hits counter Exactly What to Say: The Magic Words for Influence and Impact - Ebook PDF Online
Hot Best Seller

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

Availability: Ready to download

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 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.


Compare

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 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.

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

  1. 5 out of 5

    Annie

    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 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 at (instead of can I have your number) - What most people would do in this situation is... - Before you make your mind up... let's make sure you looked at all the facts - If I can... (action that the person may want) then will you... (action that you want from the person) - Just one more thing... (when the conversation is almost ready to end, introduce a little idea)

  2. 4 out of 5

    Marc

    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 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 using in this context. Better than just giving phrases to use, Phil tells you why the phrases help your communication. There are two types of people, those who focus on themselves by getting stressed and talking too much when a conversation seems spiralling out of control. And those who can stay focused on the other person and helping them make a decision because they know exactly what to say. The good news is this book gives you a short cut to becoming the second type of person.

  3. 4 out of 5

    Mehrsa

    These are not magic words--it's straight up manipulation of people's desire to be kind and get along. I cringe-read the book (because it was super short), but it made me angry. I don't work in sales, but this whole thing makes me uncomfortable These are not magic words--it's straight up manipulation of people's desire to be kind and get along. I cringe-read the book (because it was super short), but it made me angry. I don't work in sales, but this whole thing makes me uncomfortable

  4. 4 out of 5

    Najada Zylyftari

    This was actually good!!! But I need to quote this one: “Something for you to think about as a reader is that there are two types of people in this world: those who read books like this and do nothing and those who put what they read into practice and enjoy immediate results.”

  5. 4 out of 5

    Nicole

    I believe in being honest and generous with others. I read this book in an attempt to understand some extremely manipulative people in my life. This book stands for everything I am against. At times I have been shocked by their nerve in how they push and challenge me- it’s so aggressive it feels like being constantly attacked. And in an attempt to give the benefit of the doubt, and to not be rude, too often I have allowed myself to be manipulated. It’s not healthy or right. But this book is help I believe in being honest and generous with others. I read this book in an attempt to understand some extremely manipulative people in my life. This book stands for everything I am against. At times I have been shocked by their nerve in how they push and challenge me- it’s so aggressive it feels like being constantly attacked. And in an attempt to give the benefit of the doubt, and to not be rude, too often I have allowed myself to be manipulated. It’s not healthy or right. But this book is helpful, which is why I gave it two stars instead of one. I used it to build a defensive arsenal of words (or silence) I can use in response to these commonly used phrases of manipulation. There is one positive point he made in this book. It’s the 15th phrase, “the good news”, which is used to turn around the negative thoughts of others and help them start thinking in a positive light. I actually loved this one because negativity is so toxic; it affects us all. So I don’t see it as manipulative to counter someone else’s negativity when they’re spewing it all over you. But I hated all the slimey ways he shares to help you get away with challenging others’ decisions. For example, and this one has been used on me, if I say, “I need to speak with my spouse first.” The other replies, “What makes you say that?” Well, I don’t believe that impertinent question deserves an answer, at least not the detailed one that is wanted. Just because he says it in a way that manipulates you into feeling rude if you refuse to answer— such a lie. So I think an appropriate response is “My decision to kindly answer your question.” And then silence. He also teaches the manipulative tool of silence. I think if someone is challenging you and you don’t want to speak to them, and they try to use the silence tool (in which the silence is so uncomfortable the other subconsciously feels obliged to fill the silence), it’s appropriate to end the conversation. “Well I’d better be off now.”

  6. 4 out of 5

    Li Li

    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 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.

  7. 5 out of 5

    Gator

    The real art of Jedi Mind Tricks. A decent quick read with good advice. “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.”

  8. 4 out of 5

    AnnaG

    A really interesting primer on sales technique. It's scary how manipulative you need to be to get the best results from your customers. A really interesting primer on sales technique. It's scary how manipulative you need to be to get the best results from your customers.

  9. 5 out of 5

    Nahid

    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 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 magical phrases that open doors of opportunity in career and life. And there’s nobody better than Phil Jones at finding that perfect key that will unlock a range of situations. I was literally amazed by the magic words and phrases outlined in the book. While reading this book, I applied some phrases in my daily interaction with other people and it really stunned me how wonderfully they worked. Because these words are tried, tested and proven to deliver results when applied properly. Sales and Marketing background besides, this is a must read for anyone looking to be more persuasive in their profession and personal lives.

  10. 4 out of 5

    Helen

    Yes. The contents of this book are as shady as its cover. Obnoxious aggression lacking any sort of social charm, perfect for those dodgy outfits that specialise in cold calling to flog a dead horse to unsuspecting poor sods. This is the only real life arena that the methods can work because this author chump, Phil M Jones (the youngest sales manager in Debenham's history!), relies on the belief that no one he encounters will have moments of personal reflection after being handled. If you are les Yes. The contents of this book are as shady as its cover. Obnoxious aggression lacking any sort of social charm, perfect for those dodgy outfits that specialise in cold calling to flog a dead horse to unsuspecting poor sods. This is the only real life arena that the methods can work because this author chump, Phil M Jones (the youngest sales manager in Debenham's history!), relies on the belief that no one he encounters will have moments of personal reflection after being handled. If you are less interested in securing the odd financial gain and more interested in building solid rapport with customers to form business relationships based on trust, loyalty, and communication, look elsewhere.

  11. 5 out of 5

    Brendan Sudol

    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 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 happens next… * What makes you say that? * Before you make up your mind… * Just out of curiosity…

  12. 4 out of 5

    Nick

    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 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.

  13. 5 out of 5

    Dustan Woodhouse

    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.

  14. 4 out of 5

    Ahmad Abugosh

    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! 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!

  15. 4 out of 5

    Emilija

    this was quite possibly an hour wasted.

  16. 4 out of 5

    John

    Do not read this book. I will be practicing all the tools Jones advises and I dont want you to know I am doing it. Seriously. Dont read it.

  17. 5 out of 5

    Karen Chung

    Listened to this with text-to-speech, finishing it in half of a short hike. Some worthwhile bits.

  18. 5 out of 5

    Alex Caravaggio

    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 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 feel if... 5. just imagine... 6. when would be a good time to... 7. I’m guessing you haven’t got around to... 8. what questions do you have for me? What is the best number to contact you? 9. You have three options... what’s going to be easier for you? 10. There are two types of people... 11. I bet you’re a bit like me... 12. if... then... (statements) 13. Don’t worry... 14. What most people do... Most people... 15. the good news is... That’s great. 16. What happens next... 17. what makes you say that? 18. Before you make your mind up... 19. If I can... will you...? 20. Using “Is __ units enough?” with larger sales quantity desired 21. Just one more thing... (avoid leaving with nothing) 22. You couldn’t do me a small favor, could you? Asking after you are thanked. 23. Just out of curiosity... 24. Using “Works great” or “great” to respond to questions about how something works... simplicity.

  19. 5 out of 5

    Katie LaCombe

    3/5 stars. This book was most definitely written for The Salesman. It breaks down your dialogue and equips you with positive verbiage to gain what you want. Since I am not a salesman, I found the approach to be manipulative. But if I were a salesman, I'd find it very helpful... SooOooOo, with that in mind, it was just an okay read for me. 3/5 stars. This book was most definitely written for The Salesman. It breaks down your dialogue and equips you with positive verbiage to gain what you want. Since I am not a salesman, I found the approach to be manipulative. But if I were a salesman, I'd find it very helpful... SooOooOo, with that in mind, it was just an okay read for me.

  20. 5 out of 5

    Johannes Scharlach

    This is a very practical guide that helped me communicate better - at work and in my private life. The examples are very hands on and not all of it will work for everyone, but I believe if I take away three phrases to use regularly, the book will have been worth it to me.

  21. 5 out of 5

    Mana

    This was an absolute waste of time for me. It is mentioned in the opening words that the book is not only suitable for growing your business, but also for personal life; but I find that hard to agree with. For me, the book was just a short and not very well written selection of mind manipulation tricks designed to make you do or buy things you don't really need. I know all these tricks too well and it only made me feel furious to read them. Another thing is that every salesman I have ever met in This was an absolute waste of time for me. It is mentioned in the opening words that the book is not only suitable for growing your business, but also for personal life; but I find that hard to agree with. For me, the book was just a short and not very well written selection of mind manipulation tricks designed to make you do or buy things you don't really need. I know all these tricks too well and it only made me feel furious to read them. Another thing is that every salesman I have ever met in my life knows all of these tricks anyway. So I don't really understand who can make use of this book. Certainly not me. Lastly, the writing in my opinion was very sloppy and not at all convincing; which is ironic, since the book is supposed to be about teaching us to convince people to do what we want.

  22. 4 out of 5

    Scott Wozniak

    This book had a bunch of specific phrases that you can use to persuade people. Some of them were really good (e.g. when calling someone back who had an action item to do, you can start with "I'm guessing you didn't have the time to..." which relieves the pressure and gets them talking about it quickly). But some are too high pressure or too manipulative for me (e.g. assuming a yes with "When would you like to take the next step?" or saying "Most people choose to..." because they will follow the This book had a bunch of specific phrases that you can use to persuade people. Some of them were really good (e.g. when calling someone back who had an action item to do, you can start with "I'm guessing you didn't have the time to..." which relieves the pressure and gets them talking about it quickly). But some are too high pressure or too manipulative for me (e.g. assuming a yes with "When would you like to take the next step?" or saying "Most people choose to..." because they will follow the crowd). So, not a life changing book, but it's short and some of these phrases could help you communicate better.

  23. 4 out of 5

    Nikki Soulsby

    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 ;) 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 ;)

  24. 4 out of 5

    Muhamed

    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. 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.

  25. 4 out of 5

    Manuelle Flores

    #1 I’m not sure if it’s for you, but… #2 Open-minded #3 What do you know? #4 How would you feel if? #5 Just imagine #6 When would be a good time? #7 I’m guessing you haven’t got around to… #8 What questions do you have for me? #9 You have three options. #10 There’re two types of people. #11 I bet you’re 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… #19 If I can, will you…? #20 Enough #21 Ju #1 I’m not sure if it’s for you, but… #2 Open-minded #3 What do you know? #4 How would you feel if? #5 Just imagine #6 When would be a good time? #7 I’m guessing you haven’t got around to… #8 What questions do you have for me? #9 You have three options. #10 There’re two types of people. #11 I bet you’re 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… #19 If I can, will you…? #20 Enough #21 Just one more thing… #22 A favor #23 Just out of curiosity…

  26. 4 out of 5

    Crystal Johnson

    Very practical - took notes - to the point & good ideas. Quick read.

  27. 4 out of 5

    Filippo Montaldo

    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

  28. 5 out of 5

    LeeTravelGoddess

    Wonderful & concise book on wordplay; I hope to incorporate them soon so look out world! 👁👁 lol

  29. 5 out of 5

    Alex Schmidt

    Everyone who is in network marketing needs to listen to this! So helpful! Can’t wait to implement what I’ve learned and to share with my team! ❤️

  30. 5 out of 5

    Samantha Nicklaus

    Some good tips, but I feel like this is the same advice you get in every article/book/seminar about sales. Very generic advice.

Add a review

Your email address will not be published. Required fields are marked *

Loading...
We use cookies to give you the best online experience. By using our website you agree to our use of cookies in accordance with our cookie policy.