Exactly What to Say
Product ID: 82195153
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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 fifty 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. 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. 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..
| Best Sellers Rank | #6,127 in Books ( See Top 100 in Books ) #2 in Marketing & Consumer Behavior #8 in Sales & Selling (Books) #23 in Communication Skills |
| Customer Reviews | 4.5 out of 5 stars 6,666 Reviews |
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.
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**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.
R**K
Simple and Powerful
This book was simple, yet powerful. I loved most of the "magic words". It will make more sense when you read the book. I loved the fact that the sayings were short and sweet but caused the other party to really open up. I think the science behind the meaning is solid, I took tons of notes and wrote down the magic words, and now it's time to take action.
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.
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.
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
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.
B**A
Ottimo libro, diretto ed efficace
Il libro dà ciò che promette. Frasi e nozioni specifiche con esempi pratici da utilizzare in ogni situazione. L'ho letto con molto piacere e anche molto velocemente dato il modo semplice di spiegare anche le nozioni più psicologiche e complesse. Credo che sia un must per chi vuole approcciarsi al mondo della vendita o semplicemente capirne di più sulla psicologia delle parole e manipolazione positiva. Consiglio la lettura.
I**R
Short, clear and useful
Even though I think, that other aspects matter more for success in sales, using the right words and not stepping verbally and psychologically in your own way can be useful. I appreciate that this book is not filled with fluff, but comes fast to the core of the topic and how to use it.
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