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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.
57:01
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Quick takeaways
- The strategic use of simple language in sales conversations can significantly enhance understanding and facilitate smoother customer interactions.
- Incorporating 'magic words' into discussions allows sellers to create deeper connections and encourages open dialogue with potential buyers.
Deep dives
The Importance of Simplicity in Communication
Effective communication in sales often hinges on the simplicity of the language used. Complex explanations, especially in technical fields, can confuse potential customers and hinder conversion rates. A notable example highlighted is when engineers provided lengthy descriptions of technology, resulting in customer confusion rather than clarity. A more straightforward response, such as stating 'it works great,' can facilitate smoother conversations and keep the focus on moving forward with the sale.
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