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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...more
Published July 26th 2017 by Box of Tricks Publishing
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AlexAbsolutely - we all think and act in language. This book was especially helpful for making small changes to produce results (there are specific…moreAbsolutely - we all think and act in language. This book was especially helpful for making small changes to produce results (there are specific 're-framing' phrases that work well in everyday life).(less)
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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 (if the person agree to be open minded then the person is likely to do so)
- 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 a...more
- How open minded would you be in trying the alternative (if the person agree to be open minded then the person is likely to do so)
- 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 a...more
Just imagine yourself across from a prospect. How would you feel if they raised an objection you hadn't considered? I bet you're a bit like me, you'd get stressed and talk too much.
Don't worry. Phil Jones' book is here to help. 'Exactly What to Say' took me longer than normal to read because I kept sharing nuggets with my clients and colleagues. I was happy to find magic words that I regularly use in my leadership and fundraising trainings. But I found even more phrases I'd never thought about...more
Don't worry. Phil Jones' book is here to help. 'Exactly What to Say' took me longer than normal to read because I kept sharing nuggets with my clients and colleagues. I was happy to find magic words that I regularly use in my leadership and fundraising trainings. But I found even more phrases I'd never thought about...more
I would've given 0 star if there's such option. The book is really a booklet with big words and big font. No new ideas and no practical example. For less than 6000 words, I wonder if the author knows what does it take to write a book?
I felt shame to even claim that I read a book in less than 20 minutes, but that was the truth. I claimed it as I spent $13 for nothing.
I felt shame to even claim that I read a book in less than 20 minutes, but that was the truth. I claimed it as I spent $13 for nothing.
This highly readable, slim, and straightforward book gives you little scripts -- magic words, in Jones' parlance -- for a number of sales situations. To me, they conjured up the things that car salesmen say to you, like 'what would it take...to get you in this car, Mr. Morgan?' So that kind of phrasing puts me off. But I recognize the psychological insight in what Jones is offering, and I'm sure he's right for most sales most of the time.
This is an excellent book on the art of influence, persuasion and generating top producing business results especially in sales and marketing. It could replace just about every other book on human behavior. It teaches you how to rephrase common words for situations you will face in any career in order to net you the most benefit.
The worst time to think of the best thing to say is always when you are actually saying it! I have long been a lover and student of power scripts, killer questions and m...more
The worst time to think of the best thing to say is always when you are actually saying it! I have long been a lover and student of power scripts, killer questions and m...more
May 19, 2018Dustan Woodhouse rated it really liked it
Grab it on audio, play it at 2X, and grab a few nuggets.
Some of the suggested language is in my opinion a bit too salesy, certainly for the clients I work with.
The risk is in coming across as manipulative to a world of increasingly savvy and wary clients.
Some of the suggested language is in my opinion a bit too salesy, certainly for the clients I work with.
The risk is in coming across as manipulative to a world of increasingly savvy and wary clients.
Jan 27, 2019Ahmad Abugosh rated it really liked it
A really great short book on what to say in sales and business situations to help you close the deal and takes things forward. I'll definitely be using it as a reference for both communication and copywriting!
Listened to this with text-to-speech, finishing it in half of a short hike. Some worthwhile bits.
A nice, quick book about some magic words and phrases that can help you be more persuasive in your daily dealings - seems primarily geared towards sales situations but certainly not limited to that.
Here's a subset:
* Open-minded (e.g. “Would you be open-minded about giving this a chance?”)
* How would you feel if…
* I’m guessing you haven’t got around to…
* I bet you’re a bit like me…
* Don’t worry…
* Most people… (e.g. “Most people in your situation would probably select the middle option.”)
* What ha...more
Here's a subset:
* Open-minded (e.g. “Would you be open-minded about giving this a chance?”)
* How would you feel if…
* I’m guessing you haven’t got around to…
* I bet you’re a bit like me…
* Don’t worry…
* Most people… (e.g. “Most people in your situation would probably select the middle option.”)
* What ha...more
Apr 08, 2019Mohammad Javad added it
It's more of a leaflet than a book. It has more than 20 phrases to help score a sale and influence the customer to make their decision (the one the seller wants them to). The phrases seem useful. However, ethically I do not like manipulation of the customer into buying so I am not sure how many stars to give. Good book for a morally wrong purpose imho.
Apr 26, 2019Alex Caravaggio rated it really liked it · review of another edition
I thought this book was very readable, relatable, and built in a way that is logical and easy to follow. I found many of the examples eye-opening and even recognized some that have been used on me in the work place. This book is a nice introduction to “Magic Words” that can help tilt a conversation in your favor.
As a summary of the chapters:
Exactly What to Say
1. I’m not sure if it’s for you, but...
2. How open minded... would you be open minded...
3. What do you know about...
4. how would you fee...more
As a summary of the chapters:
Exactly What to Say
1. I’m not sure if it’s for you, but...
2. How open minded... would you be open minded...
3. What do you know about...
4. how would you fee...more
Great little book on the power of positive verbiage. It teaches you how to rephrase common words for situations you will face in any career in order to net you the most benefit. If you are in sales this is a must read. If you deal with people, I'd strongly suggest it. If you work in a vacuum and never need to influence others... don't bother ;)
Mar 25, 2019Filippo Montaldo rated it really liked it
Nice book, it’s super smooth. suggested for a quick read. It’s more a list of things to say, can be read in a stress-free weekend
Jan 24, 2019Crystal Johnson rated it really liked it
Very practical - took notes - to the point & good ideas. Quick read.
Jan 02, 2019Emilija rated it did not like it · review of another edition
this was quite possibly an hour wasted.
Mar 20, 2019Diane rated it really liked it Shelves: buzzwordathon-2019-march, read-in-2019, short-reads, non-fiction
4/5
Exactly what it advertises! A few keys phrases to subtly manipulate people into picking the outcome you want.
The book gives examples for uses of each phrase, and briefly goes over some of the psychology involved. It's useful.
Exactly what it advertises! A few keys phrases to subtly manipulate people into picking the outcome you want.
The book gives examples for uses of each phrase, and briefly goes over some of the psychology involved. It's useful.
In our day to day lives, we rarely analyze our conversations or the content of what we actually say. This book teaches you to be mindful of not only what you're saying but how and when you say it. This book will work wonders for any professional looking to sharpen their communications skills. I have made it a point to not only read this book but dissect it and fully implement each of Mr. Jones lessons. Good fast read
1/2/19
After reading this book at the end of last year, I quickly wanted to read it again. It's a really good manual for what to say in order to effectively communicate and influence people. It's straight forward. It's short. It's actionable. It's a book I have already referenced and used several times. I strongly recommend this book for sales professionals. It will undoubtedly help with sales. I will most likely read this book again.
12/26/18
8.8/10
I was surprised just how good this book was. Ver...more
After reading this book at the end of last year, I quickly wanted to read it again. It's a really good manual for what to say in order to effectively communicate and influence people. It's straight forward. It's short. It's actionable. It's a book I have already referenced and used several times. I strongly recommend this book for sales professionals. It will undoubtedly help with sales. I will most likely read this book again.
12/26/18
8.8/10
I was surprised just how good this book was. Ver...more
Nice tips, but to be honest not really mindblowing. It reminds me of Never Split the Difference, which I highly recommend. Silver lining: pretty short and nice to read, but I was expecting more.
Apr 05, 2018Mike Morgenstein rated it really liked it
This is the type of book that can be read in a few hours but used extensively thereafter. Every chapter begins with a bolded phrase - or the most important word or two in the phrase - and under it a brief 1-2 sentence description why it's useful. The next page or two explains it in more detail. That page is followed by an example and/or a grandiose typed-in-bold take away. Very simple and very useful. One suggestion for the author: he should really layout the chapters beforehand as most authors...more
Aug 07, 2017Sarah Peck rated it it was amazing · review of another edition
Fascinating, useful, and succinct
Short book, but very powerful. I'm going to write down each of these sayings and try them out. This is definitely a case when just learning the phrases isn't as useful as putting them to practice. Reminds me of The Coaching Habit and A Better Question. Well designed, too.
Short book, but very powerful. I'm going to write down each of these sayings and try them out. This is definitely a case when just learning the phrases isn't as useful as putting them to practice. Reminds me of The Coaching Habit and A Better Question. Well designed, too.
If you can make them feel right the rest is easy... Tactical insights for cleaner communication which is the key to success.
Nuggets of Truth:
I'm not sure it's for you but...
Would you be open minded about seeing if we could work together?
Would you open minded about giving this a chance?
Your I know best mentality is difficult to overcome.
How do you know?
How would you feel if?
When would be a good time to take a proper look at this?
I'm guessing you haven't got around to.
Change do you have any que...more
Nuggets of Truth:
I'm not sure it's for you but...
Would you be open minded about seeing if we could work together?
Would you open minded about giving this a chance?
Your I know best mentality is difficult to overcome.
How do you know?
How would you feel if?
When would be a good time to take a proper look at this?
I'm guessing you haven't got around to.
Change do you have any que...more
Apr 15, 2018Ted Neward rated it did not like it · review of another edition
Crappy lines
Most all of these are lines we've all heard delivered with complete insincerity, and as a result almost all of these tidbits are completely worthless. Not worth the time.
Most all of these are lines we've all heard delivered with complete insincerity, and as a result almost all of these tidbits are completely worthless. Not worth the time.
Exactly What To Say Download Torrent For Windows
I flipped through this very well laid out book in about an hour. Many of the phrases I use instinctively. But many I don't. I fully intend to revisit. Very handy little toolkit for people who need to persuade others in the course of their jobs.
I feel as though the central and core idea trying to be communicated throughout this book, is the importance of understanding our subconscious. This core idea that our brains pick up subtle word choices. And tying into that, is the idea that we can be very blunt without being rude if we are communicating more indirectly to the subconscious. It's interesting to think of just how different communication is when it is more indirect, thing that would never work if you picked up on it, but when it’s...more
Having worked in a sales room, I can see how many of these 'magic words' could be effective. I don’t think that just using the words themselves are going to deliver results, but it’s in how adept you are in navigating conversations back around to where you want people to go. Many of these examples I found as obnoxious and ridiculous, but others I can totally see improving overall effectiveness in a person's ability to move others. Overall, I have a fairly skeptical view of things here since succ...more
Sep 09, 2018Brendan Barrett rated it really liked it · review of another edition
Phil Jones dives right in to the title and keeps it short and sweet in this 1 hour read. The title says everything and, according to Jones, he's spent a substantial amount of time researching, testing, and applying these titular magic words and phrases.
The phrases can be found online and I won't list them all here, but some seem to be overly simple at face value. What Jones does, and what the advantage of actually reading this over looking up the phrases would be, is expounds upon each. For exam...more
The phrases can be found online and I won't list them all here, but some seem to be overly simple at face value. What Jones does, and what the advantage of actually reading this over looking up the phrases would be, is expounds upon each. For exam...more
Exactly What To Say Quotes
The book has 23 sections, each one explaining one of the magic words or phrases to help in a given scenario. I created three columns - Good, neutral, and bad/salesy. I felt that 10 of the phrases were solid and that I want to implement or improve. 8 of the sections felt ok, that I may use, but I didn't love. And 5 of the sections had that salesy feeling to them.
For example, telling someone they have three options, and detailing the options. Or saying there are two kinds of people, X and Y. In bo...more
For example, telling someone they have three options, and detailing the options. Or saying there are two kinds of people, X and Y. In bo...more
I’ve used a lot of the words and tactics in this book before I ever read the book, but it’s good to hear that I was already in the right track; I simply needed to make some small adjustments to my talk track-I plan to re read and reread so the lingo gets stuck in my vernacular(some already, some isn’t). The trick is to ask questions in a way that trick the others mind I.e. asking a woman in a bar “can I get you a drink” vs. “what are you drinking”. The former is permission based and open to a no...more
Dec 28, 2017J M Devine rated it it was amazing · review of another edition
The psychology of the Magic Words makes perfect sense!
I am buying a copy for my friend and colleague so we can discuss and rehearse the key Magic Words and concepts. We have possibly used some of these ideas based upon our experience but I have never thought about the subject matter in the way you have presented it. Also, my wife is the world's biggest Colombo fan so, of course, I've memorized every episode and totally understand the Inspector's technique as presented. Thank you for this great l...more
I am buying a copy for my friend and colleague so we can discuss and rehearse the key Magic Words and concepts. We have possibly used some of these ideas based upon our experience but I have never thought about the subject matter in the way you have presented it. Also, my wife is the world's biggest Colombo fan so, of course, I've memorized every episode and totally understand the Inspector's technique as presented. Thank you for this great l...more
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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 fifty-six 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,...more
“There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.” — 5 likes
“What questions do you have for me?” — 2 likes
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