I recently completed reading "Exactly What to Say" by Phil M. Jones, and I must say, it was a refreshing dive into the world of effective communication—especially in sales contexts. As someone who enjoys books that explore the nuances of human interaction, I was attracted to this title because of its focus on practical, actionable advice tailored for real-life scenarios. Jones’s reputation as a leading sales trainer who has worked with millions of people globally heightened my interest.
From the onset, I appreciated how succinct and engaging the chapters were. Some readers noted that the chapters are "childishly short," but I found this format to be highly effective. Jones manages to distill complex ideas into digestible pieces, equipping readers with specific phrases and strategies to use in different conversational contexts. As Nic R. mentioned in their review, the content gives "plenty of meat on the bone from very early on," and I wholeheartedly agree. This book is a great toolkit, especially for anyone seeking to improve their objection-handling skills.
One of the compelling aspects of the book is its emphasis on conversational strategies. The concept of knowing “exactly what to say, when to say it, and how to make it count” really resonated with me. Jones illustrates this point beautifully, often referring to his extensive experience training professionals across the globe. His insights inspired me to rethink my approach to conversations, both in personal and professional settings.
However, the book has a few drawbacks worth noting. Some readers have described certain strategies as reminiscent of “used car salesman talk.” Y E highlighted this concern, noting that while there are helpful ideas, much of the language felt manipulative. Personally, I felt that Jones offered practical techniques that could be executed in a genuine manner, but I can see how some might find aspects of the approach off-putting if taken too literally or used without authenticity. The key lies in adjusting these techniques to suit one’s conversational style rather than relying on formulaic scripts.
On the positive side, the book’s focus on brevity and clarity allows readers to eliminate fluff and get straight to the point. This was especially beneficial when looking for actionable advice. As Laura Caves stated, it’s “straightforward” and “to the point.” I often find sales and communication guides bogged down with excessive theories, so this was refreshing. It makes it easy to digest concepts quickly and implement them right away.
Another highlight is the well-organized nature of the content, which provides a clear flow from one topic to another. I found it particularly helpful that the book covers both personal and professional life examples—this is something that I believe added immense value and relevance. It was comforting to witness that you don’t have to be in a corporate sales role to extract meaning and utility from this book.
In terms of meeting my expectations, "Exactly What to Say" delivered substantially. Phil M. Jones’s insights into the power of language are compelling and practical. He maintains that effective communication can often be the decisive factor in building relationships and achieving sales goals—an assertion I found to be deeply true.
Overall, I would rate this book 4.5 stars. It’s a must-read for anyone looking to refine their communication skills, particularly those in sales or who engage regularly in negotiations. While it may have some elements that some readers would deem phony, I found the actionable tips to be genuinely transformative when applied authentically. Whether you’re a seasoned professional or new to the realm of sales, this book offers invaluable tools that can enhance your conversational prowess.
In conclusion, if you’re seeking a practical guide that cuts through the noise of traditional sales manuals, "Exactly What to Say" is a solid investment. It’s one of those books that can sit on your nightstand for quick reference, ensuring you have the right tools at your fingertips for your next conversation. I highly recommend it for anyone keen on mastering the art of communication!