Phil M. Jones

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. Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world's leading sales trainers. He has trained more than two million people across five continents and fifty-six countries and coached some of the biggest global brands in the lost art of spoken communication. In 2013 he won the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, the youngest-ever recipient of that honor. He has also written a series of best-selling books and developed a number of online training courses that have enrolled tens of thousands of members around the world. Phil divides his time between London and New York. Praise for Exactly What to Say: "Abracadabra--you are a millionaire! That is what will happen if you follow the advice from Phil Jones in this book." --Jeffrey Hayzlett, primetime TV and podcast host, chairman of C-Suite Network "Indeed, the right words spoken the right way, while perhaps not actually magic, can sure have the results of such." --Bob Burg, co-author of The Go-Giver "I think Phil says it best himself at the end of this fabulous read: "Everything you have learned in this book is simple, easy to do and works." It's tried and tested, proven and guaranteed to help you get your own way more often." --Philip Hesketh, professional speaker and author on the psychology of persuasion and influence "If you want to get prospects, clients, colleagues, bosses or anybody to say "yes" to what you want, I have three magic words of advice for you: "Get this book!" --Sylvie di Giusto, keynote speaker and corporate image consultant "This book is packed with ideas and easy-to-implement suggestions that will assist any individual in obtaining the outcomes they require from the conversations they have." --Grant Leboff, CEO, StickyMarketing.com "Exactly What to Say is packed full of real-world solutions that will lead you to achieving the outcomes you desire in life and business." --Richard Dixon, director, Holidaysplease "If you want to sell more and influence better, then this book is as close as you'll get to a magic wand or silver bullet to success!" --Rob Brown, founder Networking Coaching Academy and bestselling author of Build Your Reputation "Phil Jones helps uncover the truth in complex selling situations. These powerful phrases demonstrate how to influence others with integrity while never seeming pushy. You'll use these gems each and every day." --Ian Altman, co-author of Same Side Selling, Forbes.com columnist "Exactly What to Say could replace just about every other book on human behavior--it's that useful." --John Jantsch, author of Duct Tape Marketing "In this short but powerpacked book, [Jones] shares how to use certain key phrases to help you with the winning edge." --Bryan Eisenberg, NYT bestselling author of Waiting for Your Cat to Bark? and Be Like Amazon "Exactly What to Say is a must-read for anyone looking to be more persuasive in their business and personal lives." --Seth Price, bestselling author of The Road to Recognition

The Magic Words for Influence and Impact

Exactly what to Say

Fabian Beiner

When you say to somebody, "I'm not sure if it's for you, but.. .," the little voice inside your listener's head hears, "You might want to look at this." 

When introducing a new idea, start with, "How open-minded are you?" This will naturally attract people toward the very thing that you'd like them to support. Everybody wants to be open-minded.

It is the power in the preface, "What do you know about...?" that softly threatens their knowledge base and forces them to share the reference on which their argument is based. Often this results in them realizing their strong opinion was unfounded.

By introducing a future scenario with the words, "How would you feel if...?" you allow the other person to time travel to that moment and imagine the emotions that would be triggered at that point. 

In the previous section you learned about away motivation and toward motivation. You can apply those same exact rules to how you finish off your "just imagine" scenarios to help drive people to do the things you would like them to do.

By using the preface, "When would be a good time to...?" you prompt the other person to subconsciously assume that there will be a good time and that no is not an option. 

When you do get around to following up or speaking again at the agreed time, please do not ask them what they thought about what you asked them to look at. This makes it easy for them to talk bad news or bring up their concerns. Instead, swap that question with, "So, what do you like about it?" and watch them list the good-news reasons instead.

By using the words you are fearful they may give you back in the other direction, you create a scenario that completely disarms them. If you say to somebody, "I'm guessing you haven't got around to making a decision on this yet," and they say, "No, you're right. We're still thinking about it," you can open up the negotiation. If, instead, they say, "No, we have, and we've made a decision," you can say, "Great, when are we ready to get started?"

A simple change of wording puts you in control. Swap the phrase, "Do you have any questions?" with the improved, "What questions do you have for me?"

When you ask somebody, "Can I have your...?" it creates a permission-based resistance in the other person, which makes it harder to get what you hoped for, since a "yes" or "no" response is required. It can be seen as an invasion of privacy. Instead, asking the alternative question, "What's the best number to contact you at?" results in people effortlessly giving you the information you requested.

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