How to Ask Better Sales Questions and Overcome Buyer Resistance | Jeremy Miner

Send us Fan MailWhy do prospects delay, resist or disappear even when your product or service could genuinely help them?Jeremy Miner’s answer is uncertainty.In this episode, Peter Boolkah speaks with Jeremy, founder and chairman of 7th Level and creator of the NEPQ sales methodology, about why traditional pitching creates resistance and how better questions can help prospects understand their own problems.Jeremy argues that selling is ultimately about change. A prospect must believe that changing their situation is less risky than remaining with the problems they already have.Rather than immediately presenting features and benefits, effective salespeople learn how to uncover the gap between a prospect’s current situation and the outcome they want.You’ll discover:Why selling is fundamentally about helping people changeWhy familiar problems can feel safer than an unfamiliar solutionHow pitching too early creates resistance and uncertaintyWhy salespeople should sell the result rather than the productThe difference between problem-solving and problem-findingWhy superficial rapport does not automatically create trustHow situation, problem-awareness and solution-awareness questions workHow consequence questions reveal the cost of doing nothingWhy Jeremy prefers commitment questions to traditional closing techniquesHow self-persuasion can help prospects reach their own decisionWhy founders must turn sales ability into a repeatable team processAlthough this conversation was recorded in 2022 and originally framed around post-pandemic selling, its central lessons are not tied to that period.Buyers still resist pressure. They still fear uncertainty. The businesses that consistently win are those that understand their customers, ask better questions and help people make confident decisions.CONNECT WITH JEREMY MINER7th Level: https://www.7thlevel.comCONNECT WITH PETER BOOLKAHWebsite: https://www.boolkah.comLinkedIn: https://www.linkedin.com/in/boolkahInstagram: https://www.instagram.com/pboolkah/Facebook: https://www.facebook.com/BoolkahX: https://twitter.com/boolkahABOUT PETER BOOLKAHPeter Boolkah is a business coach, author and speaker who has spent more than 20 years helping business owners build stronger, more valuable businesses that do not depend on them for everything.He is the creator of The Hamster Wheel Trap® and author of Your Business Sucks: Build a Business That Works Without Destroying Your Life.Peter works with founders and leadership teams on the issues that ultimately determine whether a business creates freedom or becomes another job: leadership, founder dependency, people, profit, execution, scaling, exit readiness and enterprise value.His approach is direct, practical and built around one simple question:Do you own the business, or does the business own you?Learn more at https://www.boolkah.com