Exactly What To Say by Phil M. Jones

Last updated: Jul 24, 2023

Summary of Exactly What To Say by Phil M. Jones

"Exactly What To Say" by Phil M. Jones is a practical guide that provides readers with a collection of powerful phrases and strategies to effectively communicate and influence others. The book aims to equip individuals with the right words to use in various situations, enabling them to achieve their desired outcomes.

The author begins by emphasizing the importance of language and how it can significantly impact our interactions and relationships. He highlights the idea that the right words can build trust, persuade others, and ultimately lead to success in both personal and professional settings.

Jones then presents a series of specific phrases that can be used in different scenarios. These phrases are designed to elicit positive responses and influence others' behavior. The author categorizes these phrases into different chapters, each focusing on a specific aspect of communication.

One chapter explores the power of questions and provides readers with effective questioning techniques. Jones explains how asking the right questions can help uncover valuable information, build rapport, and guide conversations towards desired outcomes.

Another chapter focuses on handling objections and resistance. The author provides readers with phrases that can help address objections and overcome resistance, allowing individuals to navigate difficult conversations and achieve agreement or compromise.

The book also delves into the art of persuasion and negotiation. Jones shares phrases that can be used to influence others' decisions, gain cooperation, and create win-win situations. He emphasizes the importance of understanding the other person's perspective and tailoring the language accordingly.

Throughout the book, Jones emphasizes the significance of empathy and active listening. He encourages readers to genuinely understand others' needs and concerns, and to respond with empathy and understanding. By doing so, individuals can build stronger connections and foster more productive conversations.

Additionally, the author provides practical tips on body language, tone of voice, and delivery. He emphasizes the importance of non-verbal communication and how it can enhance or detract from the impact of the words being spoken.

In conclusion, "Exactly What To Say" by Phil M. Jones is a comprehensive guide that equips readers with a range of powerful phrases and strategies to effectively communicate and influence others. By mastering the art of language and understanding the power of words, individuals can enhance their communication skills and achieve their desired outcomes in various aspects of life.

1. The Power of "If I Could, Would You?"

One of the most powerful takeaways from Exactly What To Say is the use of the phrase "If I could, would you?" This simple question allows you to present a hypothetical scenario that encourages the other person to consider a positive outcome. By framing the question in this way, you are subtly suggesting that the desired outcome is not only possible but also within their control.

For example, if you are trying to sell a product or service, you could ask, "If I could show you how this product could save you time and money, would you be interested?" This question prompts the person to imagine the benefits and opens the door for further discussion. By using this phrase, you are positioning yourself as a problem solver and increasing the likelihood of a positive response.

2. The Impact of "What I'm Hearing Is..."

Another valuable insight from the book is the power of summarizing what you have heard using the phrase "What I'm hearing is..." This technique allows you to demonstrate active listening and empathy, while also clarifying any misunderstandings or miscommunications.

For instance, if you are in a negotiation and want to ensure that both parties are on the same page, you could say, "What I'm hearing is that you are looking for a flexible payment plan that allows you to spread out the costs. Is that correct?" By restating their needs and concerns, you show that you are attentive and focused on finding a mutually beneficial solution. This approach can help build trust and improve communication in any situation.

3. The Art of "How Would You Feel If...?"

One of the most thought-provoking techniques discussed in Exactly What To Say is the use of the question "How would you feel if...?" This question allows you to tap into the emotions and desires of the other person, helping you understand their perspective and motivations.

For example, if you are trying to persuade someone to take a certain action, you could ask, "How would you feel if you could achieve your goals faster and with less effort?" This question prompts them to consider the potential benefits and can be a powerful motivator. By understanding their emotional response, you can tailor your approach and arguments to resonate with their desires, increasing the likelihood of a positive outcome.

4. The Importance of "What Happens Next?"

Exactly What To Say emphasizes the significance of the question "What happens next?" This question helps you guide the conversation and move it forward, ensuring that both parties are clear on the next steps.

For instance, if you are discussing a project with a colleague, you could ask, "What happens next in terms of assigning tasks and setting deadlines?" This question prompts them to consider the practical aspects of the project and encourages them to take ownership of their responsibilities. By clarifying the next steps, you can avoid misunderstandings and keep the momentum going.

5. The Power of "Just Imagine..."

Another fascinating insight from the book is the use of the phrase "Just imagine..." This phrase allows you to paint a vivid picture in the other person's mind, helping them visualize the desired outcome and its potential benefits.

For example, if you are trying to convince someone to try a new product, you could say, "Just imagine how much time and effort you could save by using this product. You would have more free time to spend with your loved ones or pursue your hobbies." By appealing to their imagination, you can tap into their desires and aspirations, making your proposition more compelling.

6. The Impact of "What Would It Take?"

Exactly What To Say highlights the power of the question "What would it take?" This question allows you to uncover the specific requirements or conditions necessary for the other person to consider your proposal or suggestion.

For instance, if you are negotiating a deal, you could ask, "What would it take for you to move forward with this agreement?" This question prompts them to articulate their needs and expectations, providing you with valuable insights to tailor your offer. By understanding their requirements, you can address their concerns and increase the chances of reaching a mutually beneficial agreement.

7. The Art of "Is There Anything Else?"

Another valuable takeaway from the book is the use of the question "Is there anything else?" This question allows you to ensure that you have addressed all the person's concerns or needs, leaving no room for unresolved issues.

For example, if you are in a customer service role and have just resolved a customer's complaint, you could ask, "Is there anything else I can assist you with?" This question shows that you are committed to providing excellent service and are willing to go the extra mile. By giving them the opportunity to voice any remaining concerns, you can ensure their satisfaction and build a stronger relationship.

8. The Importance of "I'm Not Sure, But I'll Find Out"

Exactly What To Say emphasizes the significance of admitting when you don't have all the answers and committing to finding out. By saying "I'm not sure, but I'll find out," you demonstrate honesty, integrity, and a willingness to go the extra mile to provide accurate information.

For instance, if a client asks you a question that you don't know the answer to, you could say, "I'm not sure about that, but I'll find out and get back to you as soon as possible." This response shows that you value their inquiry and are committed to delivering accurate and reliable information. By following through on your promise, you build trust and credibility, enhancing your professional reputation.