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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Product details

Listening Length	1 hour and 14 minutes
Author	Phil M. Jones
Narrator	Phil M. Jones
Audible.in Release Date	01 December 2017
Publisher	ListenUp Audiobooks
Program Type	Audiobook
Version	Unabridged
Language	English
ASIN	B077ZNHGSF
Best Sellers Rank	#538 in Audible Audiobooks & Originals (See Top 100 in Audible Audiobooks & Originals) #2 in Negotiating #3 in Consumer Behaviour #243 in Economics Books

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5 star		72%
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2 star		3%
1 star		3%

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Top reviews from India

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Shariff Abdul Raheem

More relevant to sales/ business analysts.

Reviewed in India on 11 December 2017

Verified Purchase

This book more relevant to sales and business analysts. So, If you are looking for what to say to sub-ordinates/ superiors then go for HBR books. They are more relevant.

6 people found this helpful

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Amazon Customer

A quick and useful set of things to say as a business person

Reviewed in India on 18 November 2017

Verified Purchase

What I liked is the crispness and directness of the content. It is an easy read but let's face it - we're not going to just read a book like this and not act on it! So I'm hoping it'll be effective in my practice.

What I thought the book lacks is a variety of examples from different industries. The book comes across as too generic in its situations.

I'm curious to try the tips in all situations of my life, not just the sales ones.

4 people found this helpful

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Amazon Customer

Great book

Reviewed in India on 21 December 2019

Verified Purchase

This is a really helpful book. Working in sales, these words are a few which I can practically use rather I imagined myself use these words in my previous conversations which I could have made better; had I known these words and how impactful they are. Do give it a read you are involved in convincing person personally or professionally.

One person found this helpful

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Kumar

Good book to open up

Reviewed in India on 12 September 2017

Verified Purchase

Its a good book talks about the shortcut words that reaches subconscious mind. Nice read and will implement soon in my business

2 people found this helpful

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Balasubramanyam

Nice one... Easy to read..

Reviewed in India on 15 November 2017

Verified Purchase

Short and sweet. If you are looking for powerful statements to help you in different scenarios, this book may be the one. And if you are in Sales, this book may be apt for you.

One person found this helpful

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Amazon Customer

Must read for our sales team

Reviewed in India on 27 November 2017

Verified Purchase

This is a book every person interested in selling should read. Easy to read with examples. Read it slowly and implement ideas presented in the book and you will know what I mean.

One person found this helpful

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Rishabh Jain

Profound yet practical

Reviewed in India on 25 May 2018

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It is a universal book, the learnings of which if applied correctly will give you far more control of any conversation.

Helpful

Hemasunder

Good book and handy tips.

Reviewed in India on 15 August 2017

Verified Purchase

Easy to read and implement in everyday dealing with clients. Handy tips for closing the deals. Highly recommend. Looking forward for more such books by Phil.

One person found this helpful

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Top reviews from other countries

Kindle Customer

Perfect enbodiment of everything Wrong with sales people

Reviewed in the United Kingdom on 28 December 2018

Verified Purchase

Insulting simple, I can not believe this has even one positive review. The book feels the need to explain everyday quotes such as 'Don't worry' and 'Just one more thing' - and doesn't even do a good job of it, no evidence is used to support any of the claims, I know the evidence exists because I have read it in better books - this is just laziness and a cash grab attempt by the author.

This book/long article perfectly captures everything wrong with salesmen who use pressure to make customers feel uneasy enough to the point they buy. One line in the book says 'Yes becomes the path of least resistance' - literally encouraging making people say yes to avoid awkward conflict. Another line saying how people will do as you ask or will feel embarrassed. The time of the Salesperson have been and gone, for these exact reasons. The Author even has the audacity to be entitled enough to express his hatred towards customers who put off making a decision in the moment, as he has used his valuable time trying to peddle them something.

If you want a book that explains all of this books contents with actual evidence and support for the claims, read The Choice Factory - if you enjoyed this that book will blow your mind.

159 people found this helpful

Jeff Sadler

This book is a waste of money.

Reviewed in Canada on 5 February 2018

Verified Purchase

I'm not typically inclined to write reviews, but this book is a complete waste of money.

I'm a fairly young sales professional and have been working in surgical device sales for 7 years. I see salespeople practice these shallow, rudimentary, and offensive tactics all the time. They don't do well in our territory.

In my humble opinion, the problem with this book (and the philosophy, or lack thereof, of many certain salespeople) is that it gives the buyer absolutely no credit. Do you really think by saying things like, "How open minded are you about increasing your monthly income?", or "Just imagine what your boss would say if you missed this opportunity.", or "I'm guessing you haven't gotten around to making a decision yet..." are going to give you any kind of advantage over the next gal? I can't think of any better way to confirm the existing stereotypes surrounding salespeople than by spewing this garbage at your customers.

This stuff reeks of infomercial, door-to-door, used-car salesman rhetoric.

There are certainly better ways of communicating with your customers, but using shallow word tricks to pull the wool over their eyes is not helpful and certainly not part of building strong relationships. If you want to risk offending your customer or sounding like you're regurgitating ancient sales tactics from a sales manual, this book is for you.

For those of you with reasonably intelligent customers, I would suggest saving your money and doing the simple things that most sales professionals do not: understanding your customers' motivations and catering to those needs first; knowing your product at an expert level; showing up on time; being responsive; making recommendations that are truly in the best interest of your customer; being accountable, humble, and polite. Despite what your company may tell you, focusing on your dashboard or YTD results will not lead to your success. Help your customers by establishing yourself as the best consultant in your field you can be - trust me, the numbers will follow.

If you need help on becoming a nicer person that is pleasant to do business with, there are many other, extraordinarily more effective (and enjoyable) books out there.

65 people found this helpful

Darcey

Never say more than is necessary

Reviewed in the United Kingdom on 25 June 2018

Verified Purchase

If you're new to sales or are an experienced sales professional who is currently going through a slump, then this short book may help you get back up and running. You may be asking yourself, why are words and scripts important? Well think of your favorite actor or actress, and the chances are that he or she has gone on to make millions by simply delivering the right line/script at the right time and now you have the opportunity to do the same.

In the book, you'll find 23 small scripts and each script is provided with examples of how you can present it to your prospect.

Here are examples of the three I've decided to use this week:

Number 4: How Would You Feel If? How would you feel if your competition passed you?

Number 10: Two Types of People: There are two types of people in this world: those who leave their personal financial success in the hands of their employers and those who take full responsibility and build their own futures.

Number 14: Most People: Most people in your circumstances would grab this opportunity with both hands, knowing that there is almost no risk.

What have you got to lose? Buy the book, implement it and get ahead of your rivals.

10 people found this helpful

Rob K

It’s already worked for me

Reviewed in the United Kingdom on 20 December 2017

Verified Purchase

Great book. It’s already worked for me within a couple of weeks of buying, these tactics can be used in webinars and online sales copy as well as face to face. Refreshing to read a book that gets straight down to business with none of the usual waffle

15 people found this helpful

Bruce

Like an outdated sales book from the 1980’s

Reviewed in the United Kingdom on 15 April 2019

Verified Purchase

I didn’t like this book much. There were some interesting snippets but much of the content feels like a stereotypical sales book from the 1980’s. Unfortunately I spent much of my time cringing at the content because of its over simplified and stereotype sales content. If sales people used these techniques on me they’d lose credibility immediately. If you are interested in a good ‘how to sell’ overview book then don’t buy this. Instead buy Jim Keenan’s ‘Gap Selling’.

12 people found this helpful

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