The Marketing Book Podcast

The Marketing Book Podcast: "Exactly What to Say" by Phil M. Jones

Written by Douglas Burdett | Dec 29, 2017 12:00:00 PM

Exactly What to Say: The Magic Words for Influence and Impact by Phil M. Jones

Phil is the author of five international best-selling books, and the youngest ever winner of the coveted “British Excellence in Sales and Marketing Award.”

But let's go back in time – Phil entered the business world at the age of 14. With nothing more than a bucket and sponge, he went from single-handedly washing cars at weekends to hiring friends working on his behalf, resulting in him earning more than his teachers by the time he was 15.

When he was 18, Phil was offered the role of Sales Manager at the fashion retailer Debenhams – making him the youngest Sales Manager in the company’s history. Later he went on to work with several Premier League Football Clubs securing sponsorships and licensing agreements, and then becoming a key part of growing a multi-million property management business.

Ten years ago, Phil took everything he had learned about selling/sales from his previous roles, and has made it his life’s work to completely demystify the sales process, and bring both simplicity and integrity to a world that is often full of big egos and even bigger lies.

With this as Phil’s core mission, he has gone on to deliver over 2,000 presentations in 56 countries across five continents, training more than two million people.

The Host's Perspective:

Phil M. Jones is the author of five international best-selling books, and the youngest ever winner of the coveted “British Excellence in Sales and Marketing Award.”

Ten years ago, he took everything he had learned about selling and sales from his extraordinarily successful sales career, and has made it his life’s work to completely demystify the sales process, and bring both simplicity and integrity to a world that is often full of big egos and even bigger lies.

At the core of his mission is a dedication to the forgotten art of spoken communication and the power that the right words at the right time can have to achieve the right results.

Throughout his studies of people, human relationships and business interactions he has been amazed by how some people achieve dramatically different results than others with what seemed to be the exact same ingredients. But the truth is that quite often the decision between a customer choosing you over someone like you depends on your ability to know exactly what to say, when to say it and how to make it count.

Just imagine if you knew the magic words in every sales situation that could help your customers make the right decision and, when it makes sense for them, buy from you. 

How would you feel if you were perceived as a helpful, non-pushy salesperson who got lots of referrals and repeat business? I’m not sure this book is for you, but Exactly What to Say Covers 23 of the most brilliant phrases to influence others with integrity while never seeming pushy.

You have three options - you can not read this book and continue to bang your head against the wall and be an average salesperson; you can read the book and not put the 23 phrases to work and continue to plod along; or you can read the book and start using the 23 phrases, have infinitely more success and look back on reading the book as a significant milestone in your career. It’s up to you.

Listen to the Interview:

  

Show Notes

Exactly What to Say: The Magic Words for Influence and Impact by Phil M. Jones

How to Win Friends and Influence People by Dale Carnegie

Seth Godin's Books (Amazon.com)

Entrepreneurial You by Dorie Clark (Marketing Book Podcast Interview)

UnBranding: 100 Branding Lessons for the Age of Disruption by Scott and Alison Stratten (Marketing Book Podcast Interview)

Phil M. Jones' Website (philmjones.com)

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