Episode 106: What to Say and When to Say it - Phil M. Jones

All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it's your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today's guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He's also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call. Episode Highlights: The worst time to think about what you're going to say The importance of word choice How Phil came up with the phrases in his book Exactly What to Say How the phrases from Phil's book can be applied in both spoken and written conversations The steps between a conversation and a sale Sales scenarios where Phil's phrases and formulas can be applied Why you should avoid asking if now is a good time to talk when calling prospects How to get to the heart of the conversation right from the start Why it helps to have a framework for sales conversations Why you should schedule a next action before you hang up the phone The framework that works best for a cold call Why it's important to practice these conversational frameworks Resources: Phil M. Jones Phil's Website Exactly What to Say Exactly How to Sell Phil's You Tube Channel