Phil M. Jones - Exactly What to Say: The Magic Words for Influence and Impact

My lifes work has been dedicated to the forgotten art of spoken communication and the power that the right words at the right time can have to achieve the right results.

Quite often the decision between a customer choosing you over someone like you depends on your ability to know exactly what to say, when to say it and how to make it count.

This book delivers tactical insight into the power of words and provides tools to empower success-driven individuals to get more of what they want.

If you are looking for more copies of this book for your team, contact and learn your options for bulk pricing and customization.

Abracadabrayou are a millionaire! That is what will happen if you follow the advice from Phil Jones in this book. Read it more than once and it means even more!

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. Great job by the author in bringing us this very helpful guide.

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. Its 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! Exactly What to Say is a must-read for everyone who sells a product, a service or a story or wants to impress, motivate, engage and influence others from the very first moment. It will help you to use the most compelling phrases, to ask the right questions at the right moment, and to eliminate the wrong words from your personal and professional vocabulary.

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

Implementing Phils simple yet powerful Magic Words has been integral to the growth of our now20 million business over the last few years. In Exactly What to Say, Phil has delivered a book packed full of real-world solutions that will lead you to achieving the outcomes you desire in life and business.

Richard Dixon, director, Holidaysplease

The worst time to think of the best thing to say is always when youre actually saying it! Ive long been a lover and student of great power scripts, killer questions and magical phrases that open doors and close sales. And theres nobody better than Phil Jones at finding that perfect key that will unlock a range of situations. If you want to sell more and influence better and take much less time doing it, then this book is as close as youll get to a magic wand or silver bullet to success!

Rob Brown, founder of the 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. Youll use these gems each and every day.

Ian Altman, co-author of Same Side Selling , Forbes.com columnist

If you want to be more influential in every situation, you need to master the simple yet powerful lessons contained within. Exactly What to Say could replace just about every other book on human behaviorits that useful.

John Jantsch, author of Duct Tape Marketing

Have you ever considered why a horse can win a race and get ten times the earnings? Was the winner ten times better than the second-place horse? Hardly; she only won by a nose. The same applies to sales and marketing. What makes the winner a winner is a concept called the winning edge. One of my early mentors drilled it into me that everything you do either enhances or detracts from your ability to close the sale. No detail, however minute, is neutral. This is why I love Phil Joness book Exactly What to Say. In this short but power-packed book, he shares how to use certain key phrases to help you with the winning edge. There is no doubt words matter a great deal in any marketing and sales situation, so make sure you have your Magic Words.

Bryan Eisenberg, New York Times bestselling author of Waiting for Your Cat to Bark? and Be Like Amazon

Exactly What to Say is a masterclass in the art of influence, persuasion and generating top-producing business results. This 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

EXACTLY
WHAT
TO SAY

Copyright 2017 by Phil M. Jones

All rights reserved. No part of this book may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, without the prior written consent of the publisher, except in the case of brief quotations, embodied in reviews and articles.

Box of Tricks

Hoboken, NJ

www.philmjones.com

ISBN 978-0-692-88195-8 (paperback)

ISBN 978-0-692-88196-5 (ebook)

Produced by Page Two

www.pagetwostrategies.com

Editing by Jenny Govier

Cover and text design by Peter Cocking

Ebook by Bright Wing Books ( www.brightwing.ca )

The worst time to think about the thing you are going to say is in the moment you are saying it. This book prepares you for nearly every known eventuality and provides you with a fair advantage in almost every conversation.

Contents

Opening Words

I am guessing that you picked this book up for one of a number of reasons.

Perhaps you are an experienced sales professional looking to sharpen your skills, maybe you run a business and are looking to get your way more often or perhaps you liked the beautifully designed cover and felt obliged to take a look inside. One thing I am certain of, though, is that your getting even this far in the book tells me that you are open-minded about change and are serious about your personal success.

Throughout my studies of people, human relationships and business interactions, I have been amazed by how some people achieve dramatically different results than others with what seem to be the exact same ingredients.

In businesses in which people have identical products and resources, some people struggle to find customers, and yet others cannot stop finding more success. Despite their differences in attitude and endeavor, these successful people, I have learned, have one thing in common: they know exactly what to say, how to say it and how to make it count.

This realization has had me fascinated with the difference a subtle change of words can make to the outcome of a whole conversation, and it has fueled my study of the precise triggers that cause a shift in a persons belief system.

Back in 2012, I published a tiny book called Magic Words , following the words I feature heavily in my training and speeches. It is a book I am really proud of, and not just because this little book made many bestseller lists. More importantly, the people who bought it actually went on to read it, use what they learned and get great results from employing simple changes in their word choices.

Let me explain a little about what these Magic Words are.

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. It works a little like a computerit has only yes and no outputs and can never land on a maybe. It is strong and decisive and moves quickly. 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.