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Exactly What to Say Summary
About Exactly What to Say Book
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. 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. This collectible hardcover edition contains several new examples of the magical phrases that will help you increase your impact.
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“There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.”
PHIL JONES
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“Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversation and can result in you getting your own way more often.”
PHIL JONES
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Use Magic Words
Magic words are sets of words that talk straight to the subconscious brain. The subconscious brain is a powerful tool in decision-making because it is preprogrammed through our conditioning to make decisions without overanalyzing them.
Your aim shouldn’t be to move a person from “no” to “yes”—rather, you should focus on turning a “maybe” into a decision. And don’t fall into the trap of thinking that simple means small results—these tips and tricks could change everything about the way you get work done.
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Words that work like magic...
Pitching to a prospect
"I'm Not Sure If It's For You But..."
• Puts the listener at ease, there is no pressure to take action
• The "but" in the end will shift the focus of the subconscious mind to the rest of the sentence as more important.
Example.
I’m not sure if it’s for you, but would you happen to know someone interested in this product.
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Making time to meet
"When Would Be a Good Time?"
• Asking "when would be a good time to.." gives you and the prospect a time frame ( a deadline)
• Don't rush the request
Example
When will be a good time to look into this idea?
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Create FOMO
"Most People.."
Indecision is usually caused by the anxiety and uncertainty of the outcome. People have confidence in making choices that other people have taken and have benefited from.
• Adding "most people" does will make you seem more confident in the suggestions given.
Example
Most people will grab this opportunity, it might not happen again
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This book is very quick read and can be practised. I summarised my favourite 5 points out of many presented in the book
I'm Not Sure If It's For You
How can we introduce a product with a rejection free approach.
Starting with "I'm not sure if it's for you but.." will make impact on the listener.
First the listener will feel less pressure,
Second by having "but" in the end of it will make subconscious mind to focus on the rest of sentence as a more important message.
Example.
I’m not sure if it’s for you, but would you happen to know someone who is interested in this product.
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When Would Be a Good Time?
While approaching someone it's often common to get replies about no having enough time and keep pushing dates.
Asking "when would be a good time to.." will provide a serious approach and leaves no chances to say No.
Example
When will be good time to look into this idea?
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Most People
Indecision is big hurdle for progress. People have confidence on decisions taken before them and work out fine.
By adding "most people" does will make more confident in the suggestions given.
Example
Most people will grab this opportunity, it might not happen again
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“There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.”
- PHIL JONES
PHIL JONES
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How to deal with people who thinks they know best.
How To Deal With "I Know Best Mentality "
How often do you find yourself in a conversation that quickly becomes a debate.
To influence others,you must be aware of how to control a conversation.One way of regaining control is to move the other person's position from one of certainty to one of doubt.
Typically people try to create this position of uncertainty through directly challenging the other person's opinion and perhaps even entering into an argument.
The best way to overcome the I know best mentality of many people is to question thr knowledge on which the other person's opinion was founded.
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