EXACTLY WHAT TO SAY

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.

Developed over years of successful (and unsuccessful) sales negotiations and training more than two million sales staff across the globe, Jones offers 22 powerful phrases that can easily be woven into one's everyday exchanges. Each chapter explores the psychology behind the effectiveness of a simple set of words before providing examples of how to utilize them in varying situations.

EXACTLY WHAT TO SAY focuses on the importance of recognizing and acknowledging motivation when interacting with others.
Readers learn how to:
• Create a rejection-free approach to conversation that increases a listener's comfort;
• Use the universal desire to be open-minded to build intrigue and influence;
• Diffuse arguments or ‘I know best' attitudes with simple, open questions;
• Build trust and camaraderie by using comparisons;
• Help others make time to reach important conclusions.

Concise, motivating and—most importantly—effective, EXACTLY WHAT TO SAY empowers readers to understand and excel in the art of conversation and business.

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 fifty-six 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 is the author of Exactly How to Sell and has 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.