Exactly What to Say

The Magic Words for Influence and Impact
Narrated by: Phil M. Jones
Length: 1 hr and 14 mins
4.5 out of 5 stars (8,979 ratings)

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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

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"Listen.Come Here.You Want to Know About This" -SK


I like fiction. I like suspense. I like mystery. Books about business management, sales strategy, and influencing others?
Not so much.

But the truth is, I work for a business, I am in sales, and I must honestly and professionally influence others. And because I am part of a recruiting industry, I have to keep up.

There is a moment at the beginning this book, just a short moment, when a feeling of nostalgia followed by doubt creeps in. A feeling that maybe you have heard these words before. But that feeling doesn't hang around long. It is replaced by a feeling of, "Wow, that is what I say!." and is followed by, "Actually, that's not really what I say. Not quite." It is that "not quite" that separates the winners from the losers.

Here are 23 things to say when you are needing to influence others. You will learn when to say them, how to say them, and why the human psyche responds to them. There are examples that are pertinent in most any business situation that involves two people who are communicating for the benefit of both parties. Most importantly, it's doable and simple to implement.

It's a one-hour gem, and I'm filling in the 5th star.







51 people found this helpful

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    1 out of 5 stars

Like the handbook on how to write spam emails

Maybe these tips were useful thirty years ago, but every single set of words just purely resonated seedy spam mail to me. my final straw was when the author actually encouraged the phrase "what if I was able to do this, then would you consider my product?" and then went on to clarify that phrasing things this way doesn't actually obligate you to follow your promise. Additionally, the author speaks as if his opinions are factual. Rather than address potential resistance to your offers, they say things like "this will cause the other person to feel-" as if this is a fact. And they do it constantly, every time. This in no way teaches you active listening and responding in a way that suits both you and your customer's needs. Anyone with half a brain would be able to see right through these seedy tactics and run for the hills. Incredibly disgenuine and unprofessional, with no respect for the other party. Eventually I tried to soldier through it just to hear the phrases so that I'd know immediately how to identify someone who actually believed this garbage, and so that I could be on guard around any salesperson who spoke this way. Ultimately it was so unbearable I had to just quit.

87 people found this helpful

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Handful of Good Scripts

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
- 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... then will you...
- Just one more thing... (when the conversation is almost ready to end, introduce a little idea)

321 people found this helpful

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Very immoral sales tactics

With “reading” over 200 books on audible I have never written a review on here but after listening to this book I feel I needed to. My company assigned this book to all employees recently and I will also let them know my disgust with it as well. Very immoral sales tactics, it reminds me of old fashion used car salesman that would sell you a broken car. All about guilting them into buying what you want. Not a fan of audible having this as an option.

22 people found this helpful

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Good but many of the techniques are overused

This short book has many good techniques, but some of them are so commonly overused by sales people that they probably have the opposite effect of what they are intended for.

50 people found this helpful

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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.

199 people found this helpful

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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,.

77 people found this helpful

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Powerhouse Persuasion Book

This tightly compacted instruction manual is the best book I've heard since reading Cialdini's works. Best money I've ever spent on a persuasion book.

33 people found this helpful

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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!

38 people found this helpful

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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.

26 people found this helpful

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  • Charli
  • 11-27-18

Decent and simple, but slimy.

Seemed to be aimed at slimy sales people whos aim is to manipulate people, hint of preying on the vulnerable "when someone impressionable..." and hints of consumers being just a mindless mass "consumers love to be lead...".
Seemed to be sales tactics for people that don't have their customers best interests at the forefront if their business/product/service.
Other than that I think if these key phrases are used by the right people in the right situation, often, good things will happen.

4 people found this helpful

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  • Rick Monro
  • 06-20-18

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.

4 people found this helpful

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  • Aika
  • 04-09-18

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!!

12 people found this helpful

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  • Matt
  • 11-23-19

Should be titled how to be a terrible person

Cheap, sad manipulation for sales people. Was hoping this could help me better articulate ideas and talk to clients. Pretty sure if I tried any of this on a client I’d lose the work.

2 people found this helpful

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  • L. S. Avery
  • 07-04-18

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.

2 people found this helpful

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  • Macaco
  • 03-31-20

A Gem in the genre.

Excellent from every angle; Content, clarity, simplicity & narration. Wonderfully enjoyable and informative concise read.

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  • Ron Walters
  • 10-16-19

great

good listen to the point loved it no fluffed up waffle just usable simple stuff you can use and put into practice straight away

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  • just-ice
  • 07-16-19

great book

awesome book but the audio seemed a bit hissy. definitely one to keep coming back too.

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  • Anonymous User
  • 06-16-19

wow

practical AF. cant wait to apply this to my new biz. ferrari this year rodney

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  • Rebecca
  • 01-27-19

Very helpful!

Can’t wait to start using some magic words at work! Just brilliant. Wish me luck!

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  • Rhea H.
  • 02-22-19

How to guide for obxinious telemarketers

Couldn't get past first 10 minutes. Kept getting flashbacks to super annoying telemarketers and sales people stopping me in the shopping centre trying to sell me stuff I don't need and who won't take no for an answer.

The book does provide guidance to trapping people into conversations with well crafted questions but surely we should aim for more than that in society?

Please find a better way to engage with potential customers.

3 people found this helpful

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  • Anonymous User
  • 03-04-19

I was expecting so much more, way too short

Not enough content to be worth the money. Many others to read instead, save your credit

2 people found this helpful

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  • Anonymous User
  • 07-15-19

Fantastic resource

I have started practicing the magic words in my business and they have helped to increase my confidence and effectiveness. Thank you for sharing your knowledge and skills with us.

1 person found this helpful

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  • Anonymous User
  • 03-17-19

He is on the money

I actually use many of these words and phrases in my sales routine and they do have impact. Well presented.

1 person found this helpful

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  • pjero mardesic
  • 01-09-19

one word "powerful"

I've been in sales since I was 14 and this is absolutely great and really sums up the key words to say and when to say them I had many ahah moments and it has really helped

1 person found this helpful

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  • Nick
  • 05-16-18

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 👍

1 person found this helpful

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  • Anonymous User
  • 05-15-19

Sounds like an old amway tape

Sounds like a pitch for a pyramid scheme style selling. Sounds like an old amway tape from early 90’s I picked up in an op shop once.
Biggest waste of money.

2 people found this helpful

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  • Anonymous User
  • 04-02-18

Enthusiastic narration

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