Mastering Persuasive Language with Phil M Jones

Deep dive into Phil M Jones’s book “Exactly What to Say”

• Phil M. Jones is a renowned sales expert and keynote speaker.
• Author of seven bestselling business books and one children’s picture book.
• Known for his work in influence, persuasion, and sales.
• His book “Exactly What to Say” provides 32 strategic phrases to enhance communication and persuasion.

Overview of “Exactly What to Say”

• The book is highly tactical, offering specific language patterns to use in various sales and communication scenarios.
• It focuses on preparation, clarity, and strategic use of language to achieve desired outcomes.
• Emphasizes the importance of understanding the audience’s needs and motivations.

Key Principles Discussed:

• Preparation is Key: The worst time to think about what to say is when you’re saying it. Planning leads to clarity and confidence.
• Curiosity Fuels Conversations: Asking open-ended questions helps to connect deeply and understand others better.
• People Act for Their Reasons: To be persuasive, understand, and align with the other person’s motivations.
• Control Through Questions: The person asking the questions often controls the conversation.

Notable Language Patterns:

• Rejection-Free Openings:
  • “I’m not sure it’s for you, but…”
  • “Would you be open-minded about…”
  • “Who do you know that might benefit from this?”
• Perspective Changers:
  • “What do you understand about…?”
  • “How certain are you that…?”
  • “When was the last time…?”
• Assumptive Frames:
  • “When would be a good time to discuss…?”
  • “I’m guessing you haven’t gotten around to it yet.”
  • “You have three options, which one is easier for you?”
• Simple Swaps:
  • “What’s the best number for you?” instead of “Do I have your phone number?”
  • “Thank you for your patience” instead of “Sorry.”
• Labeling and Rapport Building:
  • “Don’t worry, we’ve got this.”
  • “Most people find this new software very friendly.”
  • “The good news is that we’re ahead of schedule.”
  • “I bet you’re a bit like me…”

Conclusion:

• Phil’s techniques are practical, easy to implement, and can significantly enhance your persuasive abilities.
• These strategies are not just for sales but can be applied to any situation requiring influence and effective communication.

https://www.philmjones.com/