Hey Shareable listeners! We’re back with brand new episodes!
For our first bonus episode, we have special guest, Phil M Jones.
Phil Jones entered the business world at the age of 14 by hiring his friends to wash cars. Since then he has owned several businesses ranging in services from landscaping to printing.
In 2008, he decided it was time to dedicate his future to helping others to succeed. Through his experience in sales, he found that it’s often misunderstood as creating unjustified hype; he aims to demystify this process in his book and workshops.
In this episode, Phil shares some of his knowledge about how to improve your sales techniques. One key takeaway is that in order to make a sale a salesperson must first convince themselves that they can deliver on their promises. He also mentions several ways of connecting emotional attachment to the decision making process. Ultimately, there is no one-size-fits-all solution, but every sales begins by asking the right questions.
Go ahead take a listen! We’ve kept you waiting long enough!
- Running time: 53:02
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(5:18) – Why does everyone look for the silver bullet for overwhelming success, when they just need to be 5% or 10% better?
This push for giant metrics of improvement creates an unnecessary anxiety that limits success. Instead, people need to look for areas of continuous improvement. Look at what you are doing and see where you can add elements of success. The difference between people who are doing fine and those who are very successful are those marginal differences of reflection and review.
(11:21) – Do you think it is possible to get anybody to fall in love with sales?
Yes – but on one condition. The first sale that needs to happen must be on yourself. You must convince yourself that you can convince. You must have an internal belief that you can deliver on your promises. As sales people, we are looking to assist the decision making process. In order to help, we need to believe in what we are fighting for.
(20:59) – How do you find the right words that sell?
Look at conversation patterns to find where conversations were being controlled in the right way. You need to set yourself up by prefacing the sale with the right questions. After asking questions with ubiquitous subjectivity. Phil always use the magic words, “I bet your a bit like me.” By asking the right questions in a logical order, you can guide the consumer through the decision making process step-by-step. Phil says he could never recommend anything to anybody unless he could say these words “because of the fact that you said…” This is the final step from transitioning the consumer from the subjective questions to the realization of the need.
(33:05) – How do you decide which questions to ask in different scenarios?
It’s all about having the right tools to use at the right time. Phil has one basic framework that he has found works very well. It’s a three step process.
- Ask a question about their future backed with linear probing to fully understand their vision.
- This will allow the customer to picture their desired future.
- Ask they feel about that hypothetical future.
- This allows the customer to get a taste of that desired emotion.
- Ask what would the consequences would there be if that future didn’t come true.
- These questions create urgency to act on their emotions.
(45:14) – Do you think that any business can benefit from a positioning document?
It is not about having the document or not. The question should be more concerned with do you receive leads from that method that allows you to have a conversation. First find the right questions and then find the right tools that help facilitate conversations.
The book that Jeff and Phil refer to in this podcast is “Exactly What to Say: The Magic Words for Influence and Impact.” It will teach you the tactics of persuasive language to help you make the sale or successfully navigate any conversation. You can buy this on Amazon.
Phil has an upcoming book called “Exactly How to Sell: The Sales Guide for Non-Sales Professionals” that will be released early next year. It is a distillation of the sales process for those of you looking for how you can apply this logic to any conversation. You can pre-order this book on Amazon.
- Email Phil
- Phil’s website
- Phil on Facebook
- @philmjonesuk on Twitter
- Phil on LinkedIn
- Phil on YouTube
- Phil on SoundCloud
CONNECT WITH JEFF
- Email Jeff
- @JGibbard on Twitter
- Jeff on Facebook
- Jeff on Linkedin (make sure to introduce yourself)
- Jeff on Instagram
- Jeff on Snapchat
CONNECT WITH CAROLINE
CONNECT WITH THE SHOW
SPECIAL THANKS TO
Ray, our Audio Engineer.
Thanks for cleaning up our voices and adding all that sexy production value.
Kurtis, our intern.
Thanks for all creating the show notes for this episode!
Your host Jeff Gibbard.
He made sure this episode made it through production even though we’ve been super busy. Thank you 🙂