Exactly What to Say Paperback – May 5, 2018

Been in sales 20+ years.Landed at a job selling precious metals where I'm doing better at. Wanted additional objection handling tools to improve my numbers because I was tired of feeling like my successes were just, "luck" as well as feeling very limited in my ability to handle objections. So really, I'm an experience cat who was just looking for more objection handling tools and closing tools.Typically when I buy sales books, I feel like there's 3 layers of bs to cover before getting into the only thing that really matters: what to do when the prospect says, ,"NO". The book gives you plenty of meat on the bone from very early on. The chapters are almost childishly short. But he gives you the concept, gives you the context and then gives you "exactly what to say". I love reading books - but if you hate reading books and need solid tips to improve your sales chops without having to wade through a mile of bs, you'll get a lot of value for $ here.I've definitely seen an improvement in my confidence since I started applying these tips, if nothing else because it gives me alternatives and ways to steer the call that I didn't have before. That alone is money. The longer you can keep them on the phone, the better your odds of closing the deal.I also appreciate that these approaches don't feel contrived or awkward. Just ideas you can drop into a call that subtly move it in a better direction. There's a tip on closing with options that's really made a difference. So instead of saying, "You can pick this amazing coin up today for just $1995.00", now I can say, "So John, I've got a couple of options here for you today. I can give you a $150 discount to bring your total down to just $1845.00, or if you pay the $1995.00 we advertised I will also include a 2024 Privy Silver Eagle, a $300.00 value. What's going to be the easiest option for you?"Then you shut up.It' s a great close that both takes the sting off of the closing moment where you face the client with a decision like slamming them in the face with a brick wall, or you can dilute that impact by offering alternatives. Very clever. That alone is worth the price of the book.If you're serious about expanding your closing chops, this is a good one. I've got lots of books on the shelf, but I keep this one on the nightstand because it's so easy to read. Then I can give myself ONE THING I will try to implement the next day and see what happens. If you apply any of the stuff in this book, your closing ratio will go up. No question. I recommend. And I hate sales books..

Such a great book. Insightful, intelligent and easy to relate to the author. I was recommended this book by my boss and she was correct. Great read and even better to listen to. Could not recommend more. Gave me great ideas for selling

Good book easy, quick read. Basic but effective.

Finished Exactly What to Say by Phil M. Jones on Saturday, May 24th at 7:12 AM. This book is sharp, smooth, and real. It’s a fast read packed with truth, wisdom, and practical phrases that I’ll be using in everyday conversations and client meetings. This isn’t a one-time read—it’s a tool I’ll keep coming back to. Salute to Phil for delivering something so useful and honest. A must-read for anyone in business or sales.

This book was a game changer for me and my peers. It is amazing great learning tool for business and relationships.

Some great ideas, but mostly manipulative talk that I find is used by low end sales people. It’s “used car salesman talk”. The author advises talk that screams phony and makes people hate speaking to you.My greatest concern is that this kind of talk gets ONE TIME sales only. Most of us know that repeat customers is the key to true success. The kind of talk advocated here makes acquiring full time customers more difficult.There’s a reason people hate used car salesmen!Even so, there are some ideas that can be of great help if used CORRECTLY (i.e. not in an obviously phony way). For this reason I give this book three stars.

Great book. Actionable. To the point. Wish I had had this book decades earlier in my sales career.

Good read for people going into business for themselves!