• "The Good News is .." this phrase is very much relieving to anyone in any situation.• As much as we seek out drama we also love to see conflict resolution.ExampleThe good news is we already have a backup ready to restore the damage

The Good News 

Avoid analysis paralysis ( inability to choose when we have to choose from several options.)• Offering only three options; afterward, just ask the other personExample:“Of those three options, what’s going to be easier for you?”

The three options 

"What Do You Know?"Googling has made 21st-century man the expert on everything in the world. Your prospect assumes that they are the expert in their field so find out what they know.•  Take control of the conversation •  The magic phrase "what do you know?' moves the other person’s position “from one of certainty to one of doubt.” Example:• What do you know about everything that has changed since (insert event)?

Quiz the Expert

Keep It Simple StupidBuying is an emotional experience where logic takes second place.  What is the problem you want to solve, and what value are you trying to add to the other person's life?

K.I.S.S

"Just Out of Curiosity"Be curious about the other person instead of trying to convince them to find out why and how they think the way they do. Examples• Just out of curiosity, what is it that’s stopping you from moving forward with this right now?

The Curious Cat

"Most People.."Indecision is usually caused by the anxiety and uncertainty of the outcome. People have confidence in making choices that other people have taken and have benefited from.• Adding "most people" does will make you seem more confident in the suggestions given.ExampleMost people will grab this opportunity, it might not happen again

Create FOMO

"Just imagine...""We are hardwired for narrative: stories help us understand the world around us, empathize with others, analyze the past, and make decisions for the future."• Stories invoke our imagination this is a powerful trigger in tapping into the emotions Example:Just imagine how things will be in six months once you have implemented this.

Be a storyteller 

"I'm Not Sure If It's For You But..."• Puts the listener at ease, there is no pressure to take action • The "but" in the end will shift the focus of the subconscious mind to the rest of the sentence as more important.Example.I’m not sure if it’s for you, but would you happen to know someone interested in this product.

Pitching to a prospect

"When Would Be a Good Time?"• Asking "when would be a good time to.."  gives you and the prospect a time frame ( a deadline)•  Don't rush the requestExampleWhen will be a good time to look into this idea?

Making time to meet

Your prospect is your greatest ally, Asking for a favor is powerful,• Cue: ask this will be when someone says "thank you". Example"Can I ask you a favor to refer this to someone you know will get value from this product"

Just a tiny favor

"How Would You Feel If?"We all have a great fear of losing what we own -what is MINE. • Tap into those emotions of potentially losing something valuable Examples: • How would you feel if this decision led to your promotion? (the “if-success” trigger; “loss aversion” in absentia).

Tap into the emotion

Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

marketingandsales

Marketing & Sales

books

Books

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want. This collectible hardcover edition contains several new examples of the magical phrases that will help you increase your impact.

PHIL. JONES is an accomplished writer whose work has resonated with readers around the world. PHIL. JONES has published several books that explore a range of topics, from fiction to nonfiction, and has received critical acclaim for the ability to weave compelling narratives. PHIL. JONES's writing style is known for its depth and authenticity, and has earned quite a loyal following of readers.

K.I.S.S

Similar ideas to K.I.S.S

Showing Empathy

Guiding Questions (part 1)

Manage your time