Home Sales and Negotiation Exactly What to Say

Learn the key ideas of the book by Phil M Jones

Exactly What to Say

Magic words that influence and make all the difference

The way we interact with other people and the ability to choose the right words at the right time can help us in both our private lives and at work. The way we hold a conversation with a client can make a difference as to whether or not he chooses our service. Thanks to Exactly What to Say we learn the art and the secrets of verbal communication, understanding the value of our words, and how and when to use them. We learn the importance of "magic words" that will help us to get exactly what we want.

Exactly What to Say
Read in 11 min.
Listen in 14 min.

Many useful tips to:

  • Find "the right thing to say" to achieve success.
  • Know the right words to say at every occasion.
  • Help those looking for useful psychological tips.

The author of the book:

Multi-award winning author Phil M. Jones is considered to be one of the world's best sales trainers. He has trained over two million people across five continents and has taught the art of communication to some of the biggest brands in the world. In 2013 he won the British Excellence in Sales and Marketing award as Trainer of The Year. He has also written a series of best sellers and created several online training courses to which thousands of people from around the world have signed up. Phil divides his time between London and New York.

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The Magic Words to Achieve Success

When studying people and human and professional relationships, one thing becomes clear: even when the same resources are used, the outcomes can be very different. Some achieve success while others do not. How come? In most cases, successful people have one thing in common: they know exactly what to say and how to say it in a way that makes a difference to the outcome. They know how to use certain words that can be described as magic. These magic words talk directly to the subconscious, which is essential in the decision-making process, given that it is the subconscious that is pre-programmed to make decisions without over analyzing them. Using words that reach directly the subconscious has a considerable advantage in conversation.

You can get the most from this book by taking on board some key sentences, adapting them to your circumstances and putting them into practice in your daily life as soon as possible.

  

The key ideas of "Exactly What to Say"

01.
The Magic Words to Achieve Success
02.
The magic words to stimulate curiosity in the person you are talking to and reduce the chances of getting a no.
03.
The magic words to increase receptiveness and to use your target’s emotions as leverage.
04.
The magic words to stimulate someone’s imagination and to avoid being rejected
05.
The magic words to turn closed questions into open ones and to guide your subject towards the correct choice
06.
The magic words to put them at ease, increase trust and reassure them
07.
The magic words to control the situation
08.
The magic words to prevent hearing the word NO and to steer the negotiation
09.
The magic words to successfully close the negotiation
10.
Quotes
11.
Take-home message
 
 
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