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Publisher's 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

What members say

Average Customer Ratings

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Wow! Great stuff!

Can’t wait to listen to this again and take detailed notes. So many gems that I’ll be able to use in my conversations. Recommended for anyone trying to sell anyone else anything 👍

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Enthusiastic narration

It is a simple book that's easy to follow and great tips to implement immediately.

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  • Melissa Agnes
  • 08-12-2017

A must-listen/read... if you deal with humans

Would you consider the audio edition of Exactly What to Say to be better than the print version?

Depends on your preference. What I will say, is that the content and the way Phil delivers it in the audio version, made this listen incredibly valuable and impactful, as well as fun to listen to. Listening to this audio book, I felt as though I was sitting next to a friend who was sharing valuable information with me, rather than listening to an author who was talking at me. This resulted in me enjoying the experience more, as well as the content being far more impactful.

What did you like best about this story?

The direct applicability of the content.

What insight do you think you’ll apply from Exactly What to Say?

This book delivers a ton of a-ha moments, throughout its entirety. All of which are directly applicable in multiple areas of your life.

Any additional comments?

If you deal with people in your personal and professional life, then you need to read / listen to this book.

83 of 93 people found this review helpful

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  • Patrick Ferry
  • 15-01-2018

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

30 of 34 people found this review helpful

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  • weston
  • 09-05-2018

Well worth it

No matter if you are in sales, leadership, or simply trying to enhance your bonds with others - applying these 'magic words' will help you reach your goals!

22 of 25 people found this review helpful

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  • Caitlin
  • 20-06-2018

Pretty good tips for a gently nudging

I'm willing to bet you're a lot like me-- you work in a role tasked with persuasion but struggle to find those perfect words! Just kidding. If that sounds like you, then this is the book you need. Don't worry, it only lasts an hour. But in that hour, it will provide you with a set of easy to recall phrases for framing any scenario. Most people....

But seriously, this isn't a bad listen at all. I work in nonprofit fundraising and found that a lot of these "magic words" are applicable to both my donor relations/community outreach duties but also with colleagues and advocating for myself.

4 of 4 people found this review helpful

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  • Barak
  • 17-01-2018

Feels like I was granted super powers!

Can't wait to go ahead and start using it. I'm definitely going for a second pass. Highly recommended.

4 of 4 people found this review helpful

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  • Diana Gualda
  • 09-04-2018

Simple, to-the-point, immediately actionable!

Any additional comments?

Excellent! So simple and immediately actionable. Engaging narrator. Great, to-the-point information! The quick examples of how to use his specific word combos were just enough to get you thinking how you can tailor them for your own purposes, without feeling bogged down by long stories that may or may not apply to you. Just perfect! Will be revisiting this I'm sure.

17 of 20 people found this review helpful

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  • jennifer mauro
  • 24-01-2018

Simple yet powerful

I’ve got to say that these techniques are brilliant in nature and simple to understand and utilize. Highly recommend!

21 of 25 people found this review helpful

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  • Lee Hurst
  • 10-04-2018

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.

24 of 29 people found this review helpful

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  • Kevin
  • 15-07-2018

An Excellent Summary of Shitty Sales Techniques

This short book is an excellent summary of all of the worst sales "techniques" that have been tried on me in my long career.
These are the types of things you hear from pimply faced teenagers who have "gotten a job in sales" - and quite a few telemarketers.

Nothing here. Move along.

11 of 13 people found this review helpful

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  • Michael
  • 24-05-2018

Just a bunch of buzzwords to keep convo going

Book was read well by narrator which is why I finished it.

He actually tries using his tactics on you throughout the book.

Just a bumch of counter arguments to keep conversation alive.

Summary: Don't take no for an answer,.

7 of 8 people found this review helpful

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  • Aika
  • 09-04-2018

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!!

4 of 4 people found this review helpful

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  • Amazon Customer
  • 11-08-2018

Fantastic light listen.

A brilliant book that is both very simple and very effective. It's worth a listen.

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  • L. S. Avery
  • 04-07-2018

Sleazy manipulation for salespeople

I was really hoping to find this book useful but by about a third of the way through I realised that the techniques were more about manipulation than influence.

It's an ideal book for the dodgy car dealer, timeshare salesman or telesales where getting a quick win is more important than building a relationship with a client. If all you're looking for is the next sale then this is just for you, however a lot of the techniques will build resentment after the fact with your clients.

Not a fan.

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  • aziz
  • 24-06-2018

Alright

The book was too short to build an effective narrative. There are some good snippets however which may come in handy in my next conversations.

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  • Rick Monro
  • 20-06-2018

Utterly grim.

The cover promises words for "influence" and "impact". Make no mistake, this is about coercion.

While there are references to 'helping customers face their challenges' etc, the mask soon slips and we get phrases like "controlling the conversation", references to applying techniques with "impressionable people" and, when assessing the ethics of one approach, the declaration that "customers are no angels".

The thrust of this advice is to "control" the conversation and lead people to the "right" answer - which of course means customers agreeing to buy from you. I found this useful only to be in a position to listen out for this tosh whenever I hear it being used on me.

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  • Nigel Heaton
  • 17-06-2018

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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  • Bigtp
  • 12-06-2018

Simple words that really work like magic!

Firstly it's lovely to hear a normal voice speaking such pure genius concepts!
These ideas are so refreshingly sensible and powerful but constructed in a way that seems so natural.
Thanks for a great book Phil

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  • Keith Worboys
  • 06-06-2018

Unquestionably Great Advice

An excellent compilation of simple but effective sentences and explanations that help to increase sales. Predominantly (in my opinion) to benefit those in Direct Sales.

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  • Michael R.
  • 24-05-2018

Exceptionally good and to the point.

Probably the most valuable hour I’ve ever spent listening to audible. Terrific book that I will re-read/ listen to over and over and again. Now to implementation.

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  • DaveW
  • 20-05-2018

This is a seriously good book

It just gets on with the topic, with a mix of what is at once genius and commen sense.