Exactly What to Say audiobook cover - Your Personal Guide to the Mastery of Magic Words

Exactly What to Say

Your Personal Guide to the Mastery of Magic Words

Phil M Jones

★ 4.7 / 5(1270 ratings)
Start ListeningDownload App
Categories:
Communication SkillsPsychology

If You're Curious About These Questions...

You should listen to this audiobook

Listen to Exactly What to Say — Free Audiobook

Loading player...

Key Takeaways from Exactly What to Say

Learning Tools

Reinforce what you learned from Exactly What to Say

Mind Map

Exactly What to Say
Piquing Interest+
Steering Conversations+
Presenting Options+
Cause and Effect Psychology+
Guiding Next Steps+
Overcoming Objections+
Mastery & Practice+

Quiz — Test Your Understanding

Question 1 of 10
Why is the phrase 'I’m not sure if this is for you, but…' highly effective in starting a pitch?
  • A. It pressures the listener into making an immediate decision to prove they are interested.
  • B. It removes pressure while simultaneously piquing the listener's interest and forcing a subconscious decision.
  • C. It shows vulnerability, making the speaker seem more trustworthy and less aggressive.
  • D. It confuses the subconscious mind, making the listener more agreeable to whatever follows.
Question 2 of 10
According to the text, what is the best way to handle a person who wants to argue and is convinced they know best?
  • A. Use the phrase 'What do you know about…' to test the basis of their reasoning.
  • B. Agree with their points initially to build rapport before countering with facts.
  • C. Use the phrase 'Before you make your mind up…' to pause the debate.
  • D. Walk away and tell them to come back when they are ready to listen objectively.
Question 3 of 10
How does asking 'When would be a good time to…?' help overcome the objection that someone doesn't have time?
  • A. It forces them to look at their calendar immediately and commit to a slot.
  • B. It makes them feel guilty for brushing you off without a valid reason.
  • C. It primes their subconscious to believe there is a good time and that saying 'no' isn't the right response.
  • D. It gives them the illusion of control over the meeting's agenda.
Question 4 of 10
Why should you ask 'What questions do you have for me?' instead of 'Do you have any questions?' at the end of a presentation?
  • A. 'Do you have any questions?' creates an expectation that they should have one, making them feel stupid if they don't.
  • B. 'What questions do you have for me?' forces them to ask at least one question, prolonging the engagement.
  • C. 'What questions do you have for me?' sounds more authoritative and establishes your expertise.
  • D. 'Do you have any questions?' gives them an easy way to end the meeting prematurely.
Question 5 of 10
When presenting options to help someone make a decision, what specific strategy does Phil M. Jones recommend?
  • A. Present only one strong option to avoid decision fatigue.
  • B. Provide as many options as possible so they feel in complete control.
  • C. Offer two contrasting options to make the correct choice obvious.
  • D. Present three options, building up to the final one which is the choice you want them to make.
Question 6 of 10
Why are conditional statements starting with 'If' and ending with 'then' considered powerful persuasion tools?
  • A. They sound highly professional and logical in corporate business settings.
  • B. They create a sense of urgency that forces immediate action from the buyer.
  • C. They tap into childhood patterns, hardwiring the brain to feel that the stated consequences are always true.
  • D. They distract the listener from the potential risks or downsides of the agreement.
Question 7 of 10
Which magic words tap into the human desire to be followers and find safety in numbers?
  • A. 'I bet you’re a bit like me…'
  • B. 'Most people…'
  • C. 'There are two types of people…'
  • D. 'As I see it…'
Question 8 of 10
What should you do when a prospect has agreed with your presentation but the conversation abruptly stops before they commit?
  • A. Give them space and wait for them to initiate the next step.
  • B. Ask them, 'Just out of curiosity, what is it that you need to think about?'
  • C. Lead them through the decision-making process by telling them 'What happens next is…'
  • D. Re-pitch the main benefits using the 'If I can… Will you?' structure.
Question 9 of 10
If a prospect is heading toward saying 'no,' what phrase can be used to switch them to 'maybe' and keep the negotiation alive?
  • A. 'Before you make your mind up…'
  • B. 'I guess you haven’t got around to…'
  • C. 'The good news is…'
  • D. 'How open-minded are you?'
Question 10 of 10
How can you find out why someone says they 'need more time to think' without sounding rude or aggressive?
  • A. Ask them directly, 'What exactly is stopping you from proceeding?'
  • B. Prefix your question with the words 'Just out of curiosity…'
  • C. Ask them, 'If I can give you more time, will you sign today?'
  • D. Say, 'Don’t worry,' and then demand a specific timeline for their decision.

Exactly What to Say — Full Chapter Overview

Exactly What to Say Summary & Overview

Exactly What to Say (2017) is designed to provide you with the key phrases and words to make your conversations count and bring you success. It contains magic words. Words that are heard and interpreted by the subconscious mind. Words which will help you get the results you want.

Who Should Listen to Exactly What to Say?

  • Anyone interested in how words can influence others at a subconscious level
  • Success-driven individuals who want to up their game
  • Entrepreneurs who want to get their prospects to say yes more often

About the Author: Phil M Jones

Phil M. Jones has a mission: “to help great people get better.” He started work at the age of 14 with a sponge and a bucket washing people’s cars. That grew into a whole group of friends working for him by the age of 15. He went on to become a much sought-after sales professional before starting his consultancy business in 2008. His other best-selling books include Straight Forward, Exactly Where to Start, and Exactly How to Sell.

🎧
Listen in the AppOffline playback & background play
Get App