{"id":90315,"date":"2023-01-29T12:25:00","date_gmt":"2023-01-29T16:25:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=90315"},"modified":"2023-01-30T10:16:40","modified_gmt":"2023-01-30T14:16:40","slug":"phil-m-jones-exactly-what-to-say","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/phil-m-jones-exactly-what-to-say\/","title":{"rendered":"Phil M. Jones’s Exactly What to Say: Book Overview"},"content":{"rendered":"\n

Want an overview of Phil M. Jones’s Exactly What to Say<\/em>? What are the book’s key takeaways and suggestions for sales techniques? <\/p>\n\n\n\n

In Exactly What to Say, <\/em>Phil M. Jones <\/em>describes how to improve your business<\/a> interactions by using key phrases that appeal to your listener\u2019s subconscious mind<\/a>. He claims that you can guide them to a decisive \u201cyes\u201d by capitalizing on conversational selling<\/a> skills.<\/p>\n\n\n\n

Read on for an overview of the sales techniques and key phrases in Phil M. Jones’s Exactly What to Say<\/em>.<\/p>\n\n\n\n\n\n\n\n

Exactly What to Say<\/em> Overview<\/h2>\n\n\n\n

Do you have a great business<\/a> product and want to land new customers quickly? In Exactly What to Say, <\/em>Phil M. Jones <\/em>teaches you how to improve your business interactions by using key phrases that guide your listener to a decisive \u201cyes.\u201d <\/p>\n\n\n\n

Business expert Phil M. Jones wrote Exactly What to Say<\/em> to explain how using his key phrases helps you appeal to the customer\u2019s subconscious mind, gain the upper hand in conversations, and increase your chances of making a sale<\/a>. Jones\u2019s advice is geared toward business interactions, but he notes that the principles are transferable across many industries and contexts. <\/p>\n\n\n\n

Jones has been a professional salesman since he was a teenager, in industries ranging from professional soccer to real estate. He does motivational speaking events and trainings around the world<\/a> to help business professionals improve their communication skills. He has written seven best-selling business books and emphasizes the quality of conversations as the key to persuading customers<\/a>. <\/p>\n\n\n\n

The Key to Making a Sale<\/h3>\n\n\n\n

The common thread in Jones\u2019s advice for landing a sale is that all the key phrases target a subconscious tendency in the listener. Jones emphasizes that the phrases are meant to trigger a reflexive<\/em> response<\/strong>, without the listener actively analyzing and thinking about what you\u2019ve said. Using this tactic gets people to agree with you faster and avoids time they might otherwise spend being indecisive and critical. For example, when you tell someone, \u201cJust imagine how happy you\u2019ll be when you add this item to your collection,\u201d the person automatically<\/em> envisions this scenario and feels the emotion associated with it rather than focusing on a logical assessment of the purchase. <\/p>\n\n\n\n

What to Say When You Introduce an Idea: Lower the Stakes & Pique Interest<\/h4>\n\n\n\n

Now that we\u2019ve covered the overarching philosophy behind subconscious persuasion in Exactly What to Say<\/em>, we\u2019ll describe Phil M. Jones\u2019s strategy for piquing interest while lowering the stakes<\/strong>.<\/p>\n\n\n\n

Jones recommends using the phrase \u201cNot sure if it\u2019s for you, but\u2026\u201d <\/strong>to put your customer at ease at the beginning of the conversation. This phrase takes the pressure off of them to take your offer. By implying that it might not be a good fit, you also pique the customer\u2019s interest, subconsciously creating a desire to find out if it\u2019s \u201cfor them.\u201d As an added benefit for the seller, Jones describes the phrase as \u201crejection-free\u201d because the customer will either ask for more information or tell you they\u2019ll consider it. <\/p>\n\n\n\n

For example, you can say, \u201cI\u2019m not sure if it\u2019s for you, but I offer a course that teaches entrepreneurship skills.\u201d Whether or not the person was already interested, the language encourages the customer to continue the conversation because you\u2019ve sparked their curiosity about the opportunity. In addition, because you\u2019ve suggested that the customer\u2019s decision could go either way, they don\u2019t feel coerced into it. <\/p>\n\n\n\n

(Shortform note: Jones claims that this phrase is \u201crejection-free\u201d because at worst, the customer will tell you they\u2019ll think about the offer. However, he doesn\u2019t account for the possibility of someone saying, \u201cNo, I\u2019m not interested,\u201d and ending the conversation. The phrase, \u201cI\u2019m not sure if it\u2019s for you, but\u2026\u201d may be effective for encouraging <\/em>people to find out more information, but the statement alone doesn\u2019t prevent a flat-out rejection.)<\/p>\n\n\n\n

What to Say When Someone Is Undecided: Appeal to Emotion<\/h4>\n\n\n\n

The first sections focused on the concept of subconscious persuasion and what to say at the beginning of a sales pitch to increase your chance of success<\/a>. Now, we\u2019ll discuss the key phrase in Exactly What to Say<\/em> that Phil M. Jones suggests using when people are still undecided during your conversation.<\/p>\n\n\n\n

Because people are emotionally driven, one way to persuade an undecided customer is to leverage their natural desire to feel positive emotions<\/a> and avoid negative emotions.<\/strong> Jones argues that when you use the phrase \u201cHow would you feel if\u2026\u201d<\/strong> you make people actually experience <\/em>the emotion of the conditional scenario. <\/p>\n\n\n\n

For example, you can say, \u201cHow would you feel if you bought this product, and it helped you surpass your sales goal within six months?\u201d This language makes the customer feel a positive emotion in the context of your product<\/strong> and makes them believe that the described outcome is possible, motivating them to accept your offer to manifest that feeling in the future.<\/p>\n\n\n\n

What to Say When Someone Has an Objection: Get More Information<\/h4>\n\n\n\n

The previous sections in Exactly What to Say<\/em> covered what Phil M. Jones suggests you say when you introduce an idea and how to steer an undecided person toward a yes. This next section focuses on key phrases Jones recommends using when a prospective customer raises an objection to what you\u2019re selling.<\/p>\n\n\n\n

The phrase, \u201cWhat makes you say that?\u201d<\/strong> is an effective response to a customer\u2019s objection because it prevents the discussion from turning into an argument and leads to more information about the other person\u2019s needs. Instead of suggesting the customer is wrong (for example, by saying \u201cYes, you actually would<\/em> benefit from this product.\u201d), Jones explains that posing this question forces the person to justify their objection<\/strong>. The person might realize that they don\u2019t have a strong argument<\/a> for their opinion, or they could provide more transparency on their specific needs, which will help you negotiate.<\/p>\n\n\n\n

For example, if a prospective customer says, \u201cI don\u2019t think your product is a good fit for me,\u201d using this key phrase as a response encourages the customer to tell you why <\/em>exactly they think that. With this information, you can make a stronger case for why they should buy the product.<\/p>\n\n\n\n

What to Say to Capitalize on a \u201cNo\u201d or \u201cYes\u201d: Offer a Downsell<\/h4>\n\n\n\n

The final section in Exactly What to Say<\/em> covers what to do when a customer says no\u2014Phil M. Jones encourages using the phrase \u201cJust one more thing\u2026\u201d<\/strong> to achieve a downsell, or the next best offer after the first deal you tried to make. Instead of walking away from the conversation with nothing, this phrase creates an opportunity to get something<\/em><\/strong>, even if it wasn\u2019t your original goal. <\/p>\n\n\n\n

For example, if you offer someone an expensive new software, and they reject it, you could say, \u201cOkay, just one more thing. I have a free version of this software that also works really well. Would you be interested in trying that?\u201d By achieving a downsell you make the conversation worthwhile.<\/p>\n","protected":false},"excerpt":{"rendered":"

Want an overview of Phil M. Jones’s Exactly What to Say? What are the book’s key takeaways and suggestions for sales techniques? In Exactly What to Say, Phil M. Jones describes how to improve your business interactions by using key phrases that appeal to your listener\u2019s subconscious mind. He claims that you can guide them to a decisive \u201cyes\u201d by capitalizing on conversational selling skills. Read on for an overview of the sales techniques and key phrases in Phil M. Jones’s Exactly What to Say.<\/p>\n","protected":false},"author":19,"featured_media":41494,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[40,34,103],"tags":[881],"class_list":["post-90315","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-books","category-communication","category-sales","tag-exactly-what-to-say","","tg-column-two"],"yoast_head":"\nPhil M. Jones's Exactly What to Say: Book Overview - Shortform Books<\/title>\n<meta name=\"description\" content=\"Want an overview of Phil M. Jones's Exactly What to Say? 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