Episode #286: Phil Jones – How To Build Your Squad (The WHO In Your Life)

Phil  Jones has made it his life’s work to demystify the sales process, re frame what it means to “sell,” and help his audiences to learn new skills that empower confidence, overcome fears and instantaneously impact their results.
The 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.
Phil is recognized for helping people know “Exactly What To Say”, “Exactly How to Sell” and empowering entrepreneurs by defining “Exactly Where to Start”
With the experience of over 2,000 presentations in over 50 countries across five continents, Phil has a busy and active travel schedule. When not on the road, you will find him at home in New York City or in his peaceful retreat in Buckinghamshire, England.

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“Proper selling is earning the right to make a recommendation. We are all in sales now.”

Show Notes:

  • Commonalities of sustaining excellence:
    • Ability to see things through the eyes of others — empathy
    • Create and articulate a shared vision
    • Create momentum for others
  • Build your squad — The WHO in your life
    • His mom said, “Be careful, go get a job and be safe.”  She is the right person in the wrong place.
    • We all need:
      • Cheerleaders – they put fuel in our tank
      • Role modes – someone’s model to follow
      • Mentors – someone to share experiences with
      • Coaches – they ask us questions
      • Trainers – they teach us skills
      • Advisors – overall strategy
      • Aspirational peers – Peers you look up to and want to spend time with
  • “Success leaves clues.”
    • Have a helping and giving mindset — “Service to others leads to greatness.” Helping other people always seems to work itself out.
  • “A leader’s role is a servant’s role.”
  • “Opportunity is everywhere… We shouldn’t have a scarcity mindset.”
  • Good — Better — Best
    • The labeling of something that says is your best is wrong. It ties up creativity instead of focusing on getting better
  • We are all in sales (regardless of our job title)
    • We are decision catalyst — “Everyone is selling something.  That’s how the world works.”
    • “Selling is earning the right to make a recommendation”
  • The mindset shift from transactional to relational selling
  • How having an unsuccessful marriage impacted Phil — “Before I wanted a great wife. Now I focus on being a great husband.”
  • Keynote speaking preparation:
    • Sequence of words — A visual mind map
    • The words are “bits,” and build the talk around all the bits
    • View self like a chef putting it all together
    • Plan the opening, plan the close
    • Tell a story, make a point, tell a story, make a point. Keep it going back and forth
    • Use visuals 40% of the time, but write it so that it can be given without visuals “Props come second”
  • Manager — How to be better in meetings:
    • Be different — Change the environment in the room
    • Create an opening, ramp up, think like a song. Lead into it with a short anecdotal story with intrigue… “I was thinking about today’s meeting…” Lace with curiosity and intrigue
    • Don’t finish weak, don’t say “do you have any questions?” Instead, say “what questions do you have for me?” (words matter)
    • Golden tip for the agenda — Leave 2 blank items for the group to choose – “I was thinking about our meeting, what else would you like to add?
  • Working with audible on the exclusive special — A one day workshop that was all recorded
    • 1st ever audible original. “The most nervous I’ve ever been.” 8 hours on stage
  • Why joining The Learning Leader Circle is a good idea
  • Use the “Get To Know You Document“

“Opportunity is everywhere. We shouldn’t have a scarcity mindset.”

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