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The Magic Words for Influence and Impact
Phil M. Jones started his first business when he was 14 years old, became a Sales Manager at 18, and quickly developed his strengths in various industries. After accumulating a variety of lucrative experiences in the sales world, his mission is to “teach the world to sell”.
If somebody else can do it, can somebody else be me? – Phil M. Jones
In this episode, he talked primarily about salesmanship, but the tips and pieces of advice shared by Phil are so practical even for people who are not involved in sales. It’s for people who are looking for “the right kind of work, with the right kind of people, being paid the right kind of money, leaving enough time for fun too.”
The worst time to think about the thing you’re going to say is at the very moment you are saying it. – Phil M. Jones
In a business context, so many of our conversations are repetitive, yet we find ourselves in a remarkable number of those repetitive, predictable situations wherein we are lost for words. It pays to learn the skill of knowing what to say, when to say it, and how to make it count.
Prescription before diagnosis is malpractice. – Phil M. Jones
In Phil’s experience, 9 out of 10 conversations with prospects make their decision-making process harder instead of easier. There is a tendency to introduce unnecessary information and useless data points that confuse potential buyers.
A profound point Phil raised is that selling is “earning the right to make a recommendation”. He emphatically stated that we should never invite anyone to take a step or do something unless you can attach the words “because of the fact that you said…” into the conversation. We need to understand the challenges and obstacles of the prospect. To do that, we need to be more curious.
If you’re not convinced, you cannot convince. – Phil M. Jones
If you don’t have clarity over the result that you are selling towards, you don’t have a right to put a price on it. – Phil M. Jones
What You’ll Learn
- The piece of advice which helped Phil become a super achiever
- The worst time to think about the thing you’re going to say
- The “real job” of somebody in the world of sales
- The person who is in control of the conversation is the person who ___
- Why and how to earn the right to make a recommendation
- Phil’s rejection-free sales opening formula
Resources
- Phil M. Jones‘s website
- Exactly What to Say by Phil M. Jones
- Phil M. Jones Academy App on iTunes
Bio
Phil M. Jones entered the world of business at the tender age of 14.
With nothing more than a bucket and sponge, he went from single-handedly washing cars at weekends to hiring a fleet of friends working on his behalf, resulting in him earning more than his teachers by the time he was 15.
Soon after, at just 18, Phil was offered the role of Sales Manager at fashion retailer Debenhams – making him the youngest Sales Manager in the company’s history.
His early career went from strength to strength, as he worked with a host of Premier League Football Clubs to help them agree on sponsorships and licensing agreements, to then being a key part of growing a £240m property business.
But in 2008, after several years of being one of the most in-demand young sales leaders in the UK, Phil decided it was time to dedicate his future to helping others to succeed.
He took everything he had learned about selling/sales from his previous roles and created a one-day workshop, where he trained over 2,500 people in his founding year before eventually licensing his
