by they're not thinking that you're like catching them completely off guard just like if you're calling somebody on the phone as a cold call most people even if they book on your calendar if you're selling solar maybe and they're you're doing lead generation they're booking on your calendar or you're doing outbound leads most people do not realize they have a problem or maybe they realize they have

6:10 a problem but they don't realize how bad that problem really is or maybe what the consequences are if they don't do anything about solving that problem now once you learn like you like you talk about you know i've read your book actually i read your book here the last couple weeks when i saw it was going to be near a podcast once you learn advanced questioning skills uh it allows the prospect to not only see that they have one problem but maybe they have two three or four other problems that they didn't realize they had that's your sales ability that allows them to see that you can't tell them that because that's going to go in one ear out the other you're biased you're the salesperson yeah questions allow them to tell themselves that and they start to view you as like the expert the trusted authority that's going to get them the results they want

6:57 so in our day and age you have to be really good at problem finding problem solving you cannot be a product pusher unless you want to be an average sales person now what do most sales people do okay any industry like when we go in to do audits like google adwords is one of our clients we train four of their larger divisions we went and did an audit with them and they're already doing pretty well financially okay but when we heard their sales people were like oh my god like it was horrible okay if anybody with nobody in your podcast maybe is working from google so i'm just going to say here so don't spread this around right now you can send it but it was bad they were just product pushing they're like oh hi uh you know i'm from google adwords and i want to talk to you today about our cloud services and bubble and just start

7:43 talking about the cloud services and i'm like oh my gosh like you guys are losing so many sales so what do most sales people do they're taught how to ask a few consultative questions what's your biggest problem what solution are you looking for what's your budget and then they start talking about the features and benefits and how they have the best this and the best that which by the way doesn't every sales person say they have the best product like how many sales people do you know like yeah john you know our product's fifth best in the market nobody does right so when we say things like that subconsciously it actually triggers your prospect to trust you less because they're used to every salesperson and company saying the exact thing right so it's like taking a bucket of mud and like throwing it up

8:28 against the wall and like hoping and praying that something you're going to say is going to magically trigger the prospect to want to buy from you i call that hopian it's a drug that so many salespeople are on and entrepreneurs where they just hope and pray that something they're going to say is going to cause that person to want to buy it it's such a hard and unpredictable way to make a living so you want to be problem finding problem solving not production