Phil M. Jones Quotes
“You wouldn’t happen to know...” (This throws down a challenge, which makes people want to prove you wrong.) “... just one person...” (Just one, because it’s reasonable and seems a simple ask, and they’re more likely to think of someone by name.) “... someone who, ust like you...” (This has the person narrowing down the options and gives you more of the right prospects, plus it pays a subtle compliment.) “... would benefit from...” And then emphasize the specific benefit or positive experience they have just thanked you for. Then... shut up! People say thank you when they feel they owe you something.”
“You couldn’t do me a further favor, could you? (I mean, they said yes the first time.) Next time you see Steve, could you share with him a little bit about how it was doing business with me and see if he’s perhaps open-minded about taking a phone call from me to see if I can help him in the same way I helped you?”
“The real world tells us that people will work far harder to avoid a potential loss than they will to achieve a potential gain. Greater than that is the fact that the more contrast you can create between where somebody does not want to be and where they hope to be, the more likely you are to get people to move.”
Phil M. Jones
- Description: Best-selling author and multiple award-winner Phil M. Jones 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 a series of best-selling books and developed a number of online training courses that have enrolled tens of thousands of members around the world. Phil divides his time between London and New York.