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Exactly What to Say
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he blabbed on for an hour without saying anything
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One of the best sales book I've read so far.
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Publisher's Summary
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.
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4.5 out of 5 stars
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Reviews - Please select the tabs below to change the source of reviews.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- ToyeSan
- 2018-11-09
Straight to the point - no bs
Listen to it. Then listen to it again, one section at a time with a notebook. Make it your own and use it.
2 people found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- MaggieC
- 2018-09-16
Wish it had been longer
I could have listened to Phil all day, such great wisdom and insight- awesome - from a fellow Brit
1 person found this helpful
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Overall5 out of 5 stars
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Performance4 out of 5 stars
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Story5 out of 5 stars
- Larry B
- 2018-07-13
Great 20+ Magical words and phrases
thanks Phil for sharing your insights.
this book is an easy listen covering 20+ magic words and phrases that can be learned and applied in everyday life to help soften requests made to others.
great principles and easy enough that everyone can do it.
I recommend this book for those wanting to improve their communications skills and motivate people, get more sales, present opportunities or in everyday life communication.
#Audible1
1 person found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- nic duguid
- 2019-12-19
simply wonderful
yes! so good. simple easy words and phrases to apply to your negotiating language. book was easy to follow.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Hotmama
- 2019-10-11
Short and great
This is one of my favourite books of the year. Tells you exactly what you need with great examples. Easy to listen to.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Amazon Customer
- 2019-05-07
very good
excellent book, simple to listened to. I will listened to it many times. these are very good advices
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Amazon Customer
- 2019-04-02
really useful
this not a long book but helpful. recommended purchase and I will repeat listen as takes a while for the content to sink in
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Amazon Customer
- 2019-03-26
Fantastic read
This book makes so much sense. Every word is just right. I'm definitely going to implement the wisdom in this book. Thanks Phil
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Dr Christine Sauer
- 2019-01-10
one of the best sales books I read
practical. it works. I like that he gives you phrases that help you formulate your own.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story4 out of 5 stars
- Amazon Customer
- 2018-11-10
Worth it.
Very good book, short and sweet. Lots of cool words to insert into your interactions to make you more effective. I really enjoyed it!
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Jan
- 2018-06-14
"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.
43 people found this helpful
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Overall4 out of 5 stars
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Performance5 out of 5 stars
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Story4 out of 5 stars
- A. Yoshida
- 2018-05-28
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)
314 people found this helpful
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Overall1 out of 5 stars
- Maggy H.
- 2019-01-08
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.
76 people found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Melissa Agnes
- 2017-12-08
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.
199 people found this helpful
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Overall4 out of 5 stars
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Performance5 out of 5 stars
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Story3 out of 5 stars
- Todd
- 2018-05-21
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.
48 people found this helpful
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Overall1 out of 5 stars
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Performance1 out of 5 stars
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Story1 out of 5 stars
- Bennett
- 2019-01-06
Very immoral sales tactics
With “reading” over 200 books on audible I have never written a review on here but after listening to this book I feel I needed to. My company assigned this book to all employees recently and I will also let them know my disgust with it as well. Very immoral sales tactics, it reminds me of old fashion used car salesman that would sell you a broken car. All about guilting them into buying what you want. Not a fan of audible having this as an option.
15 people found this helpful
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Overall2 out of 5 stars
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Performance5 out of 5 stars
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Story2 out of 5 stars
- Michael
- 2018-05-24
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,.
73 people found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Ginger Beard Man
- 2018-04-16
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.
33 people found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- weston
- 2018-05-09
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!
38 people found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Diana G
- 2018-04-09
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.
26 people found this helpful