For many people, there is a common urge to dig into the details—especially for those that consider themselves experts on a particular topic. Especially for those selling technical products or services, big-ticket items, or intangibles—the urge to dive right into details is strong. However, it’s often much more effective to resist the urge to geek out on the details, and keep responses at a very high level.Keep it simple: what is the outcome you’re trying to solve for? Remember that people typically make decisions based on feelings, with logic coming second.

Keep It Simple

All people think they know best – that’s how we’re built to think. And if you want to steer a conversation in a certain direction, you have to have control over it.A great way to achieve this is by moving the other person’s position “from one of certainty to one of doubt.” Hence the “what do you know?” magic phraseExamples:<ul><li>What do you know about everything that has changed since (insert event)?</li><li>What do you know about how things really work here?</li></ul>

What Do You Know?

If you want to prompt a near-instant decision, then frame the options within the “two types of people” narrative.<ul><li>There are two types of people in this world: those who leave their personal financial success in the hands of their employers and those who take full responsibility and build their own futures.</li><li>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.</li></ul>

Two Types of People

“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.”

“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.”

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.

Use Magic Words

Nothing motivates us more than losing what we already own. So paint for your listener a future scenario so that you can trigger in him the proper emotions.Examples: <ul><li>How would you feel if your competition passed you? (the “loss aversion” trigger)</li><li>How would you feel if this decision led to your promotion? (the “if-success” trigger; “loss aversion” in absentia).</li></ul>

How Would You Feel If?

Even if the good news follows after the worst news, they always tend to bring some relief.
The formula is even more powerful if there is no bad news. Everybody wants some positivity in his/her life, and “The good news is…” is the magic word to infuse it!

The Good News

As a species, we are hardwired for narrative: stories help us understand the world around us, empathize with others, analyze the past, and make decisions for the future.When you want someone to make a decision in your favor, whether it’s to purchase a product, collaborate with you, or simply to agree with your point of view, invoking their imagination can be a powerful trigger. Examples:<ul><li>Just imagine how things will be in six months’ time once you have implemented this.</li><li> Just imagine the look on your kids’ faces when they see you achieve this.</li></ul>

The Power of Stories

Sometimes, people say “no” – and are adamant about not changing their minds. Don't give up, try another magic combo.Examples<ul><li>Just out of curiosity, what is it specifically you need some time to think about?</li><li>Just out of curiosity, what is it that’s stopping you from moving forward with this right now?</li></ul>

Just Out of Curiosity


When it comes to decision-making, we are notoriously susceptible to being fooled by both our emotions and our reason. We also tend to suffer from analysis paralysis when we have to choose from a number of options.A good way to take control over situations such as these is by offering only three options; afterward, just ask the other person “Of those three options, what’s going to be easier for you?”

You Have Three Options

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.

Understand yourself and those around you.

psychology

Psychology

communication

Communication

books

Books

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.

PHIL. JONES is an accomplished writer whose work has resonated with readers around the world. PHIL. JONES has published several books that explore a range of topics, from fiction to nonfiction, and has received critical acclaim for the ability to weave compelling narratives. PHIL. JONES's writing style is known for its depth and authenticity, and has earned quite a loyal following of readers.

PHIL JONES

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