Phil Jones, an international speaker and author known for his sales and communication expertise, shares his journey from selling sandwiches as a child to becoming a top sales manager by age 18. He discusses the importance of determination and curiosity in sales, emphasizing the shift from quick wins to nurturing long-term relationships. Phil reveals strategic communication techniques, like the power of the phrase 'just one more thing' and the influence of 'most people' in decision-making. Continuous improvement and the application of knowledge are key themes in his approach to leadership and sales.
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insights INSIGHT
Curiosity & Service Drive Sales
Top salespeople show dogged determination plus deep curiosity to improve every situation.
They serve the client's needs and celebrate client success quietly, not just the deal closure.
question_answer ANECDOTE
Phil's Early Hustle Story
Phil Jones started small by selling his mom's sandwiches and washing neighbors' cars as a teenager.
By 18, he became the youngest sales manager in a UK department store, making more than teachers.
volunteer_activism ADVICE
Use Rejection-Free Openings
Use phrase "I'm not sure if it's for you, but..." to create curiosity and minimize rejection.
This rejection-free opening hooks attention by speaking to subconscious decision-making.
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In this book, Phil M. Jones shares his expertise on the importance of choosing the right words at the right time to influence outcomes. He delivers what he calls ‘Magic Words’ and provides precise examples of how to use them to enhance communication skills. The book is applicable to various situations, including business, sales, and personal interactions, and emphasizes the role of words in shaping favorable outcomes. Jones draws from his extensive experience in training people across the globe to demystify the art of effective communication.
Episode 221: Phil Jones - What To Say To Influence And Impact Others (Magic Words)
Phil’s passion to “Teach The World To Sell”, now sees him traveling the globe speaking to a breadth of audiences, from small business owners to workforces and mass organizations, spreading his message and sharing his highly credited teachings. To date he’s spoken in 56 different countries across five continents and with his growing popularity, he’s expected to add many more to his roster.
Episode 221: Phil Jones - What To Say To Influence And Impact Others (Magic Words)
Curiosity - Continue to demand improvement from self
Detach self of the outcome - be of service to your customer. Celebrate quietly in the background when the client wins
How he learned to hustle:
Came from a home without much money... Learned to sell his mom's sandwiches at lunch. Then started a business going door to door offering to wash cars for money
He grew to make more money than his teachers when he was 15
"How much money are you making sire?" -- Phil would say to teachers when they criticized him for missing class
By 18, he was named the youngest sales manager in fashion retailer Debenhams, history
Day to Day
Phil delivers 100 keynote presentations a year
"Respect is something that is to be earned"
Ridiculous goal -- "Get my book in front of one million people"
Using Magic words
"I'm not sure if it's for you, but..."
"Magic words are words that speak right to the subconscious of our brain"
If you change 1 or 2 words, it can change everything. You must learn, train, and prepare... Write a script
"You still cry at movies... But the actor is reading a script. It's not real. You need to learn to read scripts."
Magic Word/Phrase
"You wouldn't happen to know..." -- Create a path of least resistance for a referral
How has Phil learned what he teaches?
"120,000 negotiations. Messing up. Being brave enough to say what works and what doesn't."
Magic Word/Phrase
"How open minded are you?" -- When you're trying to internally sell a new idea, this works. Everyone wants to see themselves as open minded. This phrase primes the brain to be more open minded to a new idea. It helps people opt in to your idea.
How to open a keynote speech?
Ask questions of the audience...
"Change one word to change everything" (Listen for more in depth story. This was a really good part. Around the 26:30 mark)
"Questions start conversations, conversations lead to relationships, relationships lead to opportunities."
Methods for prospecting:
You don't need to knock on every door
A great story on what you would do if you lost a child at a department store (again... must listen)
"Go look for who you really want." You must identify those people
Define who they are...
"You wouldn't happen to know?"
How he runs/manages his business and prospects
Franchises, MLMs, Healthcare space
Referrals, gifts, emails, calls
Utilizing Robert Cialdini's method for reciprocity... "They end up thanking ME!"
3rd party credibility and permission
Magic Word/Phrase:
"Just one more thing..." -- TV detectives in the 80's and 90's
This helps both upsells AND downsells (sometimes you won't get the huge deal initially... Must work your way in to build the relationship starting small)
Magic Word/Phrase:
"Most People..." -- "This helps you tell people what to do without telling them what to do."
People love to be led. Example: Yelp reviews
When people are stuck being indecisive... "Look, what most people do..."
Learning Leader = Leaders are always learning. "You've never arrived. You're always becoming."
Good, Better, or Best: What do you want?
You want to be better... Always striving to improve
"Questions start conversations. Conversations lead to relationships. Relationships lead to opportunities."
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