Claire Dowdall is no annoying saleswoman! In her show, she delivers straight forward advice and topnotch questions to her guests. The show is a breath of fresh air in the Expert & Sales niche. Claire explores entrepreneurship, sales and marketing to help you do the best job for your clients!
In This Episode, Claire sits down with International professional speaker, sales and marketing coach, and author Phil Jones to chat about his book Exactly What to Say, as well as what creates better experiences in sales. During this riveting and informative interview, Phil discusses the inspiration for writing Exactly What to Say and what he hopes his readers achieve after taking the opportunity to read it.
- Having a successful and fulfilling career in sales means building relationships, not transactional interactions.
- Remember, the person asking the questions is the one in charge of the conversation.
- One of the keys to sales is simply making slight changes in language and approach which can create less resistance.
- Phil discusses the biggest barriers to sales
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- Loss for words
- Using the wrong words
- Phil lets us in on the fact that his book was created from expanding a two page PDF file called "Magic Words" he had created for a speaking/training engagement.
- Phil speaks excitedly about his pride that his book has universal appeal and is easy to consume.
- Blueprint
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- Have talent
- Work hard
- Do all the free things
- Collect data
- Build a community
- Over serve your fans (giveaways etc)
- Collaborate with other well-known people
- Know your material inside and out
- Perform live events - which drives people to your digital content
- A fun analogy regarding the Blur versus Oasis craze in the 1990s in an effort to exemplify some people are not going to like you and that doesn't mean you're not successful.
- Phil shares a funny story about the word "fantasm" and how Phil had to use it during a speech in Iran because of a bet.
"You can not be someone successful who doesn't have people who think they're awful."
"People are prepared t pay more for less if it delivers on its promise"
"Desire to stand out is bull****. You should want your client to stand out."
"Don't celebrate when you get the sale. Celebrate when your client gets results."
"Confidence is a myth. You can not have confidence without experience."
"If not me, then who?"
"What other people think of you is none of your business."
"If you're saying something to someone to sound smart you're going to make the other person feel dumb. If they feel dumb they're not going to like you. Certainly not going to move forward with a long term relationship or partnership with you. You've made them feel inadequate." - Phil Jones
The Expert Focus Podcast on Facebook: https://www.facebook.com/clairedowdallcommunity/
Expert Focus Podcast: https://itunes.apple.com/ca/podcast/expert-focus/id1437164372?mt=2
Phil Jones' website: https://www.philmjones.com/exactly/
Where to buy Phil Jones' book: https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ
