431: Outcome Based Selling, with Phil M. Jones
Outcome based selling requires understanding where satisfaction comes from, and what if we always knew exactly what to say in this process? Don't get us wrong, there's a bit more to it than that. But when incredible feats were being accomplished, this week's guest recalls, “I would never say wow, I’d simply ask how. And then dig in and say yea- but really, how?”. This is how Phil M. Jones molded a robust, outcome based, and quite frankly very impressive career.
George Leith speaks with Phil M. Jones, Philmjones International on this week’s podcast. Phil takes great pride in adding value. He discusses at what point we should celebrate a sale, outcome based selling, preparation, and understanding an audience's capacity to understand your message.
Phil 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. His early career went from strength to strength, as he worked with a host of Premier League football clubs to help them agree sponsorships and licensing agreements, to then being a key part of growing a £240m property business. Since then, Phil has made it his life’s work to completely demystify the sales process and bring both simplicity and integrity to a world that is often full of big egos and even bigger lies. With this as Phil’s core mission, he has written 8 best-selling books, produced two original programmes for Audible and delivered over 2,500 presentations in 57 countries across five continents. To date, more than two million people (both sales and non-sales professionals, leaders and experts) have benefitted from his teachings and now have more influence, confidence and control when steering their conversations. Phil’s unique philosophy of using specific word choices to teach people “Exactly What To Say” in order to influence, persuade and drive outcomes, has made Phil one of the most practical and in-demand business experts on the planet.
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