Exactly What to Say by Phil M Jones Summary

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.

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.

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.

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.

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.

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.

"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.

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.

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.

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.

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.

• 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.