This week’s episode features Phil M. Jones, a successful entrepreneur and speaker, who brings to light the significance of mastering pivotal conversational moments in sales and customer service for business success. Join us as we delve into strategies for overcoming and preventing customer objections, understanding decision-making processes, and enhancing customer journeys in diverse industries. We explore the necessity of identifying critical moments in a customer's journey, tailoring compensation to motivate sales teams, and the impact of mindset on professional growth. Phil provides practical advice on setting targets, using direct rewards, and resources for further learning in sales and business strategy.
An entrepreneurial success story and founder of 5 multimillion dollar companies, Phil M Jones is a strategic Advisor to pioneering leaders of the world’s biggest brands. The author of 7 best-selling books including the “Exactly” Book Series with over 2 million copies sold, he is the Producer of the “Most Listened To” Audiobook of all time and Innovator of the highly coveted “How to Persuade” audible production. To date, more than 800 different industries, across 59 countries and 5 continents, have benefited from his input. Phil recently joined a long list of global leaders who serve in residence at High Point University’s Access to Innovators Program. The program at HPU connects students with industry leaders for networking and mentorship opportunities. He joins Apple Co-Founder Steve Wozniak, Netflix Co-Founder Marc Randolph and many others.
For more info on Phil M. Jones; https://www.philmjones.com/ or https://exactlywhattosay.com/
Check Out Phil’s Books: https://www.amazon.com/stores/Phil-M-Jones/author/B0097DKWP4?qid=1510658902&sr=8-1&ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true
Timestamps:
[00:00] Introduction
[00:38] Phil Jones Background
[05:02] "Exactly What to Say" Overview
[08:32] Mastering the Art of Asking
[13:41] Effective Communication Strategies
[18:01] Achieving Results vs. Being Right
[24:30] Traits of Successful Salespeople
[28:43] Enhancing Customer Experience
[31:45] Sales Training Fundamentals
[32:35] Mastering Product Knowledge
[37:15] Developing Sales Skills
[39:45] Cultivating the Right Attitude
[41:01] Ideal Sales Training Schedule
[49:15] Encapsulating Excellence in Sales
[51:30] Embracing Discomfort in Sales Training
[1:02:05] Critical Business Moments
[1:20:58] Preventing Sales Objections
[1:40:30] Connecting with Phil M Jones
[1:42:25] Outro
Connect with Dwayne Kerrigan
Linked In: https://www.linkedin.com/in/dwayne-kerrigan-998113281/
Facebook: https://www.facebook.com/businessofdoingbusinessdk
Instagram: https://www.instagram.com/thebusinessofdoingbusinessdk/
Disclaimer The views, information, or opinions expressed by guests during The Business of Doing Business are solely those of the individuals involved and do not necessarily represent those of Dwayne Kerrigan and his affiliates. Dwayne Kerrigan or The Business of Doing Business is not responsible for and does not verify the accuracy of any of the information contained in the podcast series. The primary purpose of this podcast is to educate and inform. Listeners are advised to consult with a qualified professional or specialist before making any decisions based on the content of this podcast.
