Exactly What to Say at Exactly The Right Time with Best Selling Author Phil M Jones

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Phil M Jones, best selling author of books like Exactly What to Say, is well-known to our community because of the expertise he brings to us. As he describes it, he helps people come up with the right things to say at the right time in order to accomplish their jobs well and get the results they want. He’s an expert in this realm, having brought his advice to several million people across 59 countries and multiple continents.

So as well known as the topic is, why does he find people hesitate to prepare and practice for when they get face-to-face with potential clients?

Phil believes there are many reasons for people to avoid the preparation necessary for sales people to practice their skills. For starters, it’s simply easier not to. If we don’t practice and don’t succeed, we can’t blame ourselves. We may lack the confidence necessary to practice, as it requires us to plan ahead and think of how to handle things that don’t go our way. We’d rather avoid thinking about these scenarios. We worry that the way a script plays out in reality won’t be perfect, because the person on the other side of the conversation isn’t privy to the script and doesn’t know their lines. So we resist practicing these moments. Finally, some of us don’t like the way it feels to practice.

But to succeed at a high level consistently, practice is necessary.

As Phil explains, we can’t write, perform, and edit at the same time. Think about how hard it is to figure out what you’re going to say, adapt it on the fly, move the conversation forward in a beneficial way, and still pay full attention to the person across the table from you. It’s pretty much impossible.

But when you know what the common objections you face are and practice how to handle them, you can be present in the moment with your potential clients. This is where true professionalism happens. Sure, you may possess the talent to do well at your job. But to take your results to the next level, you need to put in the time, work, and effort necessary to refine your craft and grow. After all, you work so hard to establish each opportunity to meet with potential clients. With the necessary practice put in before getting face-to-face with clients, you can be confident that every conversation helps you move toward the ultimate outcome, not hurt it.

Professionals don’t want to only be prepared for the expected, they also want to be prepared for the unknown that might come their way. By having expectations around the unknown, they can practice for these events and avoid being blindsided. In other words, the unexpected then becomes part of the expected which enables the professionals to be better equipped to handle them. Like Phil shares, with practice, you can think of yourself like the executive chef of your profession: you have a pantry of ingredients and a repertoire of knowledge. Put both together and you’ve cooked up a first-class experience for your clients.

How much time is enough time role playing and practicing?

Chances are that you may not be practicing your scripts and outcomes. And if you are, chances are high that you’re not spending enough time doing them. It doesn’t have to be complicated. You can practice as a team, with a partner, or even by yourself. Don’t know how to start? Try asking yourself how you’d open the conversation, prepare for the questions that might be asked, and navigate through the answers and evidence that would help you get to the outcome you hope to achieve. You’ll naturally start to develop the questions and answers to build your expertise and confidence so you can navigate a similar conversation with an actual client in a meaningful and genuine way.

How have practicing scripts and role playing helped you to succeed in your business?

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