Exactly What to Say

Handful of Good Scripts

This is a compact book filled with scripts to use in conversations to influence people, such as:
- How open minded would you be in trying the alternative
- Just imagine... (for example, just imagine how things will be in six months after you implement this or just imagine the impact this could have)
- When would be a good time to... (when the person is too busy to listen to your idea)
- What's the best number to contact you at (instead of can I have your number)
- What most people would do in this situation is...
- Before you make your mind up... let's make sure you looked at all the facts
- If I can... then will you...
- Just one more thing... (when the conversation is almost ready to end, introduce a little idea)

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"Listen.Come Here.You Want to Know About This" -SK

I like fiction. I like suspense. I like mystery. Books about business management, sales strategy, and influencing others?
Not so much.

But the truth is, I work for a business, I am in sales, and I must honestly and professionally influence others. And because I am part of a recruiting industry, I have to keep up.

There is a moment at the beginning this book, just a short moment, when a feeling of nostalgia followed by doubt creeps in. A feeling that maybe you have heard these words before. But that feeling doesn't hang around long. It is replaced by a feeling of, "Wow, that is what I say!." and is followed by, "Actually, that's not really what I say. Not quite." It is that "not quite" that separates the winners from the losers.

Here are 23 things to say when you are needing to influence others. You will learn when to say them, how to say them, and why the human psyche responds to them. There are examples that are pertinent in most any business situation that involves two people who are communicating for the benefit of both parties. Most importantly, it's doable and simple to implement.

It's a one-hour gem, and I'm filling in the 5th star.

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Like the handbook on how to write spam emails

Maybe these tips were useful thirty years ago, but every single set of words just purely resonated seedy spam mail to me. my final straw was when the author actually encouraged the phrase "what if I was able to do this, then would you consider my product?" and then went on to clarify that phrasing things this way doesn't actually obligate you to follow your promise. Additionally, the author speaks as if his opinions are factual. Rather than address potential resistance to your offers, they say things like "this will cause the other person to feel-" as if this is a fact. And they do it constantly, every time. This in no way teaches you active listening and responding in a way that suits both you and your customer's needs. Anyone with half a brain would be able to see right through these seedy tactics and run for the hills. Incredibly disgenuine and unprofessional, with no respect for the other party. Eventually I tried to soldier through it just to hear the phrases so that I'd know immediately how to identify someone who actually believed this garbage, and so that I could be on guard around any salesperson who spoke this way. Ultimately it was so unbearable I had to just quit.

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A must-listen/read... if you deal with humans

Would you consider the audio edition of Exactly What to Say to be better than the print version?

Depends on your preference. What I will say, is that the content and the way Phil delivers it in the audio version, made this listen incredibly valuable and impactful, as well as fun to listen to. Listening to this audio book, I felt as though I was sitting next to a friend who was sharing valuable information with me, rather than listening to an author who was talking at me. This resulted in me enjoying the experience more, as well as the content being far more impactful.

What did you like best about this story?

The direct applicability of the content.

What insight do you think you’ll apply from Exactly What to Say?

This book delivers a ton of a-ha moments, throughout its entirety. All of which are directly applicable in multiple areas of your life.

Any additional comments?

If you deal with people in your personal and professional life, then you need to read / listen to this book.

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Good but many of the techniques are overused

This short book has many good techniques, but some of them are so commonly overused by sales people that they probably have the opposite effect of what they are intended for.

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Just a bunch of buzzwords to keep convo going

Book was read well by narrator which is why I finished it.

He actually tries using his tactics on you throughout the book.

Just a bumch of counter arguments to keep conversation alive.

Summary: Don't take no for an answer,.

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Powerhouse Persuasion Book

This tightly compacted instruction manual is the best book I've heard since reading Cialdini's works. Best money I've ever spent on a persuasion book.

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Well worth it

No matter if you are in sales, leadership, or simply trying to enhance your bonds with others - applying these 'magic words' will help you reach your goals!

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Simple, to-the-point, immediately actionable!

Any additional comments?

Excellent! So simple and immediately actionable. Engaging narrator. Great, to-the-point information! The quick examples of how to use his specific word combos were just enough to get you thinking how you can tailor them for your own purposes, without feeling bogged down by long stories that may or may not apply to you. Just perfect! Will be revisiting this I'm sure.

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a fun read if you are in sales<br />

I have studied sales influence persuasion and written thousands of different scripts for multiple different products and services his words choices and examples are spot-on I use all of them regularly subconscious some subconscious but I was thrilled to hear it all

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