Using phrases like 'just following up' or 'circling back' instantly signals that you're a salesperson using a script. This lowers your perceived status and triggers the prospect’s survival brain to ignore you. Instead, neutral, curiosity-driven language disarms defensiveness and re-engages attention.

'Just following up' is recognized as a sales script and triggers immediate dismissal.
Prospects associate these phrases with manipulation and low status.
Changing language can re-engage ghosted prospects by triggering curiosity.
Status in the conversation determines whether you’re heard or ignored.

“When you saw the words 'just following up,' 'just checking in'—immediately what came to your brain? 'It's sales.'”
Jeremy Miner · 16:30

#sales-language#status-dynamics#follow-up-strategy#communication

Myth Buster50:30

People Don't Buy from People They Like—They Buy from Trusted Experts

Contrary to the old adage, people don’t buy because they like you. They buy because they trust you to deliver the best result. You might love your local hardware store, but you still buy from Amazon because you trust it more. Status and perceived expertise matter more than personal rapport.

Trust and perceived ability to deliver results drive purchases.
You might like someone but not trust them with a critical decision.
Status in the prospect’s mind determines buying behavior.
Expertise and authority outweigh likability.

“People buy from people they trust can get the best result. Period. If they like you, that's just a bonus.”
Jeremy Miner · 51:20

#trust#sales-philosophy#brand-perception#influence

Explainer· 2

Explainer04:30

Why Sales Is Neuroscience, Not Rocket Science

Jeremy Miner explains that every human decision begins in the emotional brain, not the logical one. This foundational insight from neuroscience means selling must appeal to emotions first, then logic. The traditional sales scripts trigger defensive reactions because they’re predictable and manipulative, but understanding brain science allows salespeople to engage curiosity instead of resistance.

All decisions start emotionally, not logically.
The brain reacts to familiar sales language by entering fight-or-flight mode.
Effective selling uses neuroscience to bypass defensiveness and spark curiosity.
Scripts that sound like 'just following up' trigger immediate dismissal.

“Every decision you make as a human being starts with your emotional side of your brain.”
Jeremy Miner · 04:30

“You cannot make a decision with your logical side of your brain—it just goes against the data and science.”
Jeremy Miner · 04:50

#neuroscience#decision-making#emotional-intelligence#sales-psychology

Explainer10:30

The Three Modes of Selling: From Boiler Room to Dialogue

Miner breaks down the evolution of selling into three modes: aggressive 'boiler room' tactics, consultative selling, and neuro-emotional persuasion. The first two fail because they trigger resistance or yield shallow answers. The third—dialogue-based questioning—gets prospects to sell themselves by triggering internal reflection and emotional openness.

Boiler room selling relies on pressure and manipulation, triggering rejection.
Consultative selling uses logical questions but gets only surface-level answers.
Neuro-emotional persuasion uses curiosity-driven questions to prompt self-persuasion.
The goal is to get the prospect to emotionally open up and advocate for change.

“How do you get a human being to persuade themselves?”
Jeremy Miner · 13:00

#sales-methodology#persuasion#consultative-selling#behavioral-science

Tool· 2

Tool18:00

The Pattern-Interrupt Follow-Up Email That Gets Responses

Instead of chasing ghosted prospects with repetitive follow-ups, send a concise, neutral email that ends with 'Where should we go from here?' This pattern-interrupts the expected sales script and triggers a response because it doesn’t sound like a pushy salesperson. If that fails, a second email referencing their stated goals with a 'Did you give up on...?' question often works.

Use: 'Tried to reach you a few times... didn’t hear back. Where should we go from here?'
Keep it short, neutral, and non-needy.
If no reply, send: 'Did you give up on [their goal] or what actually happened?'
These questions are unexpected and hard to ignore.

“Where should we go from here? That's it. Don't say 'I look forward to your response.'”
Jeremy Miner · 19:30

“Did you give up on scaling or what actually happened?”
Jeremy Miner · 20:30

#sales-emails#follow-up#pattern-interrupt#sales-tools

Tool52:00

Why Sales Reps Need a Social Media Presence

Having a social media presence builds authority and trust, making sales conversations easier. Jeremy Miner regrets not starting earlier, noting that even one reel per day could have dramatically increased his client base. For both reps and CEOs, social proof accelerates credibility and results.

Social media establishes authority and trust.
Even one post per day can significantly boost visibility.
Miner gained 700,000 Instagram followers in two years.
It’s not just for CEOs—sales reps benefit equally.

“If I had started as a salesperson with social media doing at least one reel a day... I can't imagine how many more customers I…”
Jeremy Miner · 52:20

#social-media#personal-branding#sales-enablement#digital-marketing

Takeaway· 2

Takeaway24:30

Soft Language Sells More Than Hard Pressure

Contrary to popular belief, soft, neutral language in sales builds trust and increases closing rates. High-pressure tactics make prospects feel manipulated and trigger resistance. Using neutral phrases like 'might be' or 'possible next steps' removes pressure and makes the prospect feel in control, leading to higher conversion.

Soft language is actually more effective and 'hardcore' than pressure.
Phrases like 'might be' or 'possible' reduce resistance.
Needy language lowers your status; detachment raises it.
Prospects buy when they feel it was their idea.

“Being soft is being hard. Pressure doesn't sell much—that means your commission checks are tiny.”
Jeremy Miner · 24:45

#sales-communication#tonality#neutral-language#persuasion

Takeaway35:30

Listen to What They Mean, Not Just What They Say

True active listening means interpreting the emotional subtext behind words—especially tone. A prospect saying 'Yeah, I could see how this could work' may sound positive, but their tone reveals uncertainty. Recognizing this allows the salesperson to address concerns before they become objections.

Listen for tone, not just words.
Uncertainty in tone means the prospect isn’t ready to close.
Respond with empathy: 'You didn’t seem so sure—what’s going on?'
This builds trust and opens deeper conversation.

“I'm listening to what they mean by their tone, not just what they said.”
Jeremy Miner · 36:30

#active-listening#sales-technique#empathy#tonality

Frameworks in this episode

Mismatching (Downplay to Make Them Upplay)

NEPQ (Neuro-Emotional Persuasion Questioning)

Neutral Language Selling

Problem Finding Over Problem Solving

Situational Status

Skill Level Sets Confidence Level

The Pattern Interrupt Re-Engagement Email

The Three Modes of Communication

Tonality-Driven Selling

Insights & moments

⚡Myth Buster· 2

Why 'Just Following Up' Kills Your Sales Status