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.
©2017 Phil M. Jones (P)2017 Phil M. Jones
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Customer Reviews

Most Helpful
1 out of 5 stars
By Aika on 09-04-18

Unresearched and unfounded personal advice

Just one salesman’s (telemarketer or door-to-door salesman) personal advice on words to use to close the deal. Nothing to do with influencing and how to pitch ideas in general. The recommendations are not based on any validated research supported with evidence and representative of general population, helped with explanation as to why some approaches would or would not worked. Just things like: “say most people choose this product” or “ask would you be open minded about...”. In reality you could ask the same in several ways what matters more is probably your demeanour and language/vocabulary choice specific to the occasion/person rather than the exact wording. And this author seems to think that he figured out the exact magic formula for specific words and phrases that are going to work “for most people most of the time” rather than whatever else you are doing now, “which works for some people some of the time”... very quantifiable and proved by evidence!! And he only provides anecdotal evidence at best. Waste of time and money!!

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3 of 3 people found this review helpful

5 out of 5 stars
By Nigel Heaton on 17-06-18

Save yourself a ton of time and study.

Sales is a big wheel, or rather sales training is.
This book will save you time, money and effort to get real results quickly.
Most sales trainers have all manner of complicated systems and theories to teach you, when all you really need is some....
Magic words!
The real way to approach sales is to firstly offer value and integrity delivered with enthusiasm.
Try to talk and engage with customers as if you were talking to a friend and use the words in this book.
My final recommendation is to buy the audio version as well or on its own as Jones really does deliver the content in a professional but engaging way that he deserves credit for.
This is definitely a 5 star read.
Get it now, benefit tomorrow. It's as simple as that.

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Customer Reviews

Most Helpful
5 out of 5 stars
By Lee Hurst on 10-04-18

Short , sweet and to the point!

I'll be listening to this more than once, with a pen in hand to take notes in an intention to practice. Having been in sales in the past, I recognize the wisdom and skill that these phrases represent. Although I'm not in sales directly anymore, I do have the need to sell ideas and move people through decisions. The suggestions in this book are easy to follow and easy to put into practice.

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12 of 12 people found this review helpful

5 out of 5 stars
By Patrick Ferry on 15-01-18

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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19 of 20 people found this review helpful

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