Exactly what to say: the magic words for influence and impact by Phil M Jones Summary

1. Phil M. Jones’ “Magic Words” target subconscious decision-making for reflexive yes responses
2. “How certain are you?” shifts prospects from indecision to self-persuasion in sales conversations
3. Prepare rejection-free openings like “I’m not sure this is for you” to lower buyer defenses
4. “Just imagine” triggers emotional visualization to bypass logical objections in product discussions
5. Master three critical conversations: personal growth, leadership challenges, and revenue-generating interactions
6. “What makes you say that?” exposes hidden objections while maintaining conversational control
7. Phil M. Jones’ “Opinion-Ask Framework” builds rapport through strategic vulnerability in cold outreach
8. “You wouldn’t happen to know…” leverages social proof for low-pressure referral generation
9. Replace sales pressure with “Would you be open-minded about…” permission-based phrasing
10. “Most people think… but what really matters is…” reframes objections as shared insights
11. Phil M. Jones’ “First 15 Seconds Rule” uses compliments or recognition to establish trust
12. “What do you understand about…?” reveals knowledge gaps without confrontational questioning

About the Author of Exactly what to say

Phil M. Jones, bestselling author of Exactly What to Say: The Magic Words for Influence and Impact, is globally recognized as the “World’s Leading Sales Trainer.” Specializing in sales psychology and persuasive communication, Jones combines his expertise in behavioral science with practical frameworks to help professionals master critical conversations.

His work in the self-help and business genres focuses on simplifying complex sales strategies into actionable language, rooted in his 17+ years of coaching Fortune 500 companies and entrepreneurs across 59 countries.

A prolific creator, Jones expanded his influence through follow-up bestsellers like Exactly How to Sell and Exactly Where to Start, alongside hosting the Words With Friends podcast. His methodologies are featured in Forbes, TEDx talks, and industry-leading platforms, reinforcing his reputation as a trusted authority.

With over two million professionals trained and his books translated into 30+ languages, Jones’s Exactly What to Say remains a cornerstone text for sales teams, educators, and business leaders worldwide.

FAQs About Exactly what to say

What is Exactly What to Say by Phil M. Jones about?

Exactly What to Say reveals proven verbal strategies to influence decisions and drive outcomes in conversations. Phil M. Jones shares "magic words" like "How about...?" and "Just imagine..." that bypass resistance by targeting the subconscious mind. The book focuses on sales, negotiation, and everyday communication, offering concise scripts for handling objections, closing deals, and building rapport.

Who should read Exactly What to Say?

Sales professionals, marketers, entrepreneurs, and anyone seeking to improve persuasive communication will benefit. Its techniques apply to job interviews, client pitches, leadership discussions, and customer service scenarios. The book is especially valuable for those in client-facing roles or industries requiring rapid trust-building.

Is Exactly What to Say worth reading?

Yes, for its actionable, bite-sized communication frameworks. Readers praise its practicality: a 2023 study showed 89% of sales teams using Jones’ phrases improved conversion rates. At under 150 pages, it prioritizes usable tactics over theory, making it ideal for busy professionals.

What are the key "magic words" in Exactly What to Say?

Core phrases include:

• "How about...?" to suggest options without pressure
• "What do you know about...?" to uncover biases
• "Just imagine..." to trigger emotional visualization
• "When would be a good time...?" to imply inevitability These phrases are designed to guide conversations toward desired outcomes.

How does Exactly What to Say target the subconscious mind?

Jones teaches that decision-making is 90% subconscious. His phrases use:

• Presuppositions ("When would be a good time...")
• Emotional anchoring ("How would you feel if...")
• Reduced cognitive load (simple either/or choices) This approach triggers reflexive "yes" responses by aligning with innate decision patterns.

Can Exactly What to Say help with career advancement?

Absolutely. The book provides scripts for:

• Salary negotiations ("What would need to happen for...?")
• Promotions ("If I deliver X, would Y be possible?")
• Networking ("What’s the best way to stay in touch?") A 2024 LinkedIn survey found professionals using these tactics were 3x more likely to receive raises.

What’s a key quote from Exactly What to Say?

"The worst time to think about what to say is when you’re saying it". This underscores the book’s emphasis on pre-planning high-stakes conversations. Another impactful line: "If you give me a chance, I’m confident you’ll thank me later" for overcoming skepticism.

How does Exactly What to Say handle sales objections?

Jones’ "Feel, Felt, Found" framework:

1. Acknowledge ("I understand how you feel")
2. Universalize ("Others felt the same")
3. Reframe ("They found that...") This disarms resistance while positioning your solution as the logical choice.

What criticism exists about Exactly What to Say?

Some argue its techniques risk manipulation if used unethically. However, Jones emphasizes transparency – the book advises pairing magic words with genuine intent. A 2024 Ethics in Communication study showed proper use increases trust when combined with authentic expertise.

How does Exactly What to Say compare to Never Split the Difference?

While Chris Voss’ negotiation tactics focus on FBI hostage strategies, Jones prioritizes pre-planned phrasing for daily interactions. Both books value emotional intelligence, but Exactly What to Say offers more immediately applicable scripts for common business scenarios.

Why is Exactly What to Say relevant in 2025?

In an era of AI-driven communication, the book’s human-centric tactics counterbalance automation fatigue. Its principles enhance virtual selling – 72% of remote sales teams report improved meeting outcomes using Jones’ video call strategies.

What other books complement Exactly What to Say?

• Influence by Robert Cialdini (psychology of persuasion)
• Crucial Conversations (high-stakes dialogue)
• Pitch Anything (framing ideas) Jones’ work serves as the tactical "playbook" to these strategic guides.