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    Exactly What to Say: The Magic Words for Influence and Impact
    Exactly What to Say: The Magic Words for Influence and Impact
    Exactly What to Say: The Magic Words for Influence and Impact
    Ebook79 pages1 hour

    Exactly What to Say: The Magic Words for Influence and Impact

    By Phil Jones

    4/5

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    About this ebook

    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.

    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, 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.

    Praise for Exactly What to Say:
    “Abracadabra—you are a millionaire! That is what will happen if you follow the advice from Phil Jones in this book.”
    —Jeffrey Hayzlett, primetime TV and podcast host, chairman of C-Suite Network
    “Indeed, the right words spoken the right way, while perhaps not actually magic, can sure have the results of such.”
    —Bob Burg, co-author of The Go-Giver
    “I think Phil says it best himself at the end of this fabulous read: “Everything you have learned in this book is simple, easy to do and works.” It’s tried and tested, proven and guaranteed to help you get your own way more often.”
    —Philip Hesketh, professional speaker and author on the psychology of persuasion and influence
    “If you want to get prospects, clients, colleagues, bosses or anybody to say “yes” to what you want, I have three magic words of advice for you: “Get this book!”
    —Sylvie di Giusto, keynote speaker and corporate image consultant
    “This book is packed with ideas and easy-to-implement suggestions that will assist any individual in obtaining the outcomes they require from the conversations they have.”
    —Grant Leboff, CEO, StickyMarketing.com
    “Exactly What to Say is packed full of real-world solutions that will lead you to achieving the outcomes you desire in life and business.”
    —Richard Dixon, director, Holidaysplease
    “If you want to sell more and influence better, then this book is as close as you’ll get to a magic wand or silver bullet to success!”
    —Rob Brown, founder Networking Coaching Academy and bestselling author of Build Your Reputation
    “Phil Jones helps uncover the truth in complex selling situations. These powerful phrases demonstrate how to influence others with integrity while never seeming pushy. You’ll use these gems each and every day.”
    —Ian Altman, co-author of Same Side Selling, Forbes.com columnist
    “Exactly What to Say could replace just about every other book on human behavior—it’s that useful.”
    —John Jantsch, author of Duct Tape Marketing
    “In this short but powerpacked book, [Jones] shares how to use certain key phrases to help you with the winning edge.”
    —Bryan Eisenberg, NYT bestselling author of Waiting for Your Cat to Bark? and Be Like Amazon
    “Exactly What to Say is a must-read for anyone looking to be more persuasive in their business and personal lives.”
    —Seth Price, bestselling author of The Road to Recognition

    LanguageEnglish
    PublisherPhil Jones
    Release dateJul 26, 2017
    ISBN9780692881965
    Exactly What to Say: The Magic Words for Influence and Impact
    Author

    Phil Jones

    Phil Jones is a Welshman currently on the run in the Scottish Highlands. His hill-walking guide to Snowdonia - '80 Hills - was published in 2010 and he also has a book of short stories - 'Summertime Blues : The Collection' - available in paperback(standard size and large print) and on Kindle. Writing as Cyan Brodie his first YA novel - 'Toad in the Hole and Toley Bags' - is also available as paperback and on Kindle. His second YA novel - 'DreamGirl' - won the Red Telephone Young Adult Novel of the year and is due for publication shortly. He has just completed his third YA novel - 'Dark Sky' - a touch of tartan noir set closer to home in a tiny fishing village on the North-West coast of Scotland. And a sequel is on the way.

    Read more from Phil Jones

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    Reviews for Exactly What to Say

    4/5

    88 ratings14 reviews

    What our readers think

    Readers find this title to be a highly recommended book on sales and negotiation. It provides practical and useful phrases for real-life situations. The book is easy to read and understand, with valuable information that can be applied in real life. Readers appreciate the simplicity and genius of the author's techniques. The book offers scripts and guidance that genuinely help clients. Overall, it is a short but valuable read that is highly recommended for those in sales.

    1 person found this helpful

    What did you think?

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    Review must be at least 10 words

    • 4/5
      I've learned a lot from this great book. It's easy to follow and get what you want, with applicability in your real life.
    • 3/5
      Frases muy prácticas y realmente útiles en la vida real.
    • 5/5
      One of the best sales books I've read. And I've read many. You should definitely check it out.
    • 2/5
      Two stars because the content of the book is good, but the formatting makes it really difficult to read - words are bunched together without any space between.
    • 5/5
      I have read lots of sales books, but no author has captured the simplicity and genius that Phil has here in his book "Exactly What You Say". How would you feel if you picked up a book and were able to apply immediately the techniques taught that could influence your business and communication outcomes positively? The good news is that this book does exactly that. I highly recommend it.
    • 5/5
      A short read packed with tons of value! Highly recommend!
    • 3/5
      I am not a seller far from it, but still decided to read it to learn a little about verbal persuasion. it does what it promises but on a small scale because I really didn't learn anything revolutionary.
    • 3/5
      3.5 stars - useful if you are a salesperson or if you want to figure out how marketing manipulates you with the copy they use.
    • 5/5
      I have never read such book where he is exactly telling what to say with best logics too. Although sometimes you might feel, you will get caught here or people are not that dumb as described here, but they will work with most of the people you will talk to. How much do they know you will make all the difference and never forget Negotiation is won by the party having more information. Information is Power. You just completed reading a short guide before reading this book.
    • 4/5
      Straight forward and simple read for easy learning especially those in sales
    • 5/5
      So helpful! He has done more than say Do this and Do that... He has literally given scripts that for me, has given me the words to say how I genuinely feel to help a client. Thank you!
    • 5/5
      It's very easy to read, i enjoyed to much during reading and get very useful information. Technic , this book is written is so close to me to understand the staff better .
    • 4/5
      Exactly What to Say The Magic Words for Influence and Impact by Phil M Jones audiobookWhy I picked this book up: This is an audiobook that I saw on YouTube with an interesting title. Thoughts: This book was straight forward and practical yet, so on point and useful imo! It has interesting ways to get buying and increase thought in the person you are talking to. Key phrases: 1. I'm not sure if it's for you but...(when introducing something) 2. Would you be open-minded to....? 3. What do you know about...? 4. How would you feel if...? 5. Just imagine ... 6. When would be a good time to... 7. I'm guessing you haven't got around to... 8. Swap some questions. "What questions do you have for me" instead of "do you have any questions." "Can I have your number < " what is the best number I can contact you? " 9. "You have 3 options" choice struggle + ADD "what's going to be easy for you..." 10. There are 2 types of... (Deliver 2 options and highlight the good one.) 11. I bet you are a bit like me.. 12. If.. then.. . 13. Don't worry... 14. Most people... 15. The good news is ... 16. What happens next is ... 17. What makes you say that.. 18. Before you make your mind up.. (to move people from "no" position to "maybe" or "yes") 19. If I can make that then will you... ? 20. Enough. Would xxx be enough for you? 21. Just one more thing... 22. Could you do me a favor? 23. Just out of curiosity... Bonus. Don't overload with facts of not required, find simple positive answers. And.. Try.. Try.. Try..Why I finished it: Logical and effective behaviors were laid out in the short book and it had me wanting to use these tactics. This book had great ways for sales. I gave it 4 out is 5 stars. I see it as a reference type audiobook that I need to listen to again.
    • 5/5
      Excellent book. Short and packed with great phrases and ways to present. I have read many sales books and this one is a must read.

    Book preview

    Exactly What to Say - Phil Jones

    Opening Words

    I am guessing that you picked this book up for one of a number of reasons.

    Perhaps you are an experienced sales professional looking to sharpen your skills, maybe you run a business and are looking to get your way more often or perhaps you liked the beautifully designed cover and felt obliged to take a look inside. One thing I am certain of, though, is that your getting even this far in the book tells me that you are open-minded about change and are serious about your personal success.

    Throughout my studies of people, human relationships and business interactions, I have been amazed by how some people achieve dramatically different results than others with what seem to be the exact same ingredients.

    In businesses in which people have identical products and resources, some people struggle to find customers, and yet others cannot stop finding more success. Despite their differences in attitude and endeavor, these successful people, I have learned, have one thing in common: they know exactly what to say, how to say it and how to make it count.

    This realization has had me fascinated with the difference a subtle change of words can make to the outcome of a whole conversation, and it has fueled my study of the precise triggers that cause a shift in a person’s belief system.

    Back in 2012, I published a tiny book called Magic Words, following the words I feature heavily in my training and speeches. It is a book I am really proud of, and not just because this little book made many bestseller lists. More importantly, the people who bought it actually went on to read it, use what they learned and get great results from employing simple changes in their word choices.

    Let me explain a little about what these Magic Words are.

    Magic Words are sets of words that talk straight to the subconscious brain. The subconscious brain is a powerful tool in decision-making because it is preprogrammed through our conditioning to make decisions without overanalyzing them. It works a little like a computer—it has only yes and no outputs and can never land on a maybe. It is strong and decisive and moves quickly. Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversation and can result in you getting your own way more

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