Exactly What to Say: The Magic Words for Influence and Impact
Product ID: 62423614
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 50 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. 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 56 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. Review: This is actually a good one - Been in sales 20+ years. Landed at a job selling precious metals where I'm doing better at. Wanted additional objection handling tools to improve my numbers because I was tired of feeling like my successes were just, "luck" as well as feeling very limited in my ability to handle objections. So really, I'm an experience cat who was just looking for more objection handling tools and closing tools. Typically when I buy sales books, I feel like there's 3 layers of bs to cover before getting into the only thing that really matters: what to do when the prospect says, ,"NO". The book gives you plenty of meat on the bone from very early on. The chapters are almost childishly short. But he gives you the concept, gives you the context and then gives you "exactly what to say". I love reading books - but if you hate reading books and need solid tips to improve your sales chops without having to wade through a mile of bs, you'll get a lot of value for $ here. I've definitely seen an improvement in my confidence since I started applying these tips, if nothing else because it gives me alternatives and ways to steer the call that I didn't have before. That alone is money. The longer you can keep them on the phone, the better your odds of closing the deal. I also appreciate that these approaches don't feel contrived or awkward. Just ideas you can drop into a call that subtly move it in a better direction. There's a tip on closing with options that's really made a difference. So instead of saying, "You can pick this amazing coin up today for just $1995.00", now I can say, "So John, I've got a couple of options here for you today. I can give you a $150 discount to bring your total down to just $1845.00, or if you pay the $1995.00 we advertised I will also include a 2024 Privy Silver Eagle, a $300.00 value. What's going to be the easiest option for you?" Then you shut up. It' s a great close that both takes the sting off of the closing moment where you face the client with a decision like slamming them in the face with a brick wall, or you can dilute that impact by offering alternatives. Very clever. That alone is worth the price of the book. If you're serious about expanding your closing chops, this is a good one. I've got lots of books on the shelf, but I keep this one on the nightstand because it's so easy to read. Then I can give myself ONE THING I will try to implement the next day and see what happens. If you apply any of the stuff in this book, your closing ratio will go up. No question. I recommend. And I hate sales books.. Review: Must read for anyone who sells anything. - This was a helpful, quick easy read. If you are in sales, need to speak to people in a way that opens up conversation, this book is excellent. It was a quick 45 minute read and immediately has actionable words to use. It was a great reminder of things I had learned previously and some I didn't realize I naturally do. But its a book I'm giving to my children who are wanting to open up a business or have ideas they want to share.
| ASIN | B077ZDX69T |
| Author | Phil M. Jones |
| Best Sellers Rank | #1,747 in Audible Books & Originals ( See Top 100 in Audible Books & Originals ) #2 in Consumer Behavior (Audible Books & Originals) #2 in Marketing & Consumer Behavior #5 in Negotiating |
| Customer Reviews | 4.5 4.5 out of 5 stars (6,803) |
| Language | English |
| Listening Length | 1 hour and 14 minutes |
| Narrator | Phil M. Jones |
| Program Type | Audiobook |
| Publication date | December 1, 2017 |
| Publisher | Lantern Audio |
| Version | Unabridged |
N**R
This is actually a good one
Been in sales 20+ years. Landed at a job selling precious metals where I'm doing better at. Wanted additional objection handling tools to improve my numbers because I was tired of feeling like my successes were just, "luck" as well as feeling very limited in my ability to handle objections. So really, I'm an experience cat who was just looking for more objection handling tools and closing tools. Typically when I buy sales books, I feel like there's 3 layers of bs to cover before getting into the only thing that really matters: what to do when the prospect says, ,"NO". The book gives you plenty of meat on the bone from very early on. The chapters are almost childishly short. But he gives you the concept, gives you the context and then gives you "exactly what to say". I love reading books - but if you hate reading books and need solid tips to improve your sales chops without having to wade through a mile of bs, you'll get a lot of value for $ here. I've definitely seen an improvement in my confidence since I started applying these tips, if nothing else because it gives me alternatives and ways to steer the call that I didn't have before. That alone is money. The longer you can keep them on the phone, the better your odds of closing the deal. I also appreciate that these approaches don't feel contrived or awkward. Just ideas you can drop into a call that subtly move it in a better direction. There's a tip on closing with options that's really made a difference. So instead of saying, "You can pick this amazing coin up today for just $1995.00", now I can say, "So John, I've got a couple of options here for you today. I can give you a $150 discount to bring your total down to just $1845.00, or if you pay the $1995.00 we advertised I will also include a 2024 Privy Silver Eagle, a $300.00 value. What's going to be the easiest option for you?" Then you shut up. It' s a great close that both takes the sting off of the closing moment where you face the client with a decision like slamming them in the face with a brick wall, or you can dilute that impact by offering alternatives. Very clever. That alone is worth the price of the book. If you're serious about expanding your closing chops, this is a good one. I've got lots of books on the shelf, but I keep this one on the nightstand because it's so easy to read. Then I can give myself ONE THING I will try to implement the next day and see what happens. If you apply any of the stuff in this book, your closing ratio will go up. No question. I recommend. And I hate sales books..
K**D
Must read for anyone who sells anything.
This was a helpful, quick easy read. If you are in sales, need to speak to people in a way that opens up conversation, this book is excellent. It was a quick 45 minute read and immediately has actionable words to use. It was a great reminder of things I had learned previously and some I didn't realize I naturally do. But its a book I'm giving to my children who are wanting to open up a business or have ideas they want to share.
K**E
Elementary material- Easy read though
This book is fine if you have zero idea what you’re doing in sales. I went into reading this book with hopes that there would be hidden gems but it basically gives you a very surface level framework of how to ask people things and provoke a response. I’ve been in sales for about 5 years and I can’t say anything in here really left me in awe. Super easy read though and I think it is a good ste for beginners.
J**E
Level up!
I recently had the opportunity to read "Exactly What to Say: Your Personal Guide to the Mastery of Magic Words," and I must say, it was an incredibly insightful and practical book. The author's approach to communication is refreshingly straightforward, providing a valuable guide for anyone looking to enhance their conversational skills. One of the aspects I appreciated most about this book was its concise and actionable advice. Each chapter focuses on a specific scenario or challenge one might encounter in daily interactions, such as negotiating, persuading, or handling objections. The author presents a set of magic words and phrases that are proven to be effective in each situation, making it easy to apply the concepts in real-life conversations. I highly recommend this book for anyone interested in enhancing their communication skills. It provides a valuable toolkit of magic words and phrases that can make a significant difference in various social and professional scenarios.
G**C
Great Reading to Improve How you Communicate with Others!
This book has some great advice. Highly suggest for people who work with teams of others. It is an easy read, with perfect advice for everyone who wants to say the right thing at the right time. Highly suggest to those looking to communicate better in the workplace, or in general.
9**S
Audible narration is killing me
I am sure the book is great but I am super disappointed the narration is with an accent that I find very difficult to follow, I purchased the audible version. I wish there was an option to choose narration.
C**R
what to say and when
Amazing book! It’s short and easy to read but full of positive and insightful ways to use these words. Most people will find this extremely helpful in their dialog with others. Learning to help others make a decision is easier now that I have read and used what I have learned. Thank you
J**A
How is this book? Great.
The words we use when we communicate to other people will dictate the course of a relationship. Applying the methods in this book increases the probability of you establishing a new client !
C**N
Easy to read
Lot's of good ideas that you can implement easily in your life at Work or with friends. I highly recommend this book
A**S
Adáptalo a tu personalidad
No me cabe duda que este libro es uno de los primeros que debí haber leído al comenzar a interesarme en las ventas y atención a clientes, incluso pudo servir para negociar con mi madre para que me comprara ese juguete extra. Phil M Jones comparte un juego de 23 palabras clave que uno tiene que guardar en su repertorio para esas conversaciones de negocios. Te recomiendo que lo leas es un libro corto pero eficaz.
B**L
Love it
Beautiful
J**H
Only in English
Very catchy understanding of the small changes in language carry very different message, sometimes with dreadful consequences, for the untrained eye is a book with lots of insights. Unfortunately most subtleties are linked with English. I hope sometime someone will give us a present like this book for the Spanish language.
A**N
Incredible book for successful sellers!
If you are in sales, this is an absolute MUST read! If you want to build your communication confidence, this is a MUST READ. Invaluable information and a simple guide to being a great listener. Worth it's weight in gold.
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