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.Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world's leading sales trainers.

     If you’re tired of the same old sales scripts or if you’ve done away with them all together, I know how you feel because I’ve been there. I was tired of seeing the same B.S.(bad sales) approaches and I wanted something that felt more natural for me. So I started creating my own scripts, for the simple reason that I hated being told, “No.” For me nothing was worse than that feeling of rejection. I was determined to figure out the perfect thing to say in every situation, and how to say it in a way that would cause sellers and buyers to want to say “Yes!” to me every time. This book is the result of that quest. And I’ve broken it in two unique parts so you can spend less time reading it, and more time using the life changing scripts inside. Part 1 will give you the foundation for making the scripts work for you. Not just some of the time, but every time! You’ll master how to inspire sellers to say “YES” to you giving you the magic key to unlock the success you want as a real estate agent. Part 2 Is the actual scripts that allow you to have smooth, choreographed conversations that lead you down the path to more success and more income. included in this section are… Prospecting Scripts for sellers that lead up to the listing appointment. My Unique Listing Presentation Scripts with examples of exactly how to deliver them for maximum impact. The Buyer Scripts that I’ve personally used for years to build my own real estate business from scratch. The Objection Scripts that will show you how to overcome any objection with ease and never be scrambling for words when a client throws you a curveball. In all there are 27 scripts in this book that will show you how to handle any situation, conversation, and objection that might come your way. And each script has been tested, tweaked and perfected. How do I know this? Because I’ve used each and every one of them to close millions of dollars worth of real estate in my nearly 2 decade career. I’ve also taken the time to include things I’ve picked up over my career that will help take you beyond the scripts… How to identify resistance and influence triggers so you can naturally use the right words and phrases that gets more clients saying YES to you. My practice techniques for memorizing and using these scripts to their full impact. You won’t just be pulling words from your memory, you’ll be speaking from the heart so you come across as genuine. The “tiny tweaks” that turn a regular script into something powerful. These seemingly little differences can have a huge impact in the way a prospect or client responds to what you say. The 9 Keys to more powerful conversations that go way beyond just the words you say to a client. I’ve mastered all 9 of these techniques and each one has made a huge difference in how I present myself to clients. The Book of YES is an action guide, not a book of theory. Think of it as YOUR PLAY BOOK for the key conversations you have with sellers and buyers.

     This no-nonsense guide distills the most important lessons Sethi learned building his dorm room blog into an 8-figure-a-year company. If you want to build a business that makes you an extra 5-figures a month, this book will show you how. Inside you’ll discover: The 3 Rules of Money (any business that breaks these is doomed to fail) How to tell if a business will profitable in under 45 minutes How to find your first 5 customers — and just how critical these first 5 are Growing from $300 to $10,000 a month The truth about passive income and what it takes to really automate a business And so much more... What people are saying about Ramit Sethi Ramit Sethi is on the short list of people I respect in the world of finance. Ramit built his personal finance blog up to more than 1 million+ readers per month, and has turned it into a revenue generating monster and a growing business…” – Tim Ferriss, Author of The 4-Hour Workweek He is Generation Y’s favorite personal finance adviser. His message: Motivation isn’t enough. Develop a system, and get over yourself. – Fortune Ramit is a trainer. He’ll make you hustle. – James Altucher What Ramit’s students are saying “Before this, I barely had the confidence to call myself a business owner … Now, in just 5 months, I made $30,000. I finally consider this a real business.” – Heidi Marie, Sew Heidi “I went from no business, no idea — nothing — to having my first launch in 3 months. With only an email list of 340 people, I made $1,749 in 3 days. [Ramit’s work] changed my life.” – Alice Bush, Alice’s Lifestyle “The freedom is incredible … I was driving to New York and spent the entire day in the car. When I got to the hotel, I realized I made 5 sales while we were driving. That’s $1,500 in revenue.” – Danny Margulies, Freelance To Win

    Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?It's not easy for any salesperson to execute a competitive displacement--or, in other words, eat their lunch. You might think this requires a bloodthirsty whatever it takes attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:- ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.- understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.- developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

    Published in 1961, Reality in Advertising was listed for weeks on the general best-seller lists, and is today acknowledged to be advertising's greatest classic. It has been translated into twelve languages-French, Japanese, Spanish, Dutch, German, Italian, Portuguese, Danish, Swedish, Norwegian, Finnish, Hebrew-and has been published in twenty-one separate editions in fifteen countries. Leading business executives, and the advertising cognoscenti, hail it as "the best book for professionals that has ever come out of Madison Avenue." (For typical comments see back of jacket.) Rosser Reeves says: "The book attempts to formulate certain theories of advertising, many quite new, and all based on 30 years of intensive research." These theories, whose value has been proved in the marketplace, all revolve around the central concept that success in selling a product is the key criterion of advertising. In the course of explaining his own hard-headed approach, Mr. Reeves shows why the ad campaigns for many products are just so much money poured down the drain. He has some devastating things to say about advertising's misguided men: the "aesthetes" and the "puffers" who put art and technique ahead of the client's sales; and he punctures many of the misguided philosophies which lower the efficiency of advertising, rather than raising it. But even more important is the thoroughness and clarity with which he explains many of the mysteries of how to write advertising that produces these sales. Here, in short, is a concise, forcefully written guide that has been called "a 'Rosetta Stone' for the advertising business"- an essential book for anyone who works in advertising, or uses advertising extensively. It is today required reading in hundreds of great corporations and many of the world's leading business schools.

    Radical generosity is the against-the-grain secret weapon of real influencers, and it will allow you to boost referrals, retention rates, and ROI like few other strategies.But be warned, gifts with strings attached backfire.There is a right, and wrong, way to give.John Ruhlin has gifted on behalf of everyone from Forbes Magazine to the Fortune 500 and his tactics lead to appreciative responses and wide-open check books.Through poignant personal stories and data-backed evidence, Ruhlin breaks down how anyone – from mail clerk to managing director – can master the magic of Giftology with these and more:• Mastering reciprocity, the hidden bottom line booster• Laser-targeting whom to give a gift and when to use thrift• Uncovering your client’s inner circle and becoming part of itGive wholeheartedly to Giftology and reap the rewards of an expanding business and fruitful relationships, professional and personal alike.

    Meanwhile, countless entrepreneurs shot themselves in the foot with basic PR mistakes — spending far too much money hiring the wrong sort of PR people. The goal of this book is simple: to save entrepreneurs from the overpriced and ineffective PR gurus of the world — and to give them the tools they need to take on the media themselves (or at least, to hire someone who doesn't stink).

    Everyone who wants to make the world a better place becomes possessed by a grand idea.But what does it take to turn your idea into action?  Whether you are an entrepreneur, intrapreneur, or not-for-profit crusader, there’s no shortage of advice available on issues such as writing a business plan, recruiting, raising capital, and branding. In fact, there are so many books, articles, and Web sites that many startups get bogged down to the point of paralysis. Or else they focus on the wrong priorities and go broke before they discover their mistakes. In The Art of the Start, Guy Kawasaki brings two decades of experience as one of business’s most original and irreverent strategists to offer the essential guide for anyone starting anything, from a multinational corporation to a church group. At Apple in the 1980s, he helped lead one of the great companies of the century, turning ordinary consumers into evangelists. As founder and CEO of Garage Technology Ventures, a venture capital firm, he has field-tested his ideas with dozens of newly hatched companies. And as the author of bestselling business books and articles, he has advised thousands of people who are making their startup dreams real. From raising money to hiring the right people, from defining your positioning to creating a brand, from creating buzz to buzzing the competition, from managing a board to fostering a community, this book will guide you through an adventure that’s more art than science—the art of the start.

    This thoroughly documented and easy-to-read book is the first of its kind. Vitale gives you the keys to their minds. All you have to do is turn the keys. They said 'yes' to you long before you said a word and they were begging to buy from you shortly after you uttered your first sentence. Buying Trances is an exciting ride to the edge of the mind. His finest work to date." -Kevin Hogan, author, The Psychology of Persuasion and Covert Hypnosis "This book maps marketing's final frontier-the customer's mind-and exposes the buying trance. Frankly, this may be the smartest marketing book ever written." -Dave Lakhani, coauthor, Persuasion: The Art of Getting What You Want "As with all of Vitale's books, there are magical secrets chucked out like a mad Vegas poker dealer on every page. Not only will you learn to put people into buying trances with this book, the act of reading it will put you in a trance and force you to master it." -Mark Joyner, #1 bestselling author, The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less "Vitale's expertise in hypnotic marketing combined with his extensive research challenges the reader on many different levels. He forces you to delve deeper into the benefits of creating a buying atmosphere and a trance-like desire on the part of your prospect. I found this an absolutelyfascinating book." -Joseph Sugarman, President, BluBlocker Corporation "Buying Trances is not your run-of-the-mill marketing book. It's an exceptionally well-written, well thought out, high-level work that gives the reader unique insights into how to capture a prospect's attention. Cutting-edge stuff that is a must for every serious marketer to absorb and implement." -Robert Ringer, author, To Be or Not to Be Intimidated?: That Is the Question "Vitale's understanding of how and why people think and act like they do is remarkable. Byunscrambling complex ideas and explaining them in simple language, he reveals how to fashion messages that will turn people into compulsive buyers of our products and services. Now we can take control and create the buying trance. It's a totally refreshing and very effective approach to hugely profitable sales and marketing!" -Winston Marsh, veteran Australian marketer

    This is simply the best book on email marketing I have ever read." Howard LothropEmail Persuasion: The Step-By-Step Guide to Attracting More Clients and Winning More Sales With Email MarketingBusiness fads come and go, but Email Marketing has consistently outperformed all other marketing strategies. In Email Persuasion, marketing expert Ian Brodie reveals the techniques that are working right now to allow professionals and small businesses to connect with potential clients, build trust-based relationships and generate more sales through email.Inside the book you'll discover: The Customer Insight Mapping technique for building deep understanding of what your clients need and what will motivate them to buy from you. 6 surefire subject line models that will get your emails opened and read. The "optin formula" for getting the right people to subscribe to your emails (and how to accelerate the growth of your subscriber list). How to engage AND persuade with your emails so that you build a loyal 'fan base' ready to buy from you. The advanced techniques for turning email subscribers into paying clients (and why accepted wisdom on selling in emails is almost all wrong). "We've seen a threefold increase in leads and we've won several new clients." Adrian WillmottEmail Persuasion lays out a clear blueprint for building an engaged subscriber base, building credibility and trust through your emails and converting your subscribers into paying clients.No jargon. No fluff. Just practical, real-world strategies that deliver results."Pick any one idea from this amazing collection of rock solid common sense on email marketing and just do it! Quite simply, it works!" Tony LatimerWant to know how to build a list of ideal clients as subscribers fast? Start with the Opt-In formula on page 19.How to get through spam filters, and "greymail" technology? Turn to page 43 for the most up to date advice.The best format for emails? Page 57. When to send them and how frequently? Start on page 59, but also check page 83 on why frequent emailing is often more effective?Getting your system onto autopilot? Page 95. Advanced techniques to get the right messages to the subscribers who will most value them? Page 103. Writing persuasively? Page 109."Ian gives you all the information you need to succeed in plain and simple English based on what actually works in the real business world today" Anna Letitia CookPacked full of examples, templates and clear next steps for you to do to get your own email marketing system up and running quickly and getting you results. If you've ever been overwhelmed by the complexity of email marketing or been unsure where to start to get the best results, Email Persuasion will provide you a clear path to succeeding with email.If you want to get results fast from email marketing then you need Email Persuasion. Scroll up and grab a copy now.

    It's near impossible for customers to cut through the "innovative solutions" and "passion for customer service," and find out who can actually give them what they need.For the business owner who's willing to do something different, though, it represents a major - and inexpensive - competitive advantage.May I Have Your Attention, Please? lays out 12 simple principles that allow business owners - even those with no writing experience - to attract and enchant their dream customers. With clear and concise explanations of what works and why, and examples of the best and worst text out there, you'll have all the tools you need to turn readers into buyers into raving fans. Give your writing skills an instant upgradeIn this short book, you'll learn: Simple techniques to turn your dull-as-dishwater business marketing into "can't resist" copy - even if you don't think of yourself as a "good writer." How to make price irrelevant and be the only choice for your ideal customer - by changing nothing except your copywriting. The business writing "rules" you should revel in breaking. Why copying your competitors is a dangerous waste of time... and what to do instead (without spending hours searching for ideas). The easily avoidable mistakes that are turning your customers off - even if they don't know it. A simple framework to help you blast through writer's block and know exactly what to say in any piece of writing. How to "read your customers' minds," and get them looking for reasons to buy from you. Who is this book for? Business owners looking to breathe more life into their website, content marketing or sales materials. Employees who want to gain a new skill and have more impact in their work. Anyone who has something great to offer - but is struggling to get the message across.

    Whether you have a company mission to share, an audience to entertain or a product to sell, we're more likely to engage and connect if you deliver a well-crafted story with an emotional core. Bobette Buster is a story consultant working with major studios such as Disney and Pixar, an adjunct professor and a lecturer in top film programs all over the world. In this, her first book, she shares her 10 key principles of storytelling -- as used by some of the world’s best storytellers -- and helps you apply them to your own. Find out: How to source, structure and shape your story; Ways to discover its essence; Why forming an emotional bond with your audience can take a story from good to great. So, whats your story?

    Video chats full of “oops sorry no you go” and “can you hear me?!” Ambiguous text-messages. Weird punctuation you can’t make heads or tails of. Is it any wonder communication takes us so much time and effort to figure out? How did we lose our innate capacity to understand each other?Humans rely on body language to connect and build trust, but with most of our communication happening from behind a screen, traditional body language signals are no longer visible -- or are they? In Digital Body Language, Erica Dhawan, a go-to thought leader on collaboration and a passionate communication junkie, combines cutting edge research with engaging storytelling to decode the new signals and cues that have replaced traditional body language across genders, generations, and culture. In real life, we lean in, uncross our arms, smile, nod and make eye contact to show we listen and care. Online, reading carefully is the new listening. Writing clearly is the new empathy. And a phone or video call is worth a thousand emails.Digital Body Language will turn your daily misunderstandings into a set of collectively understood laws that foster connection, no matter the distance. Dhawan investigates a wide array of exchanges—from large conferences and video meetings to daily emails, texts, IMs, and conference calls—and offers insights and solutions to build trust and clarity to anyone in our ever changing world.

    This title provides practical synthesis of the cognitive sciences. Drawing heavily on psychology, neuroscience, sociology, and linguistics, Zaltman combines academic rigor with real-world results to offer highly accessible insights, based on his years of research and consulting work with large clients like Coca-Cola and Procter & Gamble. An all-new tool kit: Zaltman provides research tools - metaphor elicitation, response latency, and implicit association techniques, to name a few - that will be all-new to marketers and demonstrates how innovators can use these tools to get clues from the subconscious when developing new products and finding new solutions, long before competitors do.

    Offering indispensle lessons, practical advice, facts, anecdotes and inspiration, this book is a timeless creative bible for all those looking to succeed in life, business and creativity. These are key lessons derived from the incomparle life of 'Master Communicator' George Lois, the original Mad Man of Madison Avenue. Written and compiled by the man The Wall Street Journal called "prodigy, enfant terrible, founder of agencies, creator of legends," each step is borne from a passion to succeed and a disdain for the status quo.Organised into inspirational, bite-sized pointers, each page offers fresh insight into the sources of success, from identifying your heroes to identifying yourself. The ideas, images and illustrations presented in this book are fresh, witty and in-your-face. Whether it's communicating your point in nanosecond, creating an explosive portfolio or making your presence felt, no one is better placed than George Lois to teach you the process of creativity.Poignant, punchy and to-the-point, Damn Good Advice (For People With Talent!) is a must have for anyone on a quest for success.