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TV Expert Interviews / For Sales Pros / Oct 16, 2017 / Posted by Phil M Jones /

Phil M. Jones Talks Magic Words

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Magic words might make you think of a magician. But what if you could use this same kind of magician magic as a salesperson? “One of the biggest differences that I’ve noticed between those salespeople that get a good result, and a great result, that the great person gets their word right at the moment,” said Phil M. Jones. “This made me think: How much do words matter? Does moving one or two things around really make that big of a difference? The answer is actually ‘yes.’” John Golden interviews Jones on magic sales words.

This expert sales interview explores magic words in sales, including topics such as:

  • How much of a difference can magic words make?
  • Why magic words can help eliminate customer indecisiveness
  • Concrete tools and useable magic words

It’s in the Brain:

Rearranging a couple of words can trigger a psychological reaction in the other person. “It’s phenomenal the amount of impact it can have,” said Jones. “We are creatures of habit. We rely on our habits. Our habits form a basis for us to lean on every day. What those habits are, what they are driven by, is your subconscious brain.” The subconscious brain makes decisions for you, without your conscious consideration, like breathing, or taking the route of a familiar car journey where you don’t need to focus as much. The subconscious brain is in charge, and with the right words you can talk straight to the subconscious, and push your buyer towards a sale.

Eliminate the Indecisive

Part of integrating magic words can help a potential buyer make a decision sooner. “In a sales department, you face indecision day in and day out. The biggest consequence isn’t the people that say no, it’s those who are indecisive,” said Jones. “If we could get a maybe to a yes, or discover who the no’s are sooner, you would be doing yourself a huge service. Magic words can do that.” Magic words not only help you close deals for the people who want to buy your product or use your service, but they also help you by eliminating clients that won’t end up signing a contract, freeing up your time to find customers who will.

Create a Plan:

“The worst time to think of what you’re going to say is in the moment, and yet many salespeople find themselves in a situation making it up as they go along, or starting every day from scratch,” said Jones. “That’s when I thought, ‘there has to be a better way.’” Magic words can be used to help salespeople devise a plan, so they can know what to say before the moment comes. Using magic words to create an expected result can be incredibly helpful, almost like being able to see the future of your account.

How open-minded are you?

If you were to ask a group of 1,000 salespeople if they are open minded it not, at least 900 of them will say yes. The alternative is that they are closed minded, or narrow-minded – something people don’t want to admit to being. You can take this cultural norm and use it to your advantage, and almost guarantee an outcome. “Use what you know to be a pre-existing belief system, and then put it back in questioning form to get a unanimous yes in the other direction,” said Jones. For example, you could say: “How open-minded are you to ______.” This utilizes a standard channel of communication and an already developed cultural norm to get a positive result.

For more magic words, and other sales tips, be sure to watch the expert sales interview!

About Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Pipeliner CRM empowers salespeople to say the right things. Get your free trial of Pipeliner CRM now.

About Author

Bestselling author widely regarded as one of the world’s leading sales trainers, training over two million people across five continents, coaching some of the biggest global brands in the lost art of spoken communication. Youngest ever recipient of the British Excellence in Sales and Marketing Award, Sales Trainer of the Year in 2013.

Author's Publications on Amazon

This book coaches you through the journey with precise, actionable steps that help you take that all-important first leap and keep the momentum going. Discard the distractions, break through the overwhelm, and get going for real with this real-world blueprint for turning your vision into…
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"How to Persuade and Get Paid" is a sales training program that combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace.
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This book has since been replaced by the new and updated title - Exactly What to Say - The Magic Words for Influence and impact. Search the store for the new title and enjoy all that it has to offer.
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These Straight Forward guides cut out the fluff, de-mystify the nonsense and present tried tested and proven solutions to the challenges faced by salespeople on a daily basis.
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Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and…
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The sales guide for non-sales professionals Exactly How to Sell walks you through a tried and true process that draws on time tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product or your services)…
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Your Toolbox is your sales aid, designed to inspire you throughout your sales process using tried, tested and proven methods to Win More Business. Phil Jones writes from experience and explains how to get more customers and keep all of your customers happy, while they…
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