Podcasts about exactly what

Jimmy Mackin is the CEO of Curaytor, a full-service digital marketing company focused on helping listing agents get more listings. In 7 years, Curaytor has grown to over $10 million in annual recurring revenue and has been featured in Forbes, Inc, The Huffington Post, USA Today, and American Express Open Forum. In 2019, Jimmy co-authored Exactly What to Say For Real Estate Agents, a bestselling book designed to help real estate agents with the most common, critical, and difficult questions they face. Jimmy is also the host of the hit podcast #WaterCooler. With over 115 episodes and 8.5 million minutes watched, the show is a go-to resource for anyone in the real estate industry looking to grow their business in today's digital landscape. Jimmy lives and works in Boston, MA.

This week we welcome Phil Jones, author of Exactly What to Say on the show to discuss the magic words for influence and impact. Phil entered the world of business at the tender age of 14. With nothing more than a bucket and sponge, he went from single-handedly washing cars at weekends to hiring a […]

Today we have Melanie Deziel, the founder and chief content officer at StoryFuel, a company that equips marketers, creators, and sales professionals with the skill and strategies that they need to tell better brand stories. Because human beings are storytellers by nature, we connect far better with stories than cold, hard facts, and Melanie helps people to leverage brand narratives to promote their businesses by speaking to people’s emotional side. For her, good content marketing is audience-centered and focuses on their needs and wants, so you should consider content that educates or helps them through a certain process – that’s why good DIY videos get so many views! In this episode, Melanie talks about her background working for large media brands, why she decided to go on her own to pursue entrepreneurship, and the different ways they teach brands about content marketing. She dishes out some tips for finding inspiration and creating captivating brand stories and how they help people to get past their limiting beliefs and start producing the content they have always talked about. Also, be sure to check out her new book The Content Fuel Strategy in which she shares all her expertise and best practices!  TIME-STAMPED SHOW NOTES: [00:41] Before we jump into today’s interview, please rate, review, and subscribe to the Leveling Up Podcast! [01:52] Melanie’s background in journalism and how she got involved in content marketing.  [02:24] Hear about the big media companies she worked for, including The Huffington Post. [03:00] Discovering that going on her own would offer her far more business opportunities. [03:33] Their focus on educating brands about creating and leveraging content for marketing.   [04:40] How they make their money through speaking engagements, consulting, coaching, etc. [05:53] Where most people fall short with content marketing – not putting the audience first.    [07:12] Why brand stories will always be relevant to the impression we make on others.  [08:20] Examples of how our everyday experiences can be rich sources of inspiration.  [09:08] Using process-focused, ‘how to’ content, and other advice for telling better brand stories. [11:14] The advantages of thinking like a journalist and how to apply it to content marketing.  [12:56] How ‘content therapy’ helps people conquer their limiting beliefs about creating content.  [14:08] Melanie talks about The Content Fuel Framework and what readers will get out of it.  [16:07] Hear how the Inbox When Ready plug-in can help you keep control of your inbox.  [17:42] How the books Exactly What to Say and How to Be Antiracist changed her life.  [18:26] The best people to teach you about using Twitter and the entrepreneurial journey.     Resources From The Interview:   Melanie Deziel on LinkedIn StoryFuel The Content Fuel Framework AnswerThePublic The Huffington Post The New York Times They Ask You Answer Content Marketing Institute Native Advertising Institute HubSpot Inbox When Ready Rand Fishkin on Twitter Must-read book: Exactly What to Say and How to Be Antiracist    Leave Some Feedback:   What should I talk about next? Who should I interview? Please let me know on Twitter or in the comments below. Did you enjoy this episode? If so, please leave a short review here Subscribe to Leveling Up on iTunes Get the non-iTunes RSS Feed   Connect with Eric Siu:    Growth Everywhere Single Grain Eric Siu on Twitter

Savoir jouer un rôle d'influence, c'est indispensable et autant dans notre vie professionnelle que notre vie personnelle. Pour y parvenir, nous devons compter sur le pouvoir des mots. Il y a certains mots qui rassemblés ensemble dans un contexte particulier ont même un impact qu'on pourrait qualifier de magique! Dans cet épisode, j'explore avec précision ces fameuses formulations qui auront ce don d'ouvrir des portes qui en d'autres circonstances, resteraient fermer à jamais. Je me réfère à un ouvrage court, mais extrêmement percutant d'un maître de la vente et de l'influence, Phil M. Jones. Bien sûr, certaines personnes pourraient avoir le sentiment que maîtriser les mots revient à chercher à manipuler les gens. Dans cet épisode, j'aborde aussi comment utiliser ce pouvoir à bon escient et en gardant toujours la bienveillance à l'esprit. Ordre du jour 0m23: Introduction 10m32: Présentation du livre Exactly What to Say 12m58: Les formulations magiques 38m06: Mes réflexions personnelles Pour encore plus de détails et t'abonner au Rendez-vous des Ambitieux, consulte la page web de l'épisode

With me today on the podcast we have a master communicator and sells educator, Phil M Jones.      He’s Best-selling author, multiple award-winner and one of the most sought-after speakers on the circuit. Phil is highly regarded as the world’s leading sales trainer.   From training more than two million people worldwide to coaching some of the biggest brands in the world – Phil’s mission to “teach the world to sell” has resulted in his expertise being globally recognised.   This was a great conversation, one to get your notepad out for!   Exactly What to Say: The Magic Words for Influence and Impact Book   Connect with Phil M Jones below;   Phil M Jones Website Phil M Jones YouTube Phil M Jones Instagram Phil M Jones LinkedIn   Thank you so much for listening and checking out this episode of Your Ideal Day.    You can also check us out on Instagram @youridealday

Blue jeans have been in fashion for a very long time. How did that happen? After all, they started out as work clothes. This episode begins by exploring the origins of jeans and how they became so popular. Source: James Sullivan, author of Jeans: A Cultural History of an American Icon (https://amzn.to/2F0wyID) How often have you looked back on a conversation and wish you had said something different – something brilliant? Well now you can. Listen to my guest Phil M. Jones, author of the book Exactly What to Say: The Magic Words for Influence and Impact (http://amzn.to/2vGIR2R). Phil is one of the world’s top sales trainers and he has researched and studied what words and phrases work in what situations to help you get the outcomes you want in all areas of your life. Laughing is so good for you and so is crying. Even better if you can do them both at the same time. Listen as I explore the fine line between laughing and crying and the benefits of both. https://www.brainpickings.org/2012/09/07/curious-behvaior-provine/ You make judgments about people based on the way they speak. And people judge you the same way. Certain accents or dialects cloud or view of people both in good ways and bad ways. But is it fair? Why should we judge someone based on their speech pattern and why do we do it in the first place? Joining me to discuss that is Katherine Kinzler a professor of psychology at the University of Chicago and author of the book How You Say It: Why You Talk the Way You Do and What it Says About You (https://amzn.to/3lSvZkU) Learn more about your ad choices. Visit megaphone.fm/adchoices

"Please excuse the mess!" If you've never looked into the psychology of words, the power of speech will surprise you. Do you often wonder why your guests are uncomfortable when you invite them into your home? Is your house too messy for company? Choosing your words carefully when communicating is important. No matter what your story is, it's time to take pride in your house again! Listen to discover more about how language shapes our perception of reality. Today's #AskaHouseCleaner sponsors are Savvy Cleaner Training for professional house cleaners and maids. #AngelaBrown #SavvyCleaner *** RATE THIS SHOW *** https://sotellus.com/r/savvy-cleaner *** RATE THIS PODCAST *** https://ratethispodcast.com/askahousecleaner *** FAST TRACK TO CLEANING SUCCESS *** https://SavvyCleaner.com/Calendar-of-Courses *** MOST REQUESTED LIST OF CLEANING STUFF I USE *** https://www.Amazon.com/shop/AngelaBrown ***FUNNY CLEANING SHIRTS – DAILY GIVEAWAY*** Enter to Win - https://funnycleaningshirts.com *** MORE VIDEOS ON THIS TOPIC *** Morgan Freeman: The Power of Words - Amnesty International USA - https://youtu.be/9_tCtvmAm4M Reframing the Conversation - Relatable with Stephanie Michele - https://youtu.be/F7CpxyQUknU Reframing Negative Thinking | It's Simpler than You Think! - Generation Calm - https://youtu.be/kMMLAxRS-rw Getting Stuck in the Negatives (and How to Get Unstuck) | Alison Ledgerwood - TEDx Talks - https://youtu.be/7XFLTDQ4JMk Your Brain Is Wired for Negative Thoughts. Here’s How to Change It - Fig. 1 by University of California - https://youtu.be/3ThUrVXz9j0 *** GOOD KARMA RESOURCES FROM THIS EPISODE *** These good karma links connect you to Amazon.com and affiliated sites that offer products or services that relate to today’s show. When you click on the links and buy the items you pay the exact same prices or less than if you found the links on your own elsewhere. The difference is that we make a small commission here at the show for sharing these links with you. Exactly What to Say: The Magic Words for Influence and Impact - http://amzn.to/2FKSPVA Magic Words: The Science and Secrets Behind Seven Words That Motivate, Engage, and Influence - http://amzn.to/2FJ2k7U The Self-Compassion Deck: 50 Mindfulness-Based Practices - https://amzn.to/3ciJGUB Words That Change Minds: The 14 Patterns for Mastering the Language of Influence - https://amzn.to/2zasa6I Cognitive Behavioral Therapy Made Simple - https://amzn.to/2xwSzem *** CONNECT WITH ANGELA ON SOCIAL MEDIA *** LinkedIn: https://www.linkedin.com/in/savvycleaner/ Facebook: https://Facebook.com/SavvyCleaner Twitter: https://Twitter.com/SavvyCleane Instagram: https://Instagram.com/SavvyCleaner Pinterest: https://Pinterest.com/SavvyCleaner *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. And cleaning company expansion help. Our host, Angela Brown, ran and managed one of the largest independently owned cleaning companies in the Southeast for 25-years. She’s the CEO, and founder of Savvy Cleaner Training for House Cleaners and Maids. *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry read this: https://savvycleaner.com/product-review *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com VRBO AIRBNB CLEANING – Cleaning tips and strategies for your short-term rental https://TurnoverCleaningTips.com *** VIDEO CREDITS *** VIDEO/AUDIO EDITING: Kristin O https://savvycleaner.com/reviews/kristin-o POST PRODUCTION: Amber O https://savvycleaner.com/reviews/amber-o HOST: Angela Brown https://savvycleaner.com/reviews/angela-brown PRODUCER: Savvy Cleaner https://savvycleaner.com

This is the last episode in our summer fun series where you're re-listening to some of our most popular episodes and hidden gems that your ear holes need to hear again. Next week September 9 we'll be coming back at you with brand new episodes.Show updates:I am no longer doing the review contest on Itunes   Take a pic of listening to the show tag me on your Instagram Stories - @kate_doster------This week we're covering what to send AFTER your welcome series... Still don't have a welcome series? Listen to #93 Exactly What to Write in Your Welcome Series to Create Fans and Buyers for Life first, then come back to this week's show.  This week you'll learn:  The best types of emails to send your people How often you should send email  Why showing up is 99% of the battle Get 2 Years Worth of Newsletter Ideas - Don’t worry about what to email your list until 2021! >>>Https://www.katedoster.com/2years       Want to sponsor the show? Email me - Kate@katedoster.com with sponsorship in the subject line

**LATEST from BIBLICAL JONES on BROOKLYN BEATDOWN MUSIC! ** The first time I heard this, I had to play it a few times (laughing out loud with each replay). Exactly WHAT are you offering, Dr. Jones, lolol.??? You decide...:) **Spotify:** https://open.spotify.com/album/2h3waRld6WPd3r7SCpPgWY **Apple Music:** https://music.apple.com/lk/album/house-calls-single/1525860403 **Junodownload:** https://www.junodownload.com/products/biblical-jones-house-calls/4701081-02/ **Traxsource:** https://www.traxsource.com/track/7800558/house-calls

**LATEST from BIBLICAL JONES on BROOKLYN BEATDOWN MUSIC! ** The first time I heard this, I had to play it a few times (laughing out loud with each replay). Exactly WHAT are you offering, Dr. Jones, lolol.??? You decide...:) **Spotify:** https://open.spotify.com/album/2h3waRld6WPd3r7SCpPgWY **Apple Music:** https://music.apple.com/lk/album/house-calls-single/1525860403 **Junodownload:** https://www.junodownload.com/products/biblical-jones-house-calls/4701081-02/ **Traxsource:** https://www.traxsource.com/track/7800558/house-calls

International Business Speaker and Author of Exactly What to Say, Exactly How to Sell and Exactly Where to Start visits with Bryan Kramer and explores proven ways to shift your words to make a greater impact.

You know Exactly What this is...Not for beginnersKeep up with the Network: - https://www.mogulmindsnetwork.com Follow & Subscribe:FB: - Mogul Minds Network IG: - https://www.instagram.com/mmpn___/ YT: - https://www.youtube.com/channel/UCiXSAJ4ZFDVB3N2ovPdeAyQ/Full Mogul Minds Network episodes streaming now on Spotify, iTunes & wherever you find your favorite podcast.

This is probably the most important podcast I've done to date which will explain EXACTLY What you need to know about the best ways to use Messenger to profit...

Master of influence and persuasion and author of Exactly What to Say, Phil M. Jones, shares how to ask for anything without fear of rejection, words that pique curiosity, and ways to grow confidence in conversations. To learn more about Phil M. Jones visit: https://premierespeakers.com/phil_m_jones Beyond Speaking is hosted by Brian Lord and produced by Eric Woodie --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

The customers don't want to pay for house cleaning, now what? Can you encourage clients to pay fair prices for cleaning? Sales objections during COVID are impacting house cleaners now more than ever. When clients won't pay because they think your fair house cleaning rates are too high, how do you respond? Today’s #AskaHouseCleaner sponsor is Savvy Cleaner Training for professional house cleaners and maids. #SavvyCleaner #AngelaBrown *** RATE THIS SHOW *** https://sotellus.com/r/savvy-cleaner *** RATE THIS PODCAST *** https://ratethispodcast.com/askahousecleaner *** FAST TRACK TO CLEANING SUCCESS *** https://SavvyCleaner.com/Calendar-of-Courses *** MOST REQUESTED LIST OF CLEANING STUFF I USE *** https://www.Amazon.com/shop/AngelaBrown *** MORE VIDEOS ON THIS TOPIC *** How to Price Cleaning Jobs - Grow My Cleaning Company - https://youtu.be/C2SCKUQfTT8 When Client Says Your Prices Are Too High (How to Respond) - Sunny Lenarduzzi - https://youtu.be/ytTEBaqSU7s Handling the Sales Objection, That's Too Expensive - Victor Antonio - https://youtu.be/GQzFeqF5Fi4 "You're Too Expensive": How to Deal with Clients Who Say They Can't Afford You - Denise Duffield-Thomas - https://youtu.be/dJZXlr9Rv48 How To Respond When Clients Say You're Too Expensive— Roleplay - The Futur - https://youtu.be/FcyIGgFELGw *** GOOD KARMA RESOURCES FROM THIS EPISODE *** These good karma links connect you to Amazon.com and affiliated sites that offer products or services that relate to today’s show. When you click on the links and buy the items you pay the exact same prices or less than if you found the links on your own elsewhere. The difference is that we make a small commission here at the show for sharing these links with you. Exactly What to Say: The Magic Words for Influence and Impact - https://amzn.to/2WqePjM How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services - https://amzn.to/2WS8DQH How to Price Your Cleaning Services - http://amzn.to/2FSGQd2 Be the Go-to: How to Own Your Competitive Market, Charge More, and Have Customers Love You for It - https://Amzn.To/3dpciaz What They Don't Teach You in Business School: Real-world Sales and Service Skills You Need to Win and Wow Clients! - https://Amzn.To/2xni3d6 *** CONNECT WITH ANGELA ON SOCIAL MEDIA *** LinkedIn: https://www.linkedin.com/in/savvycleaner/ Facebook: https://Facebook.com/SavvyCleaner Twitter: https://Twitter.com/SavvyCleane Instagram: https://Instagram.com/SavvyCleaner Pinterest: https://Pinterest.com/SavvyCleaner *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. And cleaning company expansion help. Our host, Angela Brown, ran and managed one of the largest independently owned cleaning companies in the Southeast for 25-years. She’s the CEO, and founder of Savvy Cleaner Training for House Cleaners and Maids. *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry read this: https://savvycleaner.com/product-review *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com VRBO AIRBNB CLEANING – Cleaning tips and strategies for your short-term rental https://TurnoverCleaningTips.com *** VIDEO CREDITS *** VIDEO/AUDIO EDITING: Kristin O https://savvycleaner.com/reviews/kristin-o POST PRODUCTION: Amber O https://savvycleaner.com/reviews/amber-o HOST: Angela Brown https://savvycleaner.com/reviews/angela-brown PRODUCER: Savvy Cleaner https://savvycleaner.com

In this episode the idiots discuss the 1986 Bud at the Glen and the Champion Spark Plug 400 from Michigan. Aside of deep diving each race some of the other topics discussed: * Jack Arute questioning Buddy Baker being a crew chief and starting the sentence, "Will you be as bad of a crew chief...." * Exactly WHAT did Tim Richmond point to in his victory lane interview at Watkins Glen? * Andy questions whether he had a small stroke due to the confusion of the Indycar cut in during the Michigan NASCAR race. * Harry Hyde is about to whip an official at Michigan. Where's the ABC announcer to get to the bottom of things? * Bill Elliott "side drafting" a kiss from his wife in victory lane at Michigan oin our Facebook group - Racing Through Time www.facebook.com/groups/250881305782345/ Email the show at - racingthroughtimeproject@gmail.com Follow me on Twitter at - @OPRWord Also find the show at: https://podcasts.apple.com/us/podcast/racing-through-time-a-nascar-retrospective-podcast/id1041704343 https://www.stitcher.com/s?fid=471289&refid=stpr https://play.google.com/music/m/I2dfkrbmvlpf6wko3j4rhapnhme?t=Racing_Through_Time_-_A_NASCAR_Retrospective_Podcast

Podcast interview with host John Golden and Phil M. Jones who is a professional sales coach and speaker. He’s also an author whose books “Exactly What to Say and Exactly How to Sell” provide the phrases and frameworks that can help demystify the sales process. Here we are discussing a number of topics that will let you know how to prospect existing accounts in detail.

MAKING BANK is now a weekly YouTube TV show / iTunes Podcast full of #Success and #Business with Josh. Subscribe to the Podcast MP3: bit.ly/TumblrSubscribeSubscribe to iTunes: bit.ly/JoshF_ItunesSUBSCRIBE for weekly episodes and bonuses: bit.ly/JoshFSubscribe === SUMMARY === On Season 4 Episode 28 of the Making Bank Podcast we are joined by Phil Jones, world renowned sales coach, serial entrepreneur and best selling author of Exactly What to Say and Exactly How to Sell. Phil is one of the most sought after speakers in the world and has trained over 2 million people in sales techniques that engage clients, make them feel comfortable, and win their business. On today’s episode Phil dives into strategies both big and small, from overarching concepts all the way down to specific word choice. He stresses a few key ways of thinking about sales that can help you reframe your approach and improve your conversion rate, as well as draw part of the sales process out of your customers. Some of his key talking points are: ✔ The importance of understanding your customer’s perspective ✔ Content is nothing without context ✔ Asking the right questions to build a frame for your pitch ✔ Selling is not embellishing the option of yes, it is destroying the option of no ✔ Articulating your clients’ problem so they will trust you with the solution ✔ Avoiding ‘weeing’ all over your prospects Grab a coffee, join us and let’s start Making Bank! #MakingBank, #PhilJones, #joshfelber.com, #josh, #felber, #entrepreneur, #MakingBankS4E28, #Sales http://pix.joshfelber.com/PhilJones-Medium === ABOUT Josh Felber === As a High-Performance Coach and Start-Up Advisor, I help business owners, entrepreneurs, & millennials understand where you can grow your business with fast proven results to obtain wealth and find freedom. A serial entrepreneur with 28+ years of starting and growing multiple multi-million dollar companies (including one with $5 billion annual revenues), I’ve been: • 2x Best-Selling Author as a co-author with Steve Forbes & Brian Tracy• Voted the Best Personal Finance Expert in 2014 (National GOBankingRates competition)• A contributor to articles on Entrepreneur.com, Inc.com, & Forbes.com• Recognized multiple times in the National Who’s Who of Entrepreneurs• Expert guest on NBC, CBS, ABC, and FOX• Keynote Speaker• Host of Making Bank TV Show I’ve helped my clients achieve: • Business growth from 6 to 7 figures & doubled revenues in as short as 6 months• Sales growth in 25% within 3 months using online and digital marketing• A $0 to $30 Million company valuation in just 9 years Get daily Success Tips on FB: www.FB.com/JoshFelber10x Meet Josh at his WEBSITE: bit.ly/JoshFelber Read Josh’s BLOG on: bit.ly/JoshF_BLOG Follow Josh on TWITTER: bit.ly/JoshF_TWITTER Follow Josh on LINKEDIN: bit.ly/JoshF_LINKEDIN

MAKING BANK is now a weekly YouTube TV show / iTunes Podcast full of #Success and #Business with Josh. Subscribe to the Podcast MP3: bit.ly/TumblrSubscribeSubscribe to iTunes: bit.ly/JoshF_ItunesSUBSCRIBE for weekly episodes and bonuses: bit.ly/JoshFSubscribe === SUMMARY === On Season 4 Episode 28 of the Making Bank Podcast we are joined by Phil Jones, world renowned sales coach, serial entrepreneur and best selling author of Exactly What to Say and Exactly How to Sell. Phil is one of the most sought after speakers in the world and has trained over 2 million people in sales techniques that engage clients, make them feel comfortable, and win their business. On today’s episode Phil dives into strategies both big and small, from overarching concepts all the way down to specific word choice. He stresses a few key ways of thinking about sales that can help you reframe your approach and improve your conversion rate, as well as draw part of the sales process out of your customers. Some of his key talking points are: ✔ The importance of understanding your customer’s perspective ✔ Content is nothing without context ✔ Asking the right questions to build a frame for your pitch ✔ Selling is not embellishing the option of yes, it is destroying the option of no ✔ Articulating your clients’ problem so they will trust you with the solution ✔ Avoiding ‘weeing’ all over your prospects Grab a coffee, join us and let’s start Making Bank! #MakingBank, #PhilJones, #joshfelber.com, #josh, #felber, #entrepreneur, #MakingBankS4E28, #Sales http://pix.joshfelber.com/PhilJones-Medium === ABOUT Josh Felber === As a High-Performance Coach and Start-Up Advisor, I help business owners, entrepreneurs, & millennials understand where you can grow your business with fast proven results to obtain wealth and find freedom. A serial entrepreneur with 28+ years of starting and growing multiple multi-million dollar companies (including one with $5 billion annual revenues), I’ve been: • 2x Best-Selling Author as a co-author with Steve Forbes & Brian Tracy• Voted the Best Personal Finance Expert in 2014 (National GOBankingRates competition)• A contributor to articles on Entrepreneur.com, Inc.com, & Forbes.com• Recognized multiple times in the National Who’s Who of Entrepreneurs• Expert guest on NBC, CBS, ABC, and FOX• Keynote Speaker• Host of Making Bank TV Show I’ve helped my clients achieve: • Business growth from 6 to 7 figures & doubled revenues in as short as 6 months• Sales growth in 25% within 3 months using online and digital marketing• A $0 to $30 Million company valuation in just 9 years Get daily Success Tips on FB: www.FB.com/JoshFelber10x Meet Josh at his WEBSITE: bit.ly/JoshFelber Read Josh’s BLOG on: bit.ly/JoshF_BLOG Follow Josh on TWITTER: bit.ly/JoshF_TWITTER Follow Josh on LINKEDIN: bit.ly/JoshF_LINKEDIN

Can you guess which it was?If you guessed... [93] Exactly What to Write in Your Welcome Series to Create Fans and Buyers for Life you'd be right...  Original show notes: Wonder what to write in your welcome series to create fans (and buyers) for life? This is probably my #1 requested topic (other than copywriting or funnels) ... I'm talking about what to put in your welcome series - you know, those emails that magically get sent out when someone new subscribes to your list. Before we jump into the magic of automated emails, I'm going to take a quick minute to tell you about my 'Freebies That Serve & Sell' Mini-Course..  In this (free) mini-course, I'm going to show you (start to finish) how to create freebies that don’t just grow your email list - but attracts people who are ready to buy, credit card in hand, even if you’re not quite sure what you’re going to sell yet... and did I mention it's FREE https://www.katedoster.com/freebies/     Biggest Takeways:  In this episode of Inbox Besties, we talk about: The 5 emails you need to create a rock solid relationship with your audience How to continue the conversation on your social media without sounding like a tool Your "HELL YES" email that solidifies YOU as their new favorite person  Your money-making "Easy Yes" offer email How to make money from your list even if you don't have a product to sell (yet) We'll even use your welcome series so that your audience can self-select which type of materiel they want to hear about from you!   Click here to listen on Itunes // This episode is brought to you by: The free Freebies That Serves and Sell Mini-Course: Learn how to attract an email list of BUYERS not just randos who will bloat your Convert Kit bill and never read anything you send. https://www.katedoster.com/freebies Love Your List - The most insanely comprehensive yet easy to get through email marketing program laser focused on helping you have fun while turning internet randos – into devoted subscribers addicted to throwing fistfuls of cash at you, while singing your praises to the masses  (even if no one knows your name…yet) https://www.loveyourlist.co // Tool of the week: ConvertKit The ONLY email service provider created by a pro blogger for pro bloggers. From free stunning to landing pages to “smart automation” to the ability to track when subscribers become customers all with an easy to use interface. Convert Kit is truly a new bloggers' best friend. And you get an exclusive 30 free trial so you can get a look under the hood and see how much easier Convertkit is than your current email service provider. Head over to https://www.katedoster.com/ck to get your hands on this exclusive offer for Inbox Besties listeners. Subscribe & Review in iTunes Are you subscribed to Inbox Besties? If you’re not, you're missing out on a bunch of bonus free resources and behind the scenes action I'm not sharing any where else (including this blog).   So be sure to subscribe in Itunes  // Stitcher  // Spotify  now. 

Are you ready to rock it in 2020 and have your best year ever?   In this episode of Inbox Besties, I'm giving you allllll my secrets when it comes to how I plan out my launches, my emails and my income for the upcoming year.     In this episode, you'll learn my 3-phase system to planning that includes: How to choose your word of the year and apply that to every aspect of your business and life The 2 most important things to focus on right now to jumpstart 2020 My big-picture process that gives me freedom and flexibility through the year (while still crushing my goals) and more! For the blog post that goes with this episode, click here > Be sure to take a screenshot and tag me in your Instagram stories so I can give you a shoutout for being a bestie of the week @kate_doster   / / Resources Mentioned: Convert Kit Tailwind Little List, Big Profit Masterclass Trelloing For Traffic The Email Marketing Fairy Freebies That Sell & Serve Mini Course   / / Podcast Episodes Mentioned: Episode 93: Exactly What to Write in Your Welcome Series to Create Fans and Buyers for Life Episode 109: GDPR It’s Still a Thing with Mariam Tsaturyan Episode 62: Should I Stop Emailing My List in the Month Of December Episode 86: How to Grow Your Audience & Influence Using Viral Summits (with Bailey Richerts)

It's holiday season, y'all! And that means more social gatherings and opportunities to engage in polite and pleasant small talk. Listen in as we discuss some ways you can safely navigate the treacherous terrain of social conversation. Book mentioned: Exactly What to Say by Phil M. Jones: https://amzn.to/2rxT1pl http://michellespiva.com/Amz-PhilMJonesExactlyWhatToSay Don't forget to use our Amazon link to support the podcast by using our Amazon Shopping link! http://MichelleSpiva.com/Amz To send a message to the show: https://anchor.fm/michelle-spiva/message For Interviews, sponsorship, or coaching/consulting, please send inquires to: MichelleSpiva at gmail dot com (no solicitation-spam; *You do not have permission to add this email to any email list or autoresponder without knowledge or consent) _____________________________ Further support this podcast, please do so by using any of these methods: All your Amazon shopping: http://michellespiva.com/Amz Venmo: @MichelleSpiva1 CashApp: $MichelleSpiva PayPal: http://bit.ly/Donate2Michelle Patreon: https://Patreon.com/MichelleSpiva Don't forget to like, comment, subscribe, rate, and review. Follow Michelle here: Facebook: facebook.com/FollowMichelleSpiva Twitter: @mspiva IG: @MichelleSpiva Find out more about Michelle's alter-ego fiction writer side: Amazon Author Page: http://amzn.to/2lIP6Om Facebook: facebook.com/MychalDanielsAuthor Twitter: @mychaldaniels IG: @MychalDaniels Website: MychalDaniels.com/connect --- Send in a voice message: https://anchor.fm/michelle-spiva/message Support this podcast: https://anchor.fm/michelle-spiva/support

Master of influence and persuasion and author of Exactly What to Say, Phil M. Jones, shares how to ask for anything without fear of rejection, words that pique curiosity and ways to grow confidence in conversations. To learn more about Phil M. Jones visit: https://premierespeakers.com/phil_m_jones --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

Here are the resources mentioned in this episode: Recording of Webinar with Ernie: Uplevel Your Practice in 2020 My New Course: The Trusted Lawyer - A Simple "Referral Marketing by Email" System E-Myth Revisited, Michael Gerber The 80/20 Rule, (podcast episode & show notes) The 3 R’s of Referral Marketing, (blog post) Mike Kim’s 2-part email template (for getting referrals via regular emails) Mike Kim’s BrandYou podcast episode 202 (where he explains how to use the emails to start an email newsletter) Exactly What to Say: The Magic Words for Influence & Impact, by Phil M Jones TextExpander; (simple, powerful automation for text snippets and longer form documents) Typography for Lawyers, by Matthew Butterick (step-by-step guidance on how to set up templates for stationery, pleadings, contracts, business cards etc.) ConvertKit (email automation service for sending out volume email, and for scheduling) … Want to take your practice to the next level? Check out the Small Firm Bootcamp 2020 - the 2-day conference for solo and small firm attorneys coming up in May of 2020 in New Orleans. Special “early bird” pricing is now in effect. And if you want personalized from me guidance improving and growing your practice consider joining my ; Co-Pilot coaching program ...which is exclusively for solo and small firm lawyers that want to better manage and market their practices (so they can take more time off and enjoy life more!) Our Sponsor: Ruby Receptionists Ruby is a virtual receptionist service that provides all of your law firm's callers with first-class service. I used them for my solo practice and they were phenomenal in helping me surprise and delight my callers. I've been enthusiastically recommending Ruby to hundreds of lawyers and they also have been amazed by the quality of service and its affordability. To learn more about Ruby Receptionists’ exceptional services (and get a special discount for podcast listeners only) click here.   *** EPISODE CREDITS: If you like this podcast and are thinking of creating your own, consider talking to my producer, Danny Ozment. He helps thought leaders, influencers, executives, HR professionals, recruiters, lawyers, realtors, bloggers, coaches, and authors create, launch, and produce podcasts that grow their business and impact the world. Find out more at https://emeraldcitypro.com 

With nearly 120 keynotes and workshops a year, Phil M. Jones is one of the busiest public speakers on the circuit. The author of an award-winning business trilogy that started with Exactly What to Say, Phil’s mastered the art of the speaking business by constantly striving to be better and aim higher. Plus, he finds sales fun. He believes that every speaker can find room for play in their sales, content development, and business-building. It starts with asking the right questions and giving yourself permission to grow.   Read more at https://stealtheshow.com/podcast/122-phil-jones-getting-gigs-want/. 

BBQ 194 Was the last time we rolled through a proper news section. We thought it was time for it to emerge from the shadows this week. Plus, to continue with the idea of a traditional format show, J.J. demos the Blind Shell Phone. A tip, several emails in Sound Off and fun audio treats are waiting for you at the end of the episode. It s a return to yesteryear for the team in 198. In The News: Apple Releases iOS 13.2 and iPadOS 13.2; Bringing Many Bug Fixes for Blind and Low Vision Users The US Supreme Court Domino s Pizza delivery case rejection, dished out Accessibility, the future, and why Domino s matters What Domino s Pizza got wrong about internet accessibility Add Vimeo to the Growing List of Large Websites Taking Accessibility Seriously At Long Last, ScripTalk Mobile Now Available on iOS EnVision AI Releases v2.0 for iOS And New Region Based Pricing Be My Eyes Welcomes the National Federation of the Blind to Specialized Help Orbit Research introduces the Orbit Teacher Platform There's a national shortage of Braille teachers and the situation is dire The Tap Strap wearable keyboard gets better with airmouse gestures We Found uno Braille at a Local Target, and it's Exactly What you would Expect it to Be From London, #GAConfEU 2019 Product Overview: Blind Shell Phone BlindShell is a intuitive and simple cell phone with big, tactile buttons and lots of features. In addition to making phone calls and sending text messages, you can get the current weather forecast, listen to Internet radio, or find out your current location. BlindShell works with AT&T and T-Mobile as well as other GSM networks. VOICE CONTROL With voice control you can give the phone voice commands without having to use the keypad! With Voice Control you can:: Call and send a message to a contact Open any application in the phone Get information about the weather Get your location. Address and GPS VOICE DICTATION Instead of using the keypad to input text, just simply say it. The phone will write it down as a text! Among others, you can use voice dictation for these actions: SMS dictation Email dictation Taking notes Dictating your agenda PHYSICAL KEYBOARD This phone has a physical keyboard with big, well spaced tangible buttons. We wanted the BlindShell Classic to have a premium keypad, and we believe that we succeeded. The spacing between the keys makes orientation on the keypad very easy, so you will be able to distinguish between the keys right away. No need to fumble with your fingers around to find the right button. No need to be worried about pressing the wrong button either. HIGHLIGHTS Many useful applications BlindShell includes a variety of useful features. With the Email client, you can write and receive emails from your friends and colleagues. With Internet radio you can listen to thousands of radio stations from around the world. The weather app will tell you the current weather and forecast for the next three days. The location app can tell you your current GPS location or hte nearest address. SOS emergency button If you get in to a situation where quick assistance from someone else is needed, you can use the SOS emergency button. Pressing the button for at least 3 seconds will call your emergency contact. (This contact can be set whenever you want). The outgoing emergency call needs to be confirmed by you, so you do not need to worry about making the call accidentally. APPLICATIONS & FEATURES BlindShell Classic is packed with features. You can just make calls and send messages, and nothing else. But, if you want to use the full potential of the phone, there is nothing in your way to make the most out of it. Main features Calls Call log SMS text messages SMS to multiple recipients Contacts Backing up and importing contacts Alarm Calendar Minute timer Notes Voice recorder Advanced features SOS emergency button E-mail Object tagging FM radio Internet radio Audio player Book Reader Service menu Weather forecast GPS location Color recognition If you would like to know more, or order a Blind Shell of your very own, visit the A.T. Guys product page Tip: iOS 13 Low Data Mode Low power mode can help you out of a jam when your battery is in those smaller percentage numbers. In iOS 13 the same idea can be applied to your data plan as Low Data Mode will let you conserve your precious megabytes when you start approaching the high end of the data cap allowed. Simply visit Settings, Cellular Data Options and explore the section labeled "Low Data Mode" to activate this tool. Sound Off: David Partrick starts us off with this question. "Greetings. I have heard Joe talk about his experience with the Surface Go. I now find myself in possession of one, and I am looking to find a way to use it. It came with a third party cover and keyboard. It s nice, and small, and I can type on it, but, I cannot get the function keys to work with either JAWS or Narrator. The Function modifier key appears to be ignored. I am wondering what keyboard Joe is using, and, if the folding keyboard Joe and JJ talked about on a recent BBQ would be a good match for the Surface Go. Thanks in advance. David" The Pluggable Keyboard is the one Joe was using in that episode. You will still need to seek out a case to protect the Surface's screen if you plan to travel with the device. Georgia has some insight about a previous show. "Hi J.J., Please have dean back on blind bargains. I was glad to hear about his chrome book coing out. Pizza with potatoes on it, and pizza with sweet potatoes. Pineapple, oh yes had it many times. It is good as well. The show notes--are they on the app? I could not find them. Having trouble getting to the bargains part of the app. Like the tips also. Do you put them in the notes? I am going to see if I can find those notes. Georgia kitchen" Greg Portch writes in with this question... "Hi, Joe was talking about older devices. Is an iphone 6s or Se fast enough for ios 13 if you are a voice over user I mean will the phone be sluggish, not asking about the current bugs in 13. Thanks, /Greg We haven't had time, what with all the Apple updates for 13 lately, to put the 6s through testing. But we've seen others say that it isnt horible. Probably not desireable for the long haul however. Next, Richard writes in with this comment. "The two of you talking over and or interrupting Constqantly makes listening to your pod cast extremely cringing! I started counting and perhaps every 5 seconds one or the other does a talk over so that neither ones comment can be understood. Check it out and perhaps you will see just how irritating this is to a person trying to listen to every word spoken. Nuff said and hope I don t have to type to you again." We posted this email because we like to be transparent about our craft and we do appreciate all remarks about our show. Podcasting is like cooking. A recipe can change according to the talent and background of the person, or people, cooking the ingredients. We never set out to conform to the NPR style or the bombastic over the top formats of morning radio or sports talk programs. Our idea, as it has been for almost a decade, is to make the listener feel like they were smack dab in the middle of a group discussion at a major convention. Technical limitations, such as the delay in voices traveling back and forth through the internet, also play a role in how tight we edited our vocal tracks. Over the years we ve managed to turn those delays into seamless conversation, however as noted by the email above, we recognize that not everyone likes this dialog flow. That is why we try to post our companion show notes in broadcast order for those who don t want to listen to the entire episode. Our audience can skip directly to the portion of the show that interests them by using our notes as a guide. Or, by design, they can just read the notes instead of listening to the show if they prefer. Over hundreds of recorded hours of us blathering on at one another about stuff, we re most proud of our consistency in tone and sound. We experiment with our format, our focus and formula from time to time. But our style is what we believe sets us apart from others in the field of podcasting. We have the amazing Patrick perdue to thank for all of this as he has been the bedrock of this audio endeavor. And by no means do we diminish his accomplishments out of fear that he has the power to make us look like idiots with the flick of an editorial finger. Nope, no worries at all about that end of year out takes. Episode. Shudder Last Word: The upcoming holidays have us thinking about travel and these two links seemed to fit that mindset. Traffic lights worldwide set to change after Swedish engineer saw red over getting a ticket 9 Healthy Travel Snacks eat smarter on the road

Real talk: Who else is confused about what to buy at the grocery store? With so many different labels found on food packages, from grass-fed, organic and free-range, to cage-free, pasture-raised and all-natural, grocery shopping can be so overwhelming.   What do these labels mean? Which labels should we be looking for? Which labels matter and which don’t? Navigating labels makes figuring out what to buy at the grocery store so confusing. Should you pay extra for grass-fed? Is free-range better than cage-free? Do you want all-natural or organic?   If you haven’t listened to episode 121: Exactly What to Buy at the Grocery Store with Kevin Curry, he decoded many food labels for us, including high-protein, low-fat, gluten-free, and many more. I know how helpful this episode was for many of you and that’s why I decided to expand on the topic and explain more food labels I didn’t have a chance to discuss with Kevin.   In this episode of Coffee & Kettlebells, I decode the labels organic, all-natural, grass-fed, cage-free, free-range, hormone-free, pasture-raised and vegetarian.   Up next:  Grass-Fed, Free-Range, All-Natural: What Do These Labels Really Mean? Find more from me: Instagram: @morgan.a.kline Facebook: @coffee&kettlebells If Coffee & Kettlebells has made a positive impact in any way on your life, I would be beyond appreciative if you took a few seconds of your time to leave a rating and review. Thank you so much for joining me for a cup of Coffee & Kettlebells!  

What do you do to keep your mental edge sharp? This is the answer from Phil M Jones, our guest in show 723, “In my permanent quest for better, I follow every major activity I do with what I call the four Rs, my process is pretty structured; Reflect, review, refine and reschedule. First, I reflect. Then I review, ‘What did I like best?’ Then I refine, ‘Next time, what would I do different?’ Last I reschedule, ‘When will I utilize what I learned’?” That is a structure worth adopting. I also appreciated a primary ingredient for his mental wellness was great music appropriate to the mood he wanted to foster, as this is key on my personal list. He bookends his days with no devices which is something we discussed in my True Life Show podcast, episode six. Regarding financial, Phil says he knows what a day of his time is worth, even down to a wholesale cost any activity must equate to. And this is interesting, in his career spoke right now his most challenging issue is he's already outperformed any expectation he had for himself. That's surely not the norm. Those and more interesting and inspiring habits from Phil M Jones, in this episode. Look for Phil’s books at Amazon or where you get your books, "Exactly What to Say", "Exactly How to Sell" and "Exactly Where to Start" just type in Phil Jones Exactly and there you’ll have it! Learn more about your ad choices. Visit megaphone.fm/adchoices

“The worst time to think about the thing you are going to say is in the moment you are saying it,” says Phil M Jones, my guest in this show. Though we all know it is incredibly common to not think at all when we speak, we just blurt out whatever we think. Success comes from intentionality and training. As Zig Ziglar says, we are all in sales. Selling is influence and when it is done from love it is truly caring and connecting and serving someone. A speaker on stage with the most profound message ever will utterly fail the audience if they are not proficient in how to keep a crowd’s attention and adeptly get a point across. Likewise in any conversation you can utterly fail if you do not know some basic strategies of communication. But the great news is you can almost always succeed...if you are aware and prepared. This show will do this. Phil is the author of “Exactly What To Say” and we also get into the message from his new book, “Exactly When To Start.” He’s actually the author of five international best-selling books and has done over 2,000 presentations in over 50 countries across five continents. He’s an incredibly quote worthy individual, some quips I noted down included, “Change your words, change your world,” and “If you do now know why you are doing it, then why are you doing it?” We talked a good bit on that one. And from a literal sales tactic, the chapter on this lead in is incredible, “I’m not sure if it’s for you, but…” As you will hear in the show, I literally edited a promotion of mine after getting this from Phil. Look for Phil’s books at Amazon or where you get  your books, "Exactly What to Say", "Exactly How to Sell" and "Exactly Where to Start" just type in Phil Jones Exactly and there you’ll have it! Learn more about your ad choices. Visit megaphone.fm/adchoices

What would you pay to get in the room to learn from an email copywriting expert? What are brand building tips and insights from successful leaders worth to you? On this episode of The Amazing Seller, you’ll hear from Scott as he welcomes his guest, Mike Kim. In his conversation with Scott, Mike talks about the different “Seasons” of business, what it takes to make a splash, how to succeed at writing email copy, and much more. Have pen and paper ready - you don’t want to miss a minute of this powerful episode featuring Mike Kim!  What “Season” are you in?  If you had to describe the stage of growth your business is currently in using the four seasons of the year - how would you describe it? Are you in the throws of spring where everything is growing and blossoming or are you in the winter season where it’s time to slow down and plan for the long haul? According to Mike Kim, businesses go through cyclical periods of ebbs and flows. Tune into this episode of The Amazing Seller to hear Mike and Scott discuss the seasons their businesses are in and how sellers like you can do the same!  How to make a splash! As a business leader, you want your brand to make a splash every day, right? Wrong! If you are making a splash in your industry every day - you are going at an unsustainable rate. In order to have a healthy business model, you need to think strategically - play smarter, not harder! Mike Kim stresses the value of carving up your year into three, four-month segments. Dividing up your year into three segments allows you ample time to craft, build-up to, and deliver a compelling splash for your audience. To hear more from Mike on what it takes to make a successful splash in your industry, make sure to listen to this episode of The Amazing Seller!  Why your email list is your best tool  Did you know that your email list the best weapon in your business arsenal? It’s true! If you’ve been around the TAS community for very long, you know that Scott is passionate about helping sellers like you build up a robust email list. Scott is not the only voice out there highlighting the value of an email list - Mike Kim is a huge advocate too. According to Mike, you could take away all of his social media channels and his website, but if he still has his email list - he’ll be in business. Can you imagine saying the same for your business? Learn more about building an email list and writing compelling email copy by Mike Kim on this episode!  Stand up for yourself! Let’s face it - the business world is not for the faint of heart. You need to have thick skin and a ton of common sense if you have any hope for long-term success in the ecommerce industry. Too often, business leaders are too shy about promoting their brand and making a big deal about what they have to offer. Then there is the other side of the coin where business leaders get too confident and cocky - that approach turns buyers away. What is the best approach? Listen to this episode of The Amazing Seller as Scott and Mike Kim discuss the topic of publicity and much more! OUTLINE OF THIS EPISODE OF THE AMAZING SELLER [0:03] Scott’s introduction to this episode of the podcast! [4:30] Mike Kim joins Scott on the podcast.  [7:00] The different “Seasons” in business.  [9:45] Mike talks about making a “Splash.”  [20:15] Why you should become an expert at writing email copy.  [28:00] Crafting the right subject line.  [39:00] Publicity shouldn’t be a bad word.  [46:30] How to connect with Mike.  [54:40] Closing thoughts.  RESOURCES MENTIONED IN THIS EPISODE www.BALtickets.com www.BrandAcceleratorLive.com www.theamazingseller.com/buildlist Exactly What to Say Brand You Podcast with Mike Kim www.writegreatcopy.com

On this episode of Mortgage Marketing Radio our guest Chris Smith, co-founder of Curaytor best-selling author and sales connoisseur, encourages us to adapt to change or fight back when it’s comes to the future of real estate marketing.  Smith explains how his work history and mentality helped mold him to be able to achieve all that he has set his sights on. He then details how to apply this knowledge to you and your marketing practices. Smith speaks on major assets towards success being enthusiasm, motivation, and your tone when speaking to clients. As well as briefing us on the beneficial lessons from his upcoming book “Exactly What to Say and When” towards improving your scripting and dialogue along with the right moment to do so. Episode Resource List:

Phil M. Jones International Business Speaker, Author of Exactly What to Say, Exactly How to Sell and Exactly Where to Start EXACTLY What to Say Episode Summary Have you ever found yourself in a situation where you wish you knew Exactly What to Say? Would it make you a better spouse, parent or leader? In this episode, Phil Jones, the expert with magic words, tells us how we can know “EXACTLY What to Say” so we can change our words and change our world.  Bio Phil M. Jones has made it his life’s work to demystify the sales process, reframe what itmeans to “sell,” and help his audiences to learn new skills that empower confidence,overcome fears and instantaneously impact their results. The author of multiple best-selling books, and the youngest ever winner of the coveted “British Excellence in Sales and Marketing Award”, Phil is one of the most in-demand assets to companies worldwide. Phil is famous for his inspiring “Magic Words,” and his highly engaging, practical approach to what is often a subject that is littered with hype and power-hungry “gurus.” His vast knowledge and experience can be simplified into just three areas: 1. Acquiring more customers 2. Having them come back more often 3. Helping them spend more when they shop With the experience of over 2,000 presentations in over 50 countries across fivecontinents, Phil has a busy and active travel schedule. When not on the road, you willfind him at home in New York City or in his peaceful retreat in Buckinghamshire, England. Website https://www.philmjones.com LinkedIn https://www.linkedin.com/in/philmjones/ Twitter https://twitter.com/philmjonesuk Facebook https://www.facebook.com/philmjonessales/ Instagram https://www.instagram.com/philmjonesuk/ Leadership Quote “Read this book once a day for a week, once a week for 2 months, then once a month until it all sticks.” – Matthew Kimberley Subscribe, share and review on iTunes! https://podcasts.apple.com/us/podcast/keep-leading/id1461490512  Purchase Phil M. Jones Book on Amazon.com! Please visit KeepLeadingPodcast.com for a full transcript of this episode.                The Keep Leading!™ podcast is for people passionate about leadership. It is dedicated to leadership development and insights. Join your host Eddie Turner, The Leadership Excelerator® as he speaks with accomplished leaders and people of influence across the globe as they share their journey to leadership excellence. Listen as they share leadership strategies, techniques and insights. For more information visit eddieturnerllc.com or follow Eddie Turner on Twitter and Instagram at @eddieturnerjr. Like Eddie Turner LLC on Facebook. Connect with Eddie Turner on LinkedIn. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week we're covering what to send AFTER your welcome series... Still don't have a welcome series? Listen to #93 Exactly What to Write in Your Welcome Series to Create Fans and Buyers for Life first, then come back to this week's show.  This week you'll learn:  The best types of emails to send your people How often you should send email  Why showing up is 99% of the battle Get 2 Years Worth of Newsletter Ideas - Don’t worry about what to email your list until 2021! >>>Https://www.katedoster.com/2years Take a pic of listening to the show tag me on your Instagram Stories - @kate_doster     Want to sponsor the show? Email me - Kate@katedoster.com with sponsorship in the subject line

Don't worry about what to email your list until 2021 - with me free weekly newsletter planner. Grab your copy at https://www.katedoster.com/2years Well it's been about 6 weeks since I recorded ep 88 - What I Have Plan for May / June, so I figured you deserved a check in.  Now this is a most personal, lessons learned, behind the scenes type of episode. If you're looking for more actionable stuff check out: #93 Exactly What to Write in Your Welcome Series to Create Fans and Buyers for Life #90 How to Create Offers That Virtually Sell Themselves #92 The 3 Biggest Mistakes You Can Make When Starting A Side Business With Janet Kafadar  This week we're discussing:  Did I pitch all 31 podcasts I said I would in May? Have I been stepping into my leadership role more? The future of Love Your List When to focus on health vs when to focus on your business My thoughts on The Devil Wears Prada // Review and win Don't forgot in June,  July, August we'll giving away a 1 $25 amazon per month. All you have to do to enter is leave an honest rating and review of the podcast. Be sure to include your Instagram handle or email address so we have a way to get in contact with you if you win.    // Tool of the week: ConvertKit   The ONLY email service provider created by a pro blogger for pro bloggers. From free stunning to landing pages to “smart automation” to the ability to track when subscribers become customers all with an easy to use interface. Convert Kit is truly a new bloggers' best friend. And you get an exclusive 30 free trial so you can get a look under the hood and see how much easier Convertkit is than your current email service provider. Head over to https://www.katedoster.com/ck to get your hands on this exclusive offer for Inbox Besties listeners.   // Love Your List Http://www.loveyourlist.co     // Free Stuff For You   [Email Ideas] Don’t worry about what to email your list until 2021! https://www.katedoster.com/2years   [Free Challenge] Finally start your profitable blog - https://www.katedoster.com/blogging   [Free Course] Create a freebie that serves and sell - free course! - https://www.katedoster.com/freebies   [Free Trello Board] FB Group Promo Board -https://www.katedoster.com/fb-trello-board/     [Free Audio Book ] From Audible https://www.katedoster.com/freebook   Free 30 Day Trial of ConvertKit - https://www.katedoster.com/ck     //  Let’s Connect   Email |  kate@katedoster.com Questions For the Podcast| https://www.katedoster.com/ask Blog | https://www.katedoster.com/blog Instagram |https://www.instagram.com/kate_doster/ Free Facebook Community |: https://www.facebook.com/groups/superfriendssecretlair/ Pinterest | https://www.pinterest.com/thekatedoster/ Facebook |https://www.facebook.com/katedostercommunications/ Twitter | https://twitter.com/katedoster   // Subscribe Yo! You scrolled this far, let’s make it official!

When selling–as with anything else–there is power in words you use. Getting the words right is the difference between the winners and the losers in sales. How much do words matter? How can what you say make for a demonstrably different outcome? The worst time to think about what you’re trying to say is in the time that you’re saying it. Host John Gold sits down with Phil M. Jones to discuss his book "Exactly What to Say". Phil explains how much of a difference magic words in sales can make when dealing with a buyer.

Welcome to the Expert Focus Podcast hosted by the amazing Claire Dowdall. During this weekly business/entrepreneurial podcast you can expect amazing tips and stories from successful experts from every walk of life. Claire is a great interviewer and gets to the heart of the matter at hand. In this episode, Claire delivers her first episode without a guest. Claire takes some time to review her favorite episodes and look back on the last six months since launching Expert Focus in September of 2018.   Top Ten guests: sorted by popular listens/total unique downloads on Libsyn Episode 13 - Solving Problems Through Storytelling and Visual Punctuation with John DeMato Connection and understanding audience Created written content for his target market Not just speaking about photographs/photography Telling a story through images Episode 18 - Making Money Every Time You Email Your List with Chris Orzechowski How he built his business on the side How he quit his teaching job Strategies for consistently writing and communicating with people Why write every day Episode 09 - Creating a Proper Narrative Using Story with Mark Whitehand Friend and mentor Story Telling Entrepreuers on Video Set the precedent for storytelling Episode 14 - The Power of Conversation and Asking The Right Questions with Beth Turner Network marketing Life-changing How powerful this skill can be Beth brings humor and the human side Episode 23 - Being Limitless and Defining Your Success with Laura Gassner Otting Powerhouse Motivational and encouraging Defining success in your life Define your own path Order Laura’s book Limitless Episode 1 - Online Sales and Leadership with Jessica Lorimer Smart Leaders Sell Podcast   Epsidoe 21 - Being Funny and Honest Will Get You Anywhere with Jon Buchan   Drunken email results in a major contract Why humor works Communications Episode 20 - Exactly What to Say In Sales with Phil Jones Word choices Better conversation, better sales Order Phil’s book Exactly What to Say Presenting online The hustle The Cupcake Principle Episode 27 - Communities are More Than A Sales Funnel with Matt Mecham The reality of Facebook groups vs Forums Benefits of Forums Promotion across all platforms Episode 12 -  Bridging the LinkedIn Gap to Get Clients with Helen Pritchard Online visibility Consistent Effective use of LinkedIn Leveraging LinkedIn How to get leads with fast results   Top Five Lessons of Podcasting: Who is your audience Know how you want your podcast episode to flow and feel Know your stats - Patterns of growth Type of content Make sure you have an objective - Batch recording   “It’s about capturing the moment.” “What I really love about my guests is you get to hear not just about the thing they’re an expert in, but other things about them and their life.” “I get to learn from all of my guests.” “You don’t have to do it the way everyone else does.” “What do I want to do? Not what do I think other people expect, think, or want me to do.” “You want to make your listeners comfortable listening. If it sounds awkward they’ll turn off.” “Building relationships with your guests can open yours and their businesses to new audiences.” “Celebrate successes when your client wins.” “Don’t be obsessed with your stats to begin with.”   More of Claire:   Claire's LinkedIn Profile The Expert Focus Facebook Group The Expert Focus podcast on iTunes   Progress Report - Facebook Live - Claire and Scott   Mentions: John DeMat's Website Chris Orzechowski's Website Mark Whitehand's LinkedIn Profile Beth Turner's Facebook Profile Laura Gassner Otting's Website   Jessica Lorimer's Website Jon Buchan's Website Charm Offensive Phil Jones' Website Matt Mecham's Invision Communities Website Helen Prichard's LinkedIn Profile Scott Doucet's Website - Podcast Bay Productions

Mel Deziel is a curious storyteller. She was the first editor of branded content at the New York Times and she wrote native ads that won the Best Native Advertising Execution OMMAs Award in 2014 and 2015. She teaches a content marketing course at Farleigh Dickinson and she is the CEO of Story Fuel, where she empowers brands (and individuals) to tell better stories. You can find out more about Mel here. Her book choices were Everybody Writes by Ann Hanley https://www.amazon.com/Everybody-Writes-Go-Creating-Ridiculously/dp/1118905555 Exactly What to Say by Phil Jones https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ/ And her song is Beyonce’s Run the World (Girls) https://www.youtube.com/watch?v=VBmMU_iwe6U For information regarding your data privacy, visit Acast.com/privacy

Exactly What is a Lady?!?!

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 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 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

Everything You Like Is Garbage: You know the creepy feeling of walking into a dark room and finding your kid hunched over the iPad with their eyes glazed over? So do we. On this week’s episode, Paul and Rich talk about addiction and obsession —  words that are used interchangeably but that speak to different experiences. What kind of parenting decisions need to be made when kids are addicted to screens? What are Silicon Valley parents doing for their kids in response to the tech they push into the world? We discuss how kids are adaptable and curious — Rich, for example, grew up in a bookless home on a steady diet of Tom and Jerry cartoons, and he turned out fine! We also let you in on our own obsessions, chocolate, watches and old book collections.   Links littleBits Interactive Electronic Toys Silicon Valley Nannies are Phone Police for Kids A Dark Consensus About Screens and Kids Begins to Emerge in Silicon Valley  Elsagate     Transcript Rich Ziade It is something! There is— it’s about two-thirds of the way into eating the chocolate. It’s kind of odd and then— Paul Ford You can’t chew. RZ You can’t— no, you won’t get it. You won’t get that buzz. PF It lives under your mouth. It’s— it’s like— it’s like a drug. RZ It is and it starts to hit like brain centers. PF Yeah— RZ And it gets weird. PF It’s like Klonopin for rich people. RZ [Laughing] So melting Klonopin. PF Yeah [music fades in, plays alone for 18 seconds, ramps down]. We should talk about the things that we’re obsessed about that aren’t technology. Just to frame it a little bit. RZ Ok. PF You like chocolate. RZ I really, really good chocolate. PF It’s pretty exhausting. I gotta be honest, to— to be your friend but, at the same time, once I finally gave in and was like, “Alright, let em have it.” Cuz your— you’ll come up with what looks like a— like an overpriced candy bar and you’ll be like, “If you chew this I’ll punch you in the face, ok?” And the first few times I’m like, “This is just annoying.” I’m just waiting for something to get squishy. But then the reality is that with some of them you give em a minute— RZ It’s kind of incredible. PF And they start telling you a little story. RZ Yeah. PF They’re like, “Oh I was once a bean in the mountains [yeah] of Vietnam [yeah] and then someone picked me and then I’m— nothing really too much happened to me after that because I’m a single source [sings] chocolate bar!” [Both laugh] What are some of the brands? RZ Uh there’s a— a brand called Amadi. By the way— PF Yeah that’s the one. [1:39] RZ— Godiva. Godiva is like— PF Booo! RZ— is like— PF No, that’s the thing: lemme just tell everyone: everything— every chocolate you’ve ever liked, unless you’re in this world, is garbage and you’re an animal for eating it. RZ Ok. So. Godiva is like the Banana Republic of chocolate. PF Right. RZ It’s kind of pitched as higher end [Paul laughs] — PF It’s khaki pants of chocolate. RZ [Laughing] But it’s actually if you really go shop at Barney’s [yeah] and the fancier shops, Banana Republic isn’t really higher end. Tell me— tell me one of your obsessions, Paul. PF [Sighs] I have a lot of nerd obsessions like I, you know— RZ We all do. PF Yeah. Non-nerd: I really do like getting on eBay and looking at old books, like— and especially lots of books like— like eBay lots, like thousands of books or— RZ Like you’ll get three boxes. PF Yeah, not three! Sometimes 2,000. Sometimes it’s like the whole library is— is the personal library is getting unloaded or the— the used bookstore is going out of business. And I think there’s a lot of intertwining fantasies there which is like I love books. Still do [yeah]. I mostly don’t buy them anymore because they take up a lot of space; I live in an apartment, and— [sighs] — RZ And you read on your phone. [2:45] PF I read on my phone and I have enough stuff. RZ Yeah, yeah, yeah. PF But there’s a part of me that just really appreciates books. The— I still have thousands at home and I like to through them, I like to look at them. And I have associations with all the spines and— and sort of what they all mean [yeah sure] and I love old reference books, things like that. So I really like older stuff. There’s— it’s funny because I— I love, you know, there’s a part of me that really feels I should be interested in like rare volumes from the 1600s, like that’s the true bibliophile [hmm] but it’s not. What I like is the old encyclopedia from like 1890 about manners or about etiquette [hmm] or just like random stuff [yeah]. So they’re very soothing, these obsessions. RZ And I get it. And— and— first off: you make me sound like an eight-year-old. We talked about chocolate for a minute and then— PF No— RZ— we got into your wonderful obsession with books. PF [Chuckles] Not really because uh we— we should share with the YouTube video— or we should share the YouTube video of people eating the Almandi chocolate and sniffing to the sound of Steely Dan. That— they put up— RZ That’s Joe Cocker. [Paul laughs] It’s bad. It’s not good. It’s not good. PF And this is not— this is not for kids is what that says. RZ No. No. This is for sophisticated adults. PF You need to really enjoy the fine stylings of Joe Cocker. RZ While you eat chocolate. Are obsessions good? PF I think that— well it really depends. There’s some really bad obsessions that people can get. RZ Addiction. PF There’s addiction and then there’s also like I— I don’t know [sighs] it’s a real— it’s a really tricky one. The Kardashians is a good example. Some people have a really fun, silly relationship with that show and they think it’s [mm hmm] really interesting and they get a kick out of it and it tells them something about their own lives and they really like. Other people are— are just hating themselves cuz they can’t have a 4,000 dollar handbag. [4:32] RZ Right they’re not gonna be happy. PF Yeah. RZ It’s— it’s an— an unreachable quality of life, status, that just people dream about and obsess over. That’s a bad obsession. That’s a bad obsession. PF The chocolate is ultimately like a relatively medium-sized indulgence. You know, it’s just— RZ It’s— it’s also— PF It’s literally the— RZ It’s ephemeral. I’m not gonna put it in a shel— on a shelf. PF No, it’s the cache you have in your— I don’t really want the books when I’m looking at them. RZ I don’t— I mean I wanna eat the chocolates and that’s that. [Stammers] — PF I pulled a few triggers. I got— I wanted um old copies of The Whole Earth Review which is kind of an unusual magazine that came out in the eighties. And— nerdy, but I wanted copies of Omni Magazine which was like an early— RZ I remember Omni. PF I wanted the originals. I wanted to see the ads. I wanted to remember [yeah] sort of how it felt [yeah]. So I bought those. It cost a couple hundred bucks. So I mean it’s— it’s— there’s— and then they took up— they take up a lot of shelf space though and then I’m like— RZ It’s the feeling of this thing that I think about a lot, that I possibly can’t have, and when I do have it, I find some joy. I mean you— [I think there’s—]. You’re not well if you’re sitting there rubbing the book for days on end. PF That’s right. RZ Like that’s not what it’s a— I— I like watches. It’s another [that’s right]. I don’t know if I’d call it an obsession. [5:42] PF I don’t— it’s not an obsession. It seems to be that there’s almost a therapeutic function, right? Where you’re like, “I’m kinda stressed or stuff is going on or I just like— I need something to do for a half hour to settle my brain down.” And that’s when I see you creep over to your RSS feed of watch blogs. RZ Awristocrat! PF That might be— RZ That’s spelled W-R-I-S-T. I don’t wanna collect em. I like having them. I tend to get tired of them— PF I can vouch for this. RZ I don’t really want a room like a closet full of watches lined up. PF Well and also not to get into the numbers but we know some people that have done really, insanely well for themselves. Your collection is very nice and very special and very lovely but it’s not earth shattering. RZ No. No. PF You— you have— it’s not museum quality. RZ Not only that, I don’t want them long term [yeah]. I mean there are a couple that I’ve tied to events in my life that I’ll probably hold onto but the other’s are like, oh— ok. That was fun. PF Yeah— RZ That’s the thing. PF I got my pleasure out of this— RZ It’s not a material possession thing. Or an asset. Some people are like, “If I hold onto this for 20 years it’ll be worth three times as much.” PF It really is about the emotional reaction. RZ Yes. PF I think once you get into the asset that’s a whole different set of emotions, right? RZ Yeah. [6:47] PF Like for me I have limited— I don’t wanna move— I have limited shelf space [yeah] and so there’s a sort of like, what’s the most meaningful things I could put on that shelf? And then— RZ Question. Let me ask you a question: is it— do you love the physical object when you talk about your books or are you talking about just purely the content— [Paul sighs] cuz if it’s the content you could probably find it online or wherever. PF Oh the content’s everywhere. Yeah that’s not my worry. RZ Is it the physical thing? PF It’s the physical thing. It’s the space it takes up. Like how am I gonna apportion that space? What’s valuable? RZ No, no, but your love for it to begin with? PF I really do love it and the one of the things— RZ The physical thing. PF If— if I had more time, I would spend more of that time like with books and a notebook. That would be really satisfying. RZ Ok. PF I actually have a process, I really like reading. Occasionally I see something interesting, I would take a picture of it and tweet it [yeah]. Like that would be pure happiness for me [yeah]. I just don’t— especially with having little kids like, you know, they go to bed around 8:30 and I— I just am not gonna sit at a table and read for two hours. RZ Yes. PF I’m gonna goof off and watch some TV and answer emails. RZ Alright so let’s pivot into something that’s kind of, sort of sits as a juxtaposition when people talk about experiences today. Now, even if you weighed into our industry— PF Well I can— I can bridge this for you. There was just a big Apple event, it was held at the Brooklyn Academy of Music. [8:03] RZ That’s a beautiful space, by the way. PF It is. It is. RZ I live near it. PF Somebody was worried that— that Apple had bought it. RZ Dude, there were Apple flags [Paul laughs] all around the Brooklyn Academy of Music, and, by the way, there’s an Apple Store across the street from the Brooklyn Academy of Music [Listen—] that is absolutely striking and it looked like it was over. PF Yeah. RZ [Laughs] The dictator had arrived— PF Like there’s a big floating— RZ— the flags had been planted. PF There’s a giant Tim Cook head just sorta hovering. RZ [Laughs] Yeah and it’s like— yeah. And— and— PF “Strength through iOS.” RZ And you better start singing their song. If you don’t start singing their song, they’re gonna put you on the trucks and off you go. PF I think a third of America would probably pledge to Apple if it said, “We are the new government.” RZ I think so! So it looked weird, you know why? Because it was— it was nondescript. Apple being Apple there wasn’t a single word about what was happening. PF Right, so it’s just like, “Our presence is here.” RZ It was just apples with swirls of colors modify— modifying the logo. That’s the experience and look [stammers] — [8:59] PF Well and Apple’s— people have been obsessed with the Apple brand since the seventies. RZ Yes. Because it tried to humanize something that was— that felt very difficult to touch and to come near. PF And then, I mean, even before Steve Jobs, there were pictures— people shaving the Apple logo in their heads. And then— RZ It was a big deal. PF— as Jobs sort of made it more and more kind of this cult of quality, it got more and more intense, and I think that didn’t exactly scale. RZ No but— PF The brand works harder than any other brand. RZ It really does and— and they’re— I mean you can’t deny the craft that is— that is just— PF Well this is supreme, I mean I have— RZ— touching every aspect of the product. PF It’s almost inconceivable how— what these things are. Like every little piece represents thousands and thousands of person hours [yes] of unbelievable labor going back 40, 50 years. I mean they— they just are kinda— they just encapsulate all human culture [yes] into this tiny little box. RZ Well, I mean, we’ve really reached a threshold where I think we’re— people are starting to get scared. We talked a few minutes ago about obsession being get. Like your love of books is just a wonderful thing to talk through and talk about. I love watches but I’m not consumed by them. You wouldn’t call it an addiction. And what you’re hearing more and more of lately is the— the words obsession and addiction being used kind of interchangeably. PF That’s right and we’re very worried about children and phones. RZ Children and phones [yeah] and there was some articles— PF And iPads and— RZ Yeah. There were some articles recently where The New York Times said that in silicon valley, where they conjured up all this shit, they’re obsessed with their kids not using their phones. PF That’s right. I have an answer: just get your kids Chromebooks [music fades in] because they wanna throw those in the garbage. It’s wonderful. RZ Hard. PF Oh I love it. RZ It’s hard [music plays alone for six seconds, ramps down]. PF Rich, let’s interrupt our marketing podcast [music fades out] to do some marketing. RZ Despite what all these inventions do to your brain, Postlight’s really good at building them. PF We are [Rich laughing]. No matter what. No matter how many children’s brains are ruined by small devices [Rich laughs], um we are the device children ruiner— no, we’re not. We make really great software— RZ We channel a very different set of obsessions around great design, great engineering to build really great apps, really great platforms. PF We’re ethically concerned, too, we’re not going for addition. We’re not that kinda shop. RZ No, no. PF You call us because you have a business model and you want— now we love when people engage and are connected to stuff. RZ Yes. PF You know, we want people to really— RZ No, engagement’s part of success for us, for sure. PF We love people to use our stuff but we’re not— we’re not trying to figure out how to keep you on that phone for eight hours a day. Uh but we can help people— you know, when they open up a Postlight app, they think, “Wow, this looks, behaves, and operates exactly like the other really good apps that I’m used to.” We are— we’re at a very high level of quality, we take it very seriously. It’s— we’re not the cheapest for that reason but we’re pretty good. RZ Very reasonable. [11:59] PF We are overall when people work with us over time they come back again and again and again. We love that. RZ Visit postlight.com and you will see a bunch of work [music fades in]. PF That is true. Take a look at our work and send an email to hello@postlight.com [music plays alone for six seconds]. First of all: most of what children like to do with a screen is consume media. RZ Sure. PF When we grew up, we had, you know, Commodores and Amigas and Macs and whatever and you had to do computer things with computers because they wouldn’t play videos. Not really. Not until the nineties, and even then it was like little crappy videos [yup]. The current state is, you know, which of a hundred billion hours of video can I watch before somebody realizes that— you know, like when my parents are sleeping in, I wanna— like my kids will just sort of negotiate for computer time and the computer time that they want is Netflix and YouTube. RZ Understandably. PF Yup. RZ I mean it’s kind of magical. You’re holding this thing that’s a pound. PF It’s not just that though. They— if I remind them or if I say, “No, you can’t have that but you can have,” and then the number two thing that they like to do— and there’s lots of games on there, cuz it’ll play Android games, I will say like, you know, it’s just like Barbie— RZ Shopping Barbie. PF Yeah, Shopping Barbie or weird like princess games and so on and [yeah] there’s a profile of my children in Russia that’s probably about 700 pages long at this point [Rich laughs] but the um if I say, “You know what? Take some time on Google Maps and go look around Staten Island,” they love it. RZ I mean that’s wonderful. It’s exploration. PF They get to see the whole world. They get to see it. RZ Sure. Sure. [13:34] PF It’s like— like you’d imagine with kids, they wanna see their house [yeah] and then they wanna see their school and then they’re like, “I’ve been there,” and it’ll be relatively close by, it’s Grand Army Plaza [of course]. So they love that and then Google knows everywhere my children are looking and that’s cool. RZ And they’re in your house. Yeah. [Paul laughs]. So ok so. Let’s bring this into the whole— PF Well see Netflix— RZ “Ok. Let’s avoid kid addiction blah blah blah.” PF I mean let’s look at how the different companies react to this, right? Like Netflix just goes online, “You’re gonna binge watch this garbage and we’re gonna continue to shovel it down your baby bird mouths and you’re gonna give us money every month. You’re gonna forget how much you’re paying and you’re just gonna suck it up through your nose like cocaine.” RZ Worth noting: there is no setting, in Netflix, to not make another show start when one ends. PF Oh yeah! RZ It probably would take an engineer and a QA staff [no] a day to put this switch in. PF Netflix is the product equivalent of dumping a like a bag of candy hearts on the floor and saying, “Go, pig.” [Rich laughs] You’re— and you’re like, “I don’t even like candy hearts!” [Makes gross chomping sounds]. RZ “But ok!” [Laughs] PF That’s— that’s my experience of Netflix. RZ So. Alright. Let me— let me rant for a second here. It is scary I mean a kid— they do have a glazed look in their eyes if you leave em too long holding an iPad or a Chromebook. PF Oh, you know what’s bad? I got my kids sound cancelling headphones cuz I’ve got twins, right? [Oh god!] And they can’t— and I have this issue where every now and then the light’ll cut out in the room where it’s kind of my office space where they have their computers so I can watch them. So if I’ll like walk away, I tend to be kinda— I try to be close unless I’m asleep when they’re using the machines and they don’t get a lot of time with them but when you walk in and the room is dark and the screen is on their face and they’re wearing headphones, I’m like, “I am breeding monsters.” RZ Yeah. Yeah, yeah, yeah, yeah. [15:24] PF This is— like it needs to feel public and they need to be connected and near other humans when they’re using this stuff. I don’t— it’s pretty bad when they just lock in. RZ It’s scary. It’s scary. Right. So this is the fear and this fear is actually even more pronounced than Silicon Valley where they, frankly, invented a lot of this stuff which is, you know, New York Times wrote it up as almost this kind of irony. PF I’m so tired of all the drama though. “Oh! Oh! Oh!” Cuz here’s what— Silicon Valley’s so proud of itself for destroying the world. RZ It’s— PF They love to fantasize about all the incredible cultural power they have. They can’t build a skyscraper. RZ It’s this [both laugh] — PF [Laughing] That thing— they built one good skyscraper— RZ They can’t. After five stories, they’re fuckin’ confused. PF Everything is sinking! RZ They are confused. PF You know they’re like, “Oh hey, we dug a hole four blocks away and we destroyed this skyscraper.” I’m like— what did we— New York City [yeah], we sure as hell can’t build Google. RZ No. PF But, you know, we’ve been doing that since 1910 [Rich laughs], you know, maybe you could’ve sent somebody over. RZ It takes like three weeks. PF Seriously. RZ “Holy shit! When did that come up?!?” [16:24] PF Why don’t you just bring your— bring one of your iPhones out and take some pictures of the Woolworth building which went up [Rich laughs] in like 1915 and then take that back to San Francisco— what the hell, even email it over wireless. We have that in the parks. And uh and then maybe, you know, what you do is when you get the architectural renderings, I don’t know if they’ve ever seen this, you get the blueprints and you just write the words, “Don’t sink.” [Yeah] And that’s actually how the people in construction know but anyway San Franc— RZ They love to signal out that they’re seeing things that other people aren’t seeing. PF That’s right. RZ They love to say, “Oh my god—” PF They— oh yeah [whistles]. RZ “We are about three years ahead of this, guys, let’s talk this through.” PF The phone emergency. RZ All of it, right? PF Yeah, they’re really into like— this is the thing: they’re kinda missing climate— we’re not gonna get to really, really strong AI taking over the world before climate change destroys all the computers. Like we’ve, you know, [Rich laughs] like [stammers] like I know Moore’s Law. RZ We’re losing that race. PF I know Moore’s Law! We’re gonna get— it’ll just be like Seamless’ll be really fast and then one day there’ll be four feet of water in front of your door. Like you’re not gonna get a really great, intelligent assistant. RZ True. So wait! I mean is it legitimate? PF It’s a lot of consum— RZ We have to watch with these kids staring at their phones like passively? [17:32] PF Of course, of course you do. But you know what? God. Uh. As a parent, first of all: kids need to wind down like anyone else. It’s what you put in the brain. RZ Ok. PF Like uh maybe I’m lucky. I have good readers. I have very active, healthy kids. They’re healthier than I ever was. And they’re engaged and they have friends. They have all the regular problems that kids have, but it’s not cuz they’re watching an extra hour of Netflix every week. This is not really what we’re talking about. Now if my daughter was playing Candy Crush obsessively, you know, at age eight or nine, she’s seven now, then that’s an issue because that is like— that is a growing brain that has given itself entirely to Candy Crush. RZ Yeah. You have to diversify the experiences. PF And I have— my son likes YouTube cuz he loves to watch other people play video games and people are very paranoid about it— RZ Well that’s a big thing, right? PF I watch it really carefully. Everybody’s worried about strange alleys but, I don’t know, I keep a pretty close eye, I kinda know what’s in his cue and— RZ I’m not sure if that’s that much different from watching other people play sports. PF It’s like anything, I see— I have a little boy who loves to run and play soccer. RZ Again: same parallels, right? PF Yeah. RZ Uh I mean that kid needs to run and play soccer, otherwise they go bonkers, and like my boy but— PF If he tries to convince— RZ— frankly, watching sports isn’t [yeah] destroying anybody. Uh people have been doing it for many years. At first they couldn’t watch it, they’d have to listen to it. PF There’s so many other things to panic about. [18:58] RZ I’m gonna rant for a minute here. PF Rant! RZ My parents weren’t reading a lot of books. First off: there were no websites about how— we fled a war and we were immigrants in the country. I watched probably eight to twelve thousand hours of a mo— of a cat trying to eat a mouse. PF [Laughs] And What’s Happening!! RZ And [laughs] — PF There was a cluster of after school reruns on when we were kids. RZ Dude, it was— I— if you— we just— we just took a shit on Netflix. If you put on Netflix and wanna teach your kid the value of green vegetables [yeah] there is a cartoon for the value [oh yeah] like understanding and appreciating the value of green vegetables. PF Have you seen the show Hilda? RZ No. They’re all spectacular, dude. PF Oh it’s a charming narrative of a little girl with trolls. Oh, it’s wonderful. RZ Everybody’s learning manners! They’re learning how to eat [uh huh]; they’re learning about the world. There’s this show called Super Wings. PF That’s right. And when they’re ready for Hitler, there’s 40 or 50 thousand shows to watch. RZ Just a channel away [laughs]. PF Yeah! And then you switch to Amazon Prime and you got a hundred thousand. RZ [Laughs boisterously] So, look, man, I’m not saying I came out great. That’s questionable [Paul laughs] but shit! PF That’s a lot of podcast right there. RZ I watched a lot— a lot— my mom was a smoker and she was going through a lot of stuff [uh huh] and it was hard, it was a new country, and I am just eating up Tom and Jerry. It’s a cartoon where a cat is trying to eat a mouse [sure] and it’s the dumbest thing you ever saw and I thought it was really funny [mm hmm] and I’ve watched the same episodes of that cartoon probably hundreds of times and I’m ok. I think— [20:43] PF When did you— when did you actually start reading? Was it law school? Was it undergrad? Like not learning to read but like there’s a point where you started to read a lot of books and a lot of stuff. RZ It was probably undergrad. PF Yeah. RZ Yeah. PF That’s the big difference, right? Like I think the only thing that would’ve been different in your life is if you’d started earlier. RZ I think that’s right. I also was very fortunate you could pop open the back of an Apple 2 when I was 15. PF Yeah. See but you had to read and learn about how that worked too. RZ I did. I did. PF And, you know, you’re reading the catalogue, you’re reading the computer magazine. Like you wanted access to that world. RZ True. That’s true. PF Yeah so that— This is the thing that people miss about technology and I think this actually does get— it kinda takes us all the way back around. When you’re young, the world inside of that computer is a whole world and that was true whether it’s an Apple 2 or the phone, and it is actually— people are worried about Google and they’re worried about Apple. See I don’t— when you’re a kid and when you’re a teenager you know that there are forces outside of your control that are much bigger than you and you can’t tell which ones are good or bad and you don’t really trust any of them. RZ True. PF What kids are doing right now is they’re looking at their phones and sometimes they’re mindlessly consuming content. As they get older, most kids get real suspicious and they start to take it apart, and they start to wonder what’s going on. [21:55] RZ And I think that’s really cool and, you know, you’re seeing a lot of products out there like little bits and— and where you can actually take apart the toy and make a different toy out of the parts because there are no screws on that iPad. That thing is sealed tight [that’s right]. It’s just a magic box to them [mm hmm]. They have no idea. They don’t even call it a computer. It’s just this thing that just has an endless supply of stuff. PF Yeah and this is uh— RZ I want them to be able to interact which, by the way, there are some wonderful things out there on an iPad or on a Chromebook, where they interact and they explore [dude] and they learn and they build. I had none of that. PF Listen to me: we got you and me saying, “Oh it’s wonderful to explore.” And you’ve got the people in Silicon Valley saying, “Keep it away from them cuz it will destroy them.” You know what’s really gonna happen? Human beings have their own will and they’re pretty mischievous and they like to tear things apart like primates. RZ True. PF Teenagers will ruin everything. This current generation will come up and they will see Facebook and they will see Twitter and they will Google and they’ll be like, “What is this trash? It’s just been around forever.” RZ That’s very true. PF And you’re gonna go work at Google, it’s gonna be like going to work for the phone system when we were kids [yeah]. I mean it’s just like— this world will collapse into itself and that doesn’t mean that billionaires won’t remain billionaires or giant organizations won’t exist, it just means that tech moves fast, people can create what they want in order to communicate, and nobody maintains a lock in. So I’m just sort of like— we’re talking and we’re worrying about children because they don’t seem to have a lot of power but they have a lot of will, and they will start tearing all this stuff down to shreds. RZ I think that’s exactly right. PF And if you won’t let it and you lock em down, then they’ll go do something else. RZ And— and I think the best thing we can do is to encourage that. I do think there’s a crossing point that if you let that kid— I do have— I’ve had friends over and they’re ten or 12 and— [23:41] PF Oh and the kid just stares. RZ He’s— he’s just not— they’re it’s their babysitter, right? PF Yeah, see— RZ And the iPad is in their hands and their heads are down and they don’t— they don’t even say hello. PF My kids— my kids wanted an iPad at four and I was like, “Eh.” [No] Cuz it’s too much like candy. Just little rectangles of delicious candy. RZ It’s the passcode for us. We have an iPad, they don’t know it. And if we tell them, “You’re gonna get 15 minutes,” you’ll get 15 minutes. PF Yeah. What is your— let’s close out on this: what is your um we said non-nerd obsessions earlier [mm hmm]. What’s your nerd obsession? RZ Emulation. PF Oh really?!? RZ I love emulation. PF It’s funny cuz we don’t talk about this that much but I’m pretty obsessed with it too. RZ I know. It’s so cool. It just makes me happy. PF Tell the people what emulation is. RZ Emulation is when a machine transforms itself to behave entirely like another machine. So if you own— PF Usually an older machine. Not always. But usually. RZ Usually an older machine. I remember when they tried to press the gas and like the N64 emulator came out around when the N64 was out. PF Yeah, it was like Mario could hop once a minute. [24:42] RZ [Laughs] But you know I mean credit to them for trying it’s like, “Wait a minute, it’s the same CPU, we can do this.” PF This is— this is the super nerd like power play is to be an emulator writer cuz— RZ Ah! It’s so badass! PF— what you’re doing, you’re simulating another piece of hardware in software. RZ Yeah. It’s so cool. PF So that people can like play their games or run their software. RZ And when the archive put out like, “Yeah. Here’s 11,000 arcade games you can play in your browser.” It’s over. PF Internet Archive, yeah. That’s good. That’s the work of our friend, Jason Scott. RZ And I was like, “Well, that’s that!” PF And thousands of other people over time. RZ Uh it’s just really cool. It’s cool cuz I like to see the glitchy startup. I like— [yeah] I like to see it boot up cuz it’s truly emulating. It’s not a port. PF No and it’s rough around the edges, you know, you’re just like, “Oh this is where we came from.” RZ What about you? PF I like to research things actually. So lately I’ve been researching storage a lot. Like there’s just— I wanna know like what would it take to get a petabyte of information. This is actually inspired by Alan Kay who was a really uh important thinker in early technology and sort of big at Xerox PARC who at one point wrote an article about how what they were building was sort of the ten, 15 year later computer. You know they’re— they built these computers at Xerox that cost like 120,000 dollars in the seventies so like as much as a house. RZ Yeah. PF And— but they were trying to be desktop computers and I’m just sort of thinking to myself like what would the equivalent machine be for 15 years from now? And it’s gonna something like that— it’s gonna be, you know, what we think of now as almost infinite storage and [yeah] the processors can’t get too much faster but there were gonna be a lot more of them and there’ll be lots of little— so I just sort of— I like to continually come back to that mental exercise because the moment that we’re in now where five companies control the world and— and everything is sort of online and works in a certain way is going to change. And I just— I need to keep that in my head so that I feel like I’m adapting and ready for the future. [26:36] RZ Right. Growing up, Paul, I loved Legos. PF Sure! RZ And what I loved about them is obviously that they allowed you to be creative [mm hmm]. You could build stuff. I used to build houses and if you looked in the window of the house there was a little living room [mm hmm] cuz I’d make a couch and put it in the house [oh yeah] and a little table and a little TV. And my— my son gets Lego box gifts all the time. PF Oh god yeah. No. Infinite supply. RZ And they suck. PF Yeah. RZ Because it’s a little bat mobile. PF Yeah. RZ And the pieces are extremely specific to building just that batmobile and the instruction manual is 22 pages of how to make the batmobile and nothing else. And they— they have taken all the oxygen out of the room and there is no room for creativity and he can’t do anything else with those pieces. And this is more fundamentally my fear with where technology’s gone in that the controls that have been imposed— PF “Follow these instructions to get this great outcome.” RZ And you can’t come outside those guardrails, right? Like you can’t leap em. PF Well cuz that used to be you were exploring your world and kind of figuring out— humans, you know, we’re primates. We wanna know where’s the— where are the boundaries? What’s the territory we can get to? [Exactly] What kind of power can we have? And you had a power where you were like, “I can make a house.” RZ Yes. [27:54] PF “I am a house maker. I wasn’t that before and now I am.” RZ Exactly. Exactly. PF I will say it is fun to see, you know, I’ve got seven year old twins and now they get those and they follow the instructions together and they make them and then they tear them apart and they go into the mulch supply of the regular Legos which they still play with. So it’s working— it’s working at that age but [yeah] it— it actually— when they were younger which your son’s about a year younger, when they would get the toy, they would really feel obligated towards the toy. RZ “I want the thing on the box” PF That’s right. RZ And that was it. And that was it. And beyond that and when you broke apart, which is did, it’s Legos. PF Of course. RZ They viewed it as broken. PF No, it— as they grow that becomes a more ephemeral experience except for the people who get obsessed with Legos and want everything to be perfect. RZ Right. PF So, obsessions! Good or bad? RZ Who knows?!? [Music fades in.] PF Alright, Rich, let’s get out of here. RZ Yeah, I wanna go use my phone. PF I’m gonna have some chocolate. You getting chocolate? RZ And I’m gonna stare at my watch while I eat chocolate. I have chocolate. I will give you chocolate. We will have a couple of chocolate links next to the podcast. PF You know if you ever wanna work with us, there’s a very good chance you will have a piece of chocolate given to you in that first meeting. RZ Excellent chance. PF You just have to bring it up. We don’t like to showcase this too much cuz— RZ No. No, no. PF— people are like, “What?!” RZ “What wrong . . . with this person?” PF Yeah but if you want that piece of chocolate and even if you just want a little conversation: hello@postlight.com. That email goes straight to me and Rich and uh we like to talk. RZ Have a great week. PF Bye, everybody [music ramps up, plays alone for five seconds, fades out to end].

In episode 28 of the Synergen Leadership Podcast, Julian speaks with Phil M Jones, international business speaker and author of five international best-selling books. Phil entered the world of business at the tender age of 14. With nothing more than a bucket and sponge, he went from single-handedly washing cars at weekends to hiring a fleet of friends working on his behalf, resulting in him earning more than his teachers by the time he was 15.  Soon after, at just 18, Phil was offered the role of Sales Manager at fashion retailer Debenhams – making him the youngest Sales Manager in the company’s history. In 2008, after several years of being one of the most in-demand young sales leaders in the UK, Phil decided it was time to dedicate his future to helping others to succeed and has now trained thousands of people and has given over 2,000 presentations in more than 50 countries across five continents. In today’s episode, Julian explores the concepts in Phil’s most recent book, Exactly What to Say: The Magic Words for Influence and Impact. Julian talks with Phil about how a leader can apply some of these ‘Magic Words’ in business by mastering the simple persuasion triggers of language. Go To: Phil's LinkedIn Phil's Website Purchase Exactly What to Say: The Magic Words for Influence and Impact

Ep #61: By asking the right questions and knowing what exactly to say you can win a deal. Lead the dialogue the way that people would want to buy from you. You also will be surprised that some words can ruin your conversation completely and as a result you lose a client. In this episode, Phil M. Jones shares tips on exactly what to say to sell your service and how to answer the common ‘How much’ question. Phil has made it his life’s work to demystify the sales process, reframe what it means to “sell” and help his audiences to learn new skills that empower confidence, overcome fears and instantaneously impact bottom line results.  Author of five international best-selling books, and the youngest ever winner of coveted “British Excellence in Sales and Marketing Award”, Phil is currently one of the most in-demand assets to companies worldwide.  Time Stamped Show Notes: [00:22] About the episode and Phil M. Jones [01:42] Phil’s first business was cleaning cars in his fifteens which brought him to the point when he made more money than his teachers at that time [03:05] How the 2008 recession brought Phil’s retail & real estate businesses to a halt but allowed him to elucidate a common, but key struggle: how to sell and grow existing customers [05:00] At the age of 18 Phil become youngest sales manager in the company where he worked that time [05:42] People look for a direction that’s why all Phil’s books about exactly ‘what’ and ‘ [07:15] Why Exactly What to Say book should actually be called Exactly What to Ask and why you need to learn to ask better questions [09:13] Why selling is actually more about consulting and understanding [10:17] An example of the remodeling contractor’s business positioning which is all about price – and why they’ll never make a sale [11:48] What to say when people ask “How much?” question and why you shouldn’t tell the price right away [13:18] “How much?” actually means “I think I might be interested in doing business with you.” [16:52] Why you can go over your client’s budget – and it’s OK [19:11] Your clients want you to talk and recommend, even when you have set prices and descriptions [20:43] Why you need to take control of your answers with your potential clients [22:34] Exactly what to say and ask when you sell your service and an example of the conversation [26:53] The ‘just imagine’ example, that you can use to get results you want from the conversation. People make decisions twice: in their mind, then in reality [28:50] How to ask the questions to lead people to get the outcome you want [31:19] What you can do right now to improve your communications with the customers [34:58] The best incentive for removing powder words from your vocabulary – supporting your biggest competitor [35:48] Where to find Phil online [36:33] For the show notes go to IntNetworkPlus.com and subscribe to the Marketing for Creatives show Let’s get in touch: What topics do you want us to talk about in the next episodes? Who should I interview? Let me know on Instagram Did you get new insights? Please leave a short review on iTunes Get more marketing tips on intnetworkplus.com Follow on Instagram @MarinaBarayeva Follow on Twitter @MarinaBarayeva

All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call. Episode Highlights: The worst time to think about what you’re going to say The importance of word choice How Phil came up with the phrases in his book Exactly What to Say How the phrases from Phil’s book can be applied in both spoken and written conversations The steps between a conversation and a sale Sales scenarios where Phil’s phrases and formulas can be applied Why you should avoid asking if now is a good time to talk when calling prospects How to get to the heart of the conversation right from the start Why it helps to have a framework for sales conversations Why you should schedule a next action before you hang up the phone The framework that works best for a cold call Why it’s important to practice these conversational frameworks Resources: Phil M. Jones Phil’s Website Exactly What to Say Exactly How to Sell Phil’s You Tube Channel

Sue Bethanis hosts Phil M. Jones, best-selling author and multiple award-winner. Phil is highly regarded as one of the world’s leading sales trainers. He has trained more than two million people across five continents and fifty-six countries, and coached some of the biggest global brands in the lost art of spoken communication. In 2013, he won the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, the youngest-ever recipient of that honor. He has also written five international best-selling books and developed a number of online training courses that have enrolled tens of thousands of members around the world. Discover the power that language has over the subconscious brain, gain practical examples that have instant application, and receive tailored examples of how the “Magic Words” from Phil’s best-selling book, Exactly What to Say: The Magic Words for Influence and Impact, are applied to your specific business critical situations. Phil and Sue discuss: - The secret to starting conversations effortlessly - How to overcome every common objection with a simple question - How to overcome the indecision in your customers - How to choose your words wisely

Phil M. Jones has made it his life’s work to demystify the sales process and reframe what it means to “sell”. He is the author of five international best-selling books, and the youngest ever winner of coveted “British Excellence in Sales and Marketing Award”. What is selling? Selling isn't embellishing a product or a service with features and benefits so somebody gets it. What selling is, is earning the right to make your recommendation, and putting yourself in a position that you can say things like it's because of the fact that you said X, Y and Z, for those reasons, what we recommend is A, B and C.So you were taking business more serious than school - even at the age of 15? I was invited in by my teachers questioning my attendance, and I would respond to them with a question. The question I would respond with was, “how much money are you making sir?” And my school teachers would refuse to tell me at the time, but at 15 years of age, I was earning the equivalent of around $4,000 a month from my little car cleaning business.What is the name of your new book? The book is called Exactly What to Say, but what the important thing in that is, not that you should say exactly what I tell you to say, but what you should be thinking is, well the worst time to think about the thing you're going to say is in the moment that you're saying it, and that quite often you find yourself in repetitive conversations, where you're saying the same thing, and same thing, and the same thing because the moment someone saying.What would be a short takeaway for the listeners?  If somebody else can do it - can that somebody else be me? (https://salesparadise.com/wp-content/uploads/2018/05/Phil-M-Jones-book.jpg)

Hey Shareable listeners! We're back with brand new episodes! For our first bonus episode, we have special guest, Phil M Jones. Phil Jones entered the business world at the age of 14 by hiring his friends to wash cars. Since then he has owned several businesses ranging in services from landscaping to printing. In 2008, he decided it was time to dedicate his future to helping others to succeed. Through his experience in sales, he found that it's often misunderstood as creating unjustified hype; he aims to demystify this process in his book and workshops. In this episode, Phil shares some of his knowledge about how to improve your sales techniques. One key takeaway is that in order to make a sale a salesperson must first convince themselves that they can deliver on their promises. He also mentions several ways of connecting emotional attachment to the decision making process. Ultimately, there is no one-size-fits-all solution, but every sales begins by asking the right questions. Go ahead take a listen! We've kept you waiting long enough! Download this Episode SHOW DETAILS Running time: 53:02  Subscribe on iTunes and leave us a review SHOW NOTES (5:18) - Why does everyone look for the silver bullet for overwhelming success, when they just need to be 5% or 10% better? This push for giant metrics of improvement creates an unnecessary anxiety that limits success. Instead, people need to look for areas of continuous improvement. Look at what you are doing and see where you can add elements of success. The difference between people who are doing fine and those who are very successful are those marginal differences of reflection and review. (11:21) - Do you think it is possible to get anybody to fall in love with sales? Yes - but on one condition. The first sale that needs to happen must be on yourself. You must convince yourself that you can convince. You must have an internal belief that you can deliver on your promises. As sales people, we are looking to assist the decision making process. In order to help, we need to believe in what we are fighting for. (20:59) - How do you find the right words that sell? Look at conversation patterns to find where conversations were being controlled in the right way. You need to set yourself up by prefacing the sale with the right questions. After asking questions with ubiquitous subjectivity. Phil always use the magic words, "I bet your a bit like me." By asking the right questions in a logical order, you can guide the consumer through the decision making process step-by-step. Phil says he could never recommend anything to anybody unless he could say these words "because of the fact that you said..." This is the final step from transitioning the consumer from the subjective questions to the realization of the need. (33:05) - How do you decide which questions to ask in different scenarios? It’s all about having the right tools to use at the right time. Phil has one basic framework that he has found works very well. It’s a three step process. Ask a question about their future backed with linear probing to fully understand their vision. This will allow the customer to picture their desired future. Ask they feel about that hypothetical future. This allows the customer to get a taste of that desired emotion. Ask what would the consequences would there be if that future didn’t come true. These questions create urgency to act on their emotions. (45:14) - Do you think that any business can benefit from a positioning document? It is not about having the document or not. The question should be more concerned with do you receive leads from that method that allows you to have a conversation. First find the right questions and then find the right tools that help facilitate conversations. ADDITIONAL NOTES The book that Jeff and Phil refer to in this podcast is "Exactly What to Say: The Magic Words for Influence and Impact." It will teach you the tactics of persuasive language to help you make the sale or successfully navigate any conversation. You can buy this on Amazon. Phil has an upcoming book called "Exactly How to Sell: The Sales Guide for Non-Sales Professionals” that will be released early next year. It is a distillation of the sales process for those of you looking for how you can apply this logic to any conversation. You can pre-order this book on Amazon. Email Phil Phil's website Phil on Facebook @philmjonesuk on Twitter Phil on LinkedIn Phil on YouTube Phil on SoundCloud CONNECT WITH JEFF Email Jeff @JGibbard on Twitter Jeff on Facebook Jeff on Linkedin (make sure to introduce yourself) Jeff on Instagram Jeff on Snapchat CONNECT WITH CAROLINE Email Caroline Caroline on Twitter Caroline on LinkedIn CONNECT WITH THE SHOW Call us Follow us on Instagram Follow us Twitter Like us on Facebook Listen on YouTube SPECIAL THANKS TO Ray, our Audio Engineer. Thanks for cleaning up our voices and adding all that sexy production value. Kurtis, our intern. Thanks for all creating the show notes for this episode! Your host Jeff Gibbard. He made sure this episode made it through production even though we've been super busy. Thank you :)

Nervous about sales? There’s a Must-Read Book Review for that. Exactly What to Say by Phil M Jones is exactly what the title promises: a collection of phrases that will help you make sales. These key phrases encompass sales strategies that work for every kind of business and product. It’s a short, easy read that […] The post MBA978 Must Read: Exactly What To Say by Phil M Jones appeared first on The $100 MBA.

Words have the power to change decisions, fates and fortunes, yet few people purposely wield them. In this practical, digestible book, bestselling author and international speaker Phil Jones shares how simple language techniques can transform the success of conversations. Developed over years of successful (and unsuccessful) sales negotiations and training more than two million sales staff across the globe, Jones offers 22 powerful phrases that can easily be interwoven in one’s everyday exchanges. Each chapter explores the psychology behind the effectiveness of a simple set of words before providing examples of how to utilize them in varying situations. Discover precise business success language to empower immediate positive action Create instant confidence to introduce your products and services more effectively Receive the “Magic Words” from Phil’s best-selling book applied to your specific business critical situations Build trust and camaraderie by using comparisons Help others make time to reach important decisions BIO: Phil M. Jones has made it his life’s work to demystify the sales process, reframe what it means to “sell” and help his audiences to learn new skills that empower confidence, overcome fears and instantaneously impact bottom line results. Author of five international best-selling books, and the youngest ever winner of the coveted “British Excellence in Sales and Marketing Award”, Phil is currently one of the most in-demand assets to companies worldwide and is highly regarded as the world’s leading sales trainer. His best selling books include Exactly How to Sell and Exactly What to Say, ToolBox, Magic Words, and PHILosophies. Find out more at philmjones.com

Author of "Crisis Ready: Building an Invincible Brand in an Uncertain World", Melissa Agnes is a leading authority on crisis preparedness, reputation management, and brand protection. Agnes is a coveted speaker, commentator, and advisor to some of today's leading organizations faced with the greatest risks. As a strategic advisor and keynote speaker, Melissa Agnes has worked with NATO, Ministries of Foreign Affairs and Defense, financial firms, technology companies, healthcare organizations, cities and municipalities, law enforcement agencies, global non-profits, and many others, helping them understand risk and build invincible brands that can withstand even the most devastating of events.  In 2015, she gave a TEDx talk in Los Angeles where she discussed the secret to successful crisis management in the 21st century. Agnes is the editor of the Crisis Ready Blog, a contributor to Forbes, and a go-to source for the press, with recent coverage including the Wall Street Journal, VIBE Magazine, USA Today, and many others. As a university guest lecturer, Agnes teaches crisis management in university courses around the world, including at NYU and McGill. www.MelissaAgness.com She mentioned two amazing entrepreneurs and their books: Michael Bungay Stanier's book, The Coaching Habit  Phil M Jones' books, Exactly What to Say .... and .... Exactly How To Sell

Phil Jones is a world-class sales trainer and best-selling author. He began a career in sales at a young age and eventually developed his own sales training workshop. Fast forward and he's delivered thousands of keynote speeches and published two incredible books. Phil and I dig deep into his book titled "Exactly What to Say" and he provides his insight around other questions I ask such as how to build trust and how to disarm decision makers during the sales process. ---  e-mail questions or comments to omaid@omaid.me

Here is the second of our two, year-end episodes that look back at some of the most fascinating people and topics of the year. I know you’ll enjoy these excerpts and below are the links to the original episodes from which these segments are taken so you can listen to the complete interviews if you wish.I’ll be back next week with all new episodes to usher in 2018. Thank you for your support this past year.Happy New Year!Topics and Links in this EpisodeThe Two Ways People Get Rich with Matthew Schiff Podcast Episode 79.http://www.somethingyoushouldknow.net/079-the-2-ways-people-get-rich-how-to-read-people-instantly/Exactly What to Say to Get What You Want with Phil Jones. Episode 100http://www.somethingyoushouldknow.net/100-exactly-what-to-say-to-get-what-you-want-how-to-stop-being-distracted-by-technology/Simple Strategies for a Fabulous Relationship with Arielle Ford. Episode 112http://www.somethingyoushouldknow.net/112-simple-strategies-for-a-fabulous-relationship-how-to-develop-mental-toughness-to-handle-hard-times/What Your Dog is Really Thinking with Camilla Gray-Nelson. Podcast Episode 51. http://www.somethingyoushouldknow.net/051-what-your-dog-is-really-thinking-why-superstitions-actually-work/

There has always been a stigma around sales. Of all the aspects of business, the sales process is the least trusted facet of the team, and for good reason! Salespersons are known to be pushy, overbearing, conniving, and to take advantage of the naive. But for many businesses, they are also the most critical members of their team; how can you sell your service without sales? To overcome this stigmatized group, there needs to be a powerful change. Sales will need to be rebranded as an honest, helpful guide, and this episode will show you how. Phil Jones has taken the initiative of rebranding the sales process. In a world that is full of big egos and even bigger lies, Phil is bringing simplicity and integrity back into businesses. He has given over 2,000 presentations on the matter, and his book, Exactly What to Say: The Magic Words for Influence and Impact, focuses on the philosophy and structure of words. To learn how simple conversation tweaks can have major changes in your persuasion ability, all you have to do is say the magic word!  Become a Master Storyteller Grab your free copy of The 5 Stages of Grief in Telling YOUR Business Story, check out: https://dl.bookfunnel.com/vn00zi042y Keynote Speaker | Brand Strategy & Workshops | Story Raconteur Park Howell is an international keynote speaker who teaches people and organizations across the world the applied science and bewitchery of story. He makes brand stories crystal clear through his proven Story Cycle system that works every single time that's helped companies grow as much as 400 percent.  International brands Park's worked with include Hilton, Coca-Cola, Beyer Pharmaceutical, Cummins Diesel, American Express, American Marketing Association, Arizona State University, United States Air Force and dozens more. Learn more about working with Park to get your brand story straight.

Corey sits with one of the most sought after public speakers in sales training over a bottle of Widow Jane. Phil M Jones shares his insight on sales, going from starting a car wash at 14 to teaching over two million people worldwide, all presented in an irresistible accent. Check out his newest book, "Exactly What to Say: The Magic Words for Influence and Impact" Learn more about Phil M Jones: https://www.philmjones.com/ "Exactly What to Say" on Amazon: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/0692881956/ref=sr_1_27?ie=UTF8&qid=1499103206&sr=8-27&keywords=phil+jones+exactly Listen to Business Over Bourbon on iTunes and Stitcher! https://www.stitcher.com/podcast/business-over-bourbon https://itunes.apple.com/us/podcast/business-over-bourbon/id1242378323?mt=2

In episode 28 we had the wonderful Lou Serrano chat with us about exactly how to book gigs. As he says, there isn't one way to get gigs, but there are 50 ways. Lou basically walks us through 5 or 6 of them in this episode. The post Exactly What it Takes to Get Endless Bookings with Lou Serrano appeared first on Discourse in Magic.

In episode 28 we had the wonderful Lou Serrano chat with us about exactly how to book gigs. As he says, there isn't one way to get gigs, but there are 50 ways. Lou basically walks us through 5 or 6 of them in this episode. The post Exactly What it Takes to Get Endless Bookings with Lou Serrano appeared first on Discourse in Magic.

As 2014 winds down it’s time to ask yourself... Are you really where you want to be with your business? Are you wondering why you haven't achieved as much as you hoped? Most importantly, are you wondering how to make 2015  the year you finally reach your largest business goals?What if you could have a hugely successful business that helps thousands of people and does so in a way that is so natural and organic you'll wonder why you didn't do it LONG ago?In this power-packed interview, Business Acceleration Specialist Donna Moyer will be revealing the 5 specific strategies she used to take her struggling consulting business to over $500K per year - all while retaining both her integrity and her sanity.During this impactful interview you will learn: Why You Must Immediately Turn Your Business Into an Exclusive Club - And Why Your Ideal Clients Are Secretly Begging You To Do So How to Powerfully Uncover Your Highest and Best Use and Super-Charge Your Revenue as a Result The #1 Mistake You Must STOP Committing In Your Business Right Now if You Want To Crash Through The Glass Ceiling (and Exactly What to do Instead) A PROVEN Method For Finally Turning Your Business into the Lifestyle-Generating Machine You’ve Always Wanted - and Deserved!

Oh, my friends. You are about to be amazed... In this PODCAST, you will be amazed that in such a few words, Jesus taught such a tremendously timely and thought-provoking parable. Exactly WHAT the disciples (and US!) needed to hear; exactly WHEN they (and WE!) needed to hear it. If the world seems to be spinning out of control... If it seems that we are losing... If life becomes for you at times overwhelming... If you ever feel oh so tired, weary, worn down... Then you are in for a treat, courtesy of Jesus. Please remember that depending upon your web browser and connection speed, it may take up to 60 seconds for this podcast to begin to play. God bless you as you listen!