Sales Strategy & Enablement by Revenue.io 928: Exactly What to Say, with Phil M Jones
Jun 10, 2021
Phil M Jones, author of the best-selling book "Exactly What to Say," shares insights into the power of language in sales. He reveals the importance of using 'magic words' that help sellers open meaningful conversations and overcome buyer objections. The discussion delves into the nuances of persuasion versus manipulation, emphasizing integrity and trust-building. Phil also highlights the significance of human connection in customer retention and critiques traditional sales quotas, advocating for a supportive and fear-free selling environment.
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Engineers OverExplain; Simple Reassurance Wins
- Phil describes engineers explaining VoIP in exhaustive technical detail and confusing customers.
- He shows that replying "It works great" often clears confusion and moves the sale forward.
Clarity Enables Decisions, Not Technical Depth
- Confusion blocks decision-making because people need confidence in outcomes.
- Good sales guidance filters questions toward real impacts, not technical minutiae.
Preface Ideas With 'How Open-Minded Would You Be'
- Use the opener "How open-minded would you be to..." to create a low-resistance invitation.
- This phrasing makes it far easier for prospects to say yes to exploring a new idea.