Exactly What to Say
Phil Jones’ book is here to help. “Exactly What to Say” took me longer than normal to read because I kept sharing nuggets with my clients and colleagues. I was happy to find magic words that I regularly use in my leadership and fundraising trainings.
Just imagine yourself across from a prospect. How would you feel if they raised an objection you hadn’t considered? I bet you’re a bit like me, you’d get stressed and talk too much.
This is not a bad book. However, I would have loved to see the basis on which the author selected these phrases. I have had good success with some of these phrases. A large majority of these phrases have not worked at all in the context in which I work which is mostly internet technology products, though.
