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Summary of Exactly What to Say 

4.6 . 3712 reviews

Short summary

Do you ever wonder why two people can be doing the same business, yet one is extremely successful and the other is struggling? Countless studies have shown that communication is the distinguishing factor in business when all other things are in place. Successful sales people and business owners are those who have mastered the art of communication. They know exactly what to say, when to say it, and how to make it count. And the good news is, Phil M. Jones will be teaching you this skill in the following pages. Phil Jones is a bestselling author and multi-award winning sales coach. Over the years he has coached millions of individuals and organizations across 5 continents. He is the youngest ever recipient of the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, an award he received in 2013. "Get comfortable being uncomfortable." ~ Phil M. Jones

Table of content

  • Summary of Exactly What to Say
  • About the author
  • What is Exactly What to Say about?
  • Who should read Exactly What to Say
  • Topics in Exactly What to Say
first key point

Magic words will turn your life and career around

Listen the first key point
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One major reason many people fail at selling their ideas, products, or services is the fear of rejection. In some cases, this fear is nothing but your mind playing tricks on you, but more often than not, the rejection is real. And if you want to be successful in business, you will need to develop a rejection–proof approach.

One great way to effect this is to use magic words that speak directly to the subconscious of your listeners. Our subconscious mind plays a vital role in our everyday decisions, and if you're able to find words that trigger the subconscious mind in your favor, then you will always have all you want.

Many sales people wonder why they deliver intelligent and outstanding presentations, only to get little or no response from their audience. The real reason is that many of such persons fail to make their customers realize they truly need what they have to deliver.
Your presentation may be the best thing since sliced bread, but all you will get is a round of applause, if you don't capture your audience at the subconscious — or decision-making — level.
The simple way to get your audience to submit to you is to up your verbal communication. Words are powerful. Using the right words at the right time is like waving a magic wand. You will instantly create the kind of response you want from your audience. This, of course, takes some learning and consistent practice, but the payoff is huge. Just imagine how your life, career, and business will change if more people easily buy into your ideas and offers.
The worst time to think about the thing you are going to say is in the moment you are saying it. ~ Phil M. Jones
Does it sound like something you want? Great! Let's learn some magic words you can start implementing today.
second key point

Make your contacts feel they are not alone, and your conversion rate will scale up

Have you ever felt compelled to buy a drink you didn't plan on buying, but just had to because all the friends you hung out with purchased the same drink and couldn't stop saying good things about it?
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third key point

Narrow down people's options, so they can easily choose what you want them to choose

fourth key point

Use magic words to hook your prospects by showing them the possible future

fifth key point

Always make your prospects feel powerful and in control

sixth key point

Use magic words to put out the negativity of indecision

seventh key point

Conclusion

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What is Exactly What to Say about?

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Do you find yourself staring at your computer for long minutes, unaware of time slipping by? Do you enter a room and suddenly cannot remember why you stepped in the first place? Is it a herculean task for you to sit through ten pages of a book without reaching for your phone? If yes, your focus needs some work and fast.

Actually, yours is not a unique situation. Many adults like you have issues concentrating on a given task. However, in this fast-paced world of ours, you can’t afford to be not focused at all times. Thankfully, this article comes to your rescue! With the tips and tricks from Hyperfocus by Chris Bailey, you will get in the top percent of folks who have mastered the art of concentration.