Exactly what to say
by Phil M. Jones · 2017
Phil M. Jones's take on business, the honest verdict is below.
Worth reading? Jones hands you a set of reusable phrases that nudge people to yes without feeling slimy. Read it before your next sales call; skip it if you resent any form of persuasion, because that's the whole point.
| Author | Phil M. Jones |
|---|---|
| Published | 2017 |
| Category | Business & Money |
The Verdict
Jones hands you a set of reusable phrases that nudge people to yes without feeling slimy. Read it before your next sales call; skip it if you resent any form of persuasion, because that’s the whole point.
anyone weighing whether Exactly what to say belongs on their business and money shelf
you want a different angle than Phil M. Jones's
Top 8 Lessons from Exactly what to say
- Specific phrases consistently move conversations toward yes.
- 'Just because...' reframes price objections as context, not roadblocks.
- 'What would need to happen...' surfaces the real blocker.
- 'Most people...' uses social proof to normalize a decision.
- 'I'm assuming...' plants a frame the other side accepts or corrects.
- Timing and tone matter as much as the words themselves.
- The goal is to make saying yes the easy, natural choice.
- Practice the lines until they sound like you, not a script.
Frequently Asked Questions
Is Exactly What to Say worth reading?
Yes for salespeople and negotiators who want repeatable language.
What is the main idea of Exactly What to Say?
That the right words at the right moment consistently win agreements.
Who should read Exactly What to Say?
Sales reps, founders, and anyone who needs to persuade.
Ready to read it?
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