Phil M. Jones is an internationally renowned communication expert, sales keynote speaker, influence coach, and New York Times bestselling author. His most recent books, ‘Exactly How to Sell’ and ‘Exactly What to Say,’ were a topic of discussion between himself and Trend Hunter CEO Jeremy Gutsche in a recent interview that took place after Jones graced the Trend Hunter team with an informative workshop.
As Jones explains, his aim is to empower people of all skill sets to assist others in their decision making processes but who aren’t quite sure how to go about it. Often times, a person’s potential is limited by their fear of failure or rejection, which inhibits them from enacting the confidence they need to get what they want in life. As there’s still a lot of stigma associated with salespeople and what they do, Jones’ teachings help to break through barriers and get the massage they want accross.
Getting to the root of decision making is Jones’ specialty, and he’s able to do so by using genuine and palatable techniques that don’t cause people to feel as though they’re being manipulated. Rather that constantly trying to convince someone to make a decision, Jones motivates them to decide. One of the best ways to motivate a person to make a decision is to find reasons for them to do so, reasons that are their own, and not those of the salesperson.
Another component of Jones’ teachings is the rejection-free opening, which empowers the motivator to be free of the fear of rejection by formulating questions the right way. For example, Jones explains the power of the opener "I’m not sure if it’s for you…" to preface an idea. This peaks curiosity, and allows the listener to be the judge of whether or not they think the idea is applicable to them. In addition, this formula makes conversations more two-sided, which leads to better results.
Throughout his talk with Gutsche, Jones breaks down more of the teachings that are explained in his books, which have been used to benefit the Trend Hunter team as well. Although sales is at the focus of much of Jones’ work, his communication teachings are beneficial to all, whether it’s a writer looking to improve their rhetoric, or someone who’s just hoping to have better networking skills.
Jones is set to release a new book, entitled ‘Exactly Where to Start,’ by the end of 2018, which helps people to transform a big idea into a reality, and coach entrepreneurs by giving them the tools to bring their concepts to life, while maintaining a positive work-life balance.
You can find out more about Phil M. Jones’ keynote bookings, workshops, and books on his website.
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