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

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..

Really like this book. My mentor introduced me to it, I am a big fan of Phil M Jones. It is practical information and it works. It is an easy read, uses psychology, thought provoking and it works. I have both the physical and audio book.

Good book easy, quick read. Basic but effective.

A great book that is concise and powerful. It’s helping me change my internal dialogue which is leading to more meaningful conversations with customers, friends and family.

Good read for people going into business for themselves!

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.

One of my faves. It is so easy to ready, in short chapters. Author writes well and shares some amazing insights into selling yourself.

I recently had the opportunity to read "Exactly What to Say: Your Personal Guide to the Mastery of Magic Words," and I must say, it was an incredibly insightful and practical book. The author's approach to communication is refreshingly straightforward, providing a valuable guide for anyone looking to enhance their conversational skills.One of the aspects I appreciated most about this book was its concise and actionable advice. Each chapter focuses on a specific scenario or challenge one might encounter in daily interactions, such as negotiating, persuading, or handling objections. The author presents a set of magic words and phrases that are proven to be effective in each situation, making it easy to apply the concepts in real-life conversations.I highly recommend this book for anyone interested in enhancing their communication skills. It provides a valuable toolkit of magic words and phrases that can make a significant difference in various social and professional scenarios.