“Words are imperative…in sales conversations.

-Phil Jones

What separates top-performing sales professionals from mediocre ones? What distinguishing features do the pros exhibit when they walk into a sales conversation? And how do they manage to build instant rapport with prospects almost from the outset, while their less-than-average counterparts stumble to get their words out?

No doubt, being able to communicate with impact and influence is key to business success. Too often, though, sales people trip over their words and fall flat during sales conversations. They fail to connect. Instead of pulling people in, they push them away.

My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.

As an elite sales trainer and author of the book, Exactly What To Say: The Magic Words for Influence and Impact, Phil has studied thousands of high-level sales professionals and analyzed what they say in sales conversations. He’s also looked at average performers who work in the same environments as the high-level professionals, selling the same products and services, at the same price points, with the same discount structure. The biggest difference between the two types of reps, Phil says, is the words they use.

“The only differentiator is their word choices. It’s knowing exactly what to say, when to say it, and how to make it count,” he says.

Today, we talk specifically about the problems sales professionals encounter when they communicate with potential clients, the mistakes they make when offering their products or services and why their word choices are critical to sealing the deal.

“The biggest mistake I see is, people relying on their experience so they fail to prepare,” Phil says. “They…don’t put the right thought into a conversation, a meeting, or a discussion prior to the event and try and rely on their individual brilliance when they get there.

By using the right words, practicing their delivery and being consistent, sales people can feel at-ease and confident in every interaction.

I know you’re going to love this discussion, and you’re going to learn a ton from Phil Jones on this edition of Grow My Revenue!

Listen to this episode and discover:

  • The biggest mindset mistakes sales people bump into when meeting with prospects.
  • How to overcome the fear of rejection in a sales situation.
  • Why the old adage “He can sell sand to an Arab or ice to an Eskimo” is the worst compliment a sales professional can get.
  • What we really mean when we say the word motivation.
  • And so much more…

Episode Overview

Phil Jones founded his first business at the tender of age 14 washing cars in his native England. In the decades since, he has gone on to to deliver more than 2,000 presentations in 56 countries across five continents, training more than two million people on the art and science of sales. He is the author of several best-selling books, including the wildly popular, Exactly What To Say: The Magic Words for Influence and Impact.

“If we’re in the business of influence, our number one priority should be to find the reason that is big enough to get just about anybody to do just about anything,” Phil says. “The premise of nearly every set of word choices in the book is about plugging in to the other person’s reason to move — make it a good idea for them, as opposed to a good idea for me.”

Phil’s mission is simple: “to completely demystify the sales process, and bring both simplicity and integrity to a world that is often full of big egos and even bigger lies.”

In this episode, Phil talks about:

  • The exact words to use when starting conversations with new prospects.
  • The psychology behind certain word choices and why they’re so effective.
  • How to get to the truth faster and with less struggle in sales conversations.
  • How to overcome objections and a client’s predetermined ideas.
  • What to say to get your clients to give you referrals every single time.


Most important, Phil talks about the need to always go into a conversation with the desire to help and understand. “It’s all about doing things for the right reasons,” he says.

Tune in for all of these nuggets of wisdom, and more, on today’s Grow My Revenue with Phil Jones.


Phil Jones’ web site
Email Phil Jones
Order Phil’s book, Exactly What To Say: The Magic Words for Influence and Impact

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If you enjoyed this session with Phil Jones let him know by clicking on the link below to send him a quick message on LinkedIn or Twitter:

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What’s On Your Mind

As always, this episode provides inspiration, entertainment, and especially an actionable message that can drive remarkable results – and if you have any questions for a future episode, contact me.

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