Exactly How to Sell

The sales guide for non-sales professionals

Exactly How to Sell walks you through a tried and true process that draws on time tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product or your services) this simple read is certain to provide you actionable strategies to deliver you more of the sales results you are looking for.

Inside, Phil M. Jones writes from experience and explains how to get more customers and keep them all happy—while they’re spending more money, more often. Using simple, practical, and easy-to-implement methods in line with the modern business landscape, Phil educates and guides you, giving you the confidence you need to develop the skills you need to win more business.

• Boost your salesmanship to support your core profession
• Create intent in a buyer and scenarios where everybody wins
• Choose your words wisely and present like a pro
• Overcome the indecision in your customers and close more sales
• Manage your customer base and have them coming back for more

If you want to up your sales game, Exactly How to Sell shows you how.

Introduction xi

Chapter 1 A Shift in Mind-Set 1

Salespeople or Sales Professionals 1

Choosing Your Focus 4

Sales Is a Philosophy 12

Is It Worth It? 16

The Value of a Customer 18

Make It Work on Paper 19

The Two Most Important Questions 21

Chapter 2 The Quest for Confidence 23

Have You Done Your Homework? 26

Making Your Own Luck 28

Tools of the Trade 29

Keeping Your Head in the Game 31

Know Your Enemy 33

Levels of Success: Thinking BIG 34

Chapter 3 Opportunity Is Everywhere 39

What Face Are You Wearing? 40

Networking for Success 42

What’s in a Name? 45

Making Yourself More Memorable 46

Become the Expert 47

Better Than a Brochure 48

Let’s Get Social 49

Social Proof 53

Giving Testimonials 56

Chapter 4 Defining Your Sales Process 57

Pick Up the Phone 58

A Guaranteed Success Formula 62

Show That You Care 65

Choose Your Allies 67

Some Simple Tips 70

Chapter 5 Making the Moments Count 73

Who Holds the Controls? 73

Easy First Yes 77

What Selling Really Is? 78

Prod the Bruise 79

Make It Easy to Buy 81

Put a Bow on It 82

Choose Your Words 85

Your Sales Presentation 92

Closing the Sale 98

Buying Triggers 103

Chapter 6 Maximizing Opportunities 105

Stop Overselling 107

Pricing 108

Your Downsell 109

The Simple Upsell 110

Creating Offers 112

Should You Give Discounts? 116

A Secret Ingredient to Success 117

The Four Rs 118

Chapter 7 Overcoming Indecision 121

Avoiding Objections 122

Tackling Objections 124

Negotiate Like a Pro 126

Persistence 128

Playing Devil’s Advocate 129

Chapter 8 Protecting Your Investment 131

The Database 132

The Drop-In 133

The Phone Call 134

The Newsletter 134

The E-Newsletter 135

The Blog 135

The Facebook Presence 136

The Twitter Account 136

The LinkedIn Account 137

The Website 137

The Get-Together 138

The Letter 138

The E-Mail Offer 139

The Direct Mail Offer 140

The Gift 141

The Pat on the Back 142

Certificates and Awards 142

The Text Message 142

They All Tune In to the Same Station 143

It Is the Thought That Counts 143

About the Author 145

Acknowledgments 147

PHIL M JONES has made it his life’s work to demystify the sales process, reframe what it is 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 having been awarded as the youngest-ever winner of the coveted “British Excellence in Sales and Marketing” award. Phil is currently one of the most in-demand assets from companies worldwide.

Exactly How to Sell walks you through a tried and true process that draws on the time-tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product, or your services) this easy read is certain to provide you actionable strategies to deliver more of the sales results you are looking for. Author Phil M Jones, the youngest person ever to receive BEMSA’s “Sales Trainer of the Year” award, shows how to develop the skills needed to grow your customer base, increase your orders, and win business from your competition.

Exactly How to Sell explains what it takes to develop a community of customers who continue to spend with you, refer you to others, and build your reputation.

Jones explores the winning tools and techniques that you can use to increase your confidence ahead of your sales conversations and achieve more from every interaction you have. He shows how to define your target market, identify potential partner industries, create win/win scenarios, build relationships, and much more. Exactly How to Sell includes the methods that will help you listen carefully, keep in control, and lead your prospect from inquiry through to decision. Using these techniques, you can successfully navigate prospects through the decision-making process—and all without falling into the stereotype of being “salesy”.

The author reveals how to transform your prospective client’s “problems” into workable challenges that inspire your prospect to become a buyer. Exactly How to Sell also includes the vital information needed to price your service or product correctly and shows how to add dollars to your pricing that will increase profits, with no additional expense and no additional workload. The book also outlines the keys to upselling and creating irresistible offers to grow your sales success.

Jones explores the positive impact of nurturing your established customers with drop-in visits, phone calls, newsletters, blogs, and social networks.

Once you put Exactly How to Sell’s practical methods into place, you will be on track to developing a growing business that keeps your customers coming back for more.

PRAISE FOR EXACTLY HOW TO SELL

“Exactly How to Sell is exactly what it promises. It is the nuts and bolts of selling, blending old school techniques with today’s dynamic customer needs.”

—Heather Sager, vice president, Learning & Development, Audigy Group, LLC

“The primary function of every business is sales. If you wish it weren’t that way, buy Exactly How to Sell right now. Jones will help you fall in love with selling in a way that is in line with your values and desire to be of value. And the best part …he makes it simple by giving you an easy to implement process for getting all the clients and customers you want. Read this book and you’ll learn exactly how to sell.”

—Michael Port, New York Times and Wall Street Journal bestselling author of Book Yourself Solid and Steal the Show

“‘Selling’ often is thought of as a dirty word; something I avoided. Let’s face it; no one wants to be sold to. Right? Wrong! This book brilliantly illustrates the how and why of selling–for everyone. Phil Jones has finally sold me on selling.”

—Stephen Shapiro, author, Best Practices are Stupid

“If you don’t think of yourself as a salesperson but need clients and wish it were easier, look no further. A lot of people will give you theory, but my friend Phil Jones will give you much more, teaching you step-by-step Exactly How to Sell. You’ll love this book, you’ll use it, and you will improve your sales.”

—Anthony Iannarino, bestselling author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing

“In Exactly How to Sell, Phil M Jones provides a straightforward method for professionals to extract maximum value from the sales process in an entertaining, highly readable book. Simply put, this book destroys stereotypes about selling as sacrilege to professionals. In fact, the opposite is true: this book will help professionals achieve greater success by focusing on the needs of the patient or customer and why they should choose you. Buy this book–you won’t regret it.”

—Dr. Dave Fabry, PhD, vice president, Global Medical Affairs, GN ReSound