Exactly What to Say by Phil M Jones

Phil M. Jones’s “Exactly What to Say” offers a transformative approach to communication, revealing how specific phrases can significantly impact your success. With a keen focus on leveraging the power of words, Jones provides tools to influence and navigate conversations with precision. His insights are not just theoretical but grounded in practical application, making this book a valuable resource for anyone looking to enhance their persuasive communication skills.

5 Key Takeaways

• Strategic phrasing can subtly influence and guide conversations towards favorable outcomes.
• Questions like “Would you be open-minded about…?” increase the likelihood of positive responses.
• Phrases such as “When would be a good time to…?” help secure commitments without pressure.
• “If I can… will you?” transforms obstacles into opportunities by offering solutions.
• The use of “most people” aligns proposals with broader acceptance, easing resistance.

Who May Benefit from the Book

• Entrepreneurs seeking to improve their pitch effectiveness.
• Sales professionals aiming to enhance their persuasive techniques.
• Managers looking to improve their negotiation and team communication skills.
• Anyone interested in understanding the subconscious impact of language.
• Professionals in customer service or client-facing roles who want to influence outcomes.

The Book Summary in 1 Minute

Phil M. Jones’s “Exactly What to Say” reveals how the right words can steer conversations towards success. Through practical examples and strategies, Jones demonstrates how phrases can bypass defenses, increase receptivity, and foster agreement. The book delves into techniques for persuading and influencing by using questions and statements that subtly guide conversations, such as framing options and leveraging social proof. It’s a guide to mastering the art of communication by choosing words that resonate deeply and drive action.

The Book Summary in 10 Minutes

Introduction to Persuasion Through Language

“Exactly What to Say” is a comprehensive guide by Phil M. Jones that emphasizes the transformative power of specific phrases and word choices in communication. Jones, drawing from his extensive experience in sales and consultancy, illustrates how strategic language can significantly influence conversations and outcomes. This book serves as a toolkit for effectively navigating dialogues to achieve desired results, whether in sales, negotiations, or personal interactions.

The Power of Language

Jones begins by demonstrating how seemingly innocuous phrases, like “I’m not sure if this is for you, but…,” can effectively lower defenses and pique curiosity. This approach sets the stage for more persuasive communication by removing initial resistance and encouraging openness. The phrase “but” serves as a linguistic tool that negates prior hesitations, making the audience more receptive to what follows.

Opening Conversations with Effectiveness

The book explores techniques for initiating conversations that encourage favorable outcomes. For instance, asking “Would you be open-minded about us working together on this?” subtly challenges the listener to consider their own openness, increasing the likelihood of agreement. Similarly, the question “What do you know about…?” can pivot a discussion, steering it towards a more informative and less confrontational path.

Securing Commitments and Engagement

Jones emphasizes the importance of framing questions to secure commitments. Phrases like “When would be a good time to…?” suggest an inevitable engagement, making refusal less likely. This technique acknowledges the person’s busy schedule while gently pushing towards a productive interaction. Similarly, “I guess you haven’t got around to…” allows for follow-up without placing direct pressure, preserving rapport.

Mastering Decision-Making

When guiding decisions, Jones recommends offering choices framed as “As I see it, you have three options.” This approach simplifies the decision-making process and subtly directs the decision towards a preferred outcome. By presenting limited options, you can influence the decision while making the process easier for the other party.

Encouraging Action

To motivate action, Jones uses the concept of “two types of people” to instill a sense of identity and action. By presenting a scenario where action is portrayed as the desirable trait, individuals are nudged towards taking the proposed step. Conditional statements like “If you give this a try, then you won’t be disappointed” leverage our ingrained cause-and-effect thinking to foster commitment and action.

Leveraging Social Proof

The book also discusses the power of social proof through phrases like “most people.” This strategy taps into the desire to conform to norms and reassures individuals that their actions are widely accepted. Additionally, labeling techniques such as “The good news is…” help reframe situations positively, guiding perceptions towards favorable outcomes.

Managing Objections and Closing Deals

Jones provides strategies for handling objections and closing deals. Techniques like “Before you make your mind up…” invite reconsideration and address concerns without confrontation. The use of “Just out of curiosity, what is it you need to think about?” helps uncover genuine objections or reveals that the decision may be less complex than initially perceived.

Conclusion

“Exactly What to Say” equips readers with a repertoire of phrases designed to enhance communication and persuasion. Jones’s insights are practical and actionable, offering a nuanced understanding of how language can be used strategically to influence outcomes and navigate conversations with skill.

The Book in 20 Words

“Phil M. Jones’s ‘Exactly What to Say’ reveals how specific phrases can influence conversations and outcomes with persuasive precision.”

How to Get the Best of the Book

To maximize the benefits of “Exactly What to Say,” practice incorporating the suggested phrases into real conversations. Reflect on the outcomes and adjust your approach based on the responses you receive to continuously refine your communication skills.

About the Author

Phil M. Jones is a renowned sales expert and author with a proven track record in sales and consultancy. Beginning his career at fourteen, Jones has written several best-sellers, including “Straight Forward” and “Exactly Where to Start.” His mission is to empower individuals to enhance their communication and sales skills through practical, experience-based strategies.

Conclusion

“Exactly What to Say” by Phil M. Jones offers a masterclass in effective communication through the strategic use of language. By applying Jones’s insights, readers can enhance their persuasive abilities and achieve better outcomes in both personal and professional interactions.