Exactly What to Say

The Magic Words For Influence and Impact

by Phil M Jones

4.5(5,949 ratings)

9 min read

Brief overview

This book reveals the power of using precise words and phrases to guide conversations and influence decisions in business and personal settings. By focusing on how the subconscious reacts to certain trigger phrases, the text provides practical tools that help you build confidence, handle objections, and spark meaningful change. Expect a blend of real-world examples and ready-to-use conversation guides.

Introduction: Why Words Matter

Selling an idea, persuading a friend, or guiding a vital business discussion often hinges on how you phrase your message. Even small tweaks in wording can spark big changes in mindset. This summary explores how the right language can shape and influence outcomes.

The worst time to think of the best thing to say is when you’re already speaking.

Throughout these pages, you’ll discover why certain phrases remove barriers, reduce conflict, and encourage action. Prepare to learn easy-to-remember word patterns that can fit naturally into your day-to-day life.

Whether you’re aiming to clinch a sale, negotiate a salary, or simply have more purposeful interactions, these strategies offer a structured blend of empathy and efficiency. Let’s dive into the opening ideas and reveal the power of precise language.

Open-Minded Approaches

Many people love to think of themselves as *open-minded*. Opening a question with “How open-minded are you?” frames your request in a way that’s tough to reject. It gently challenges them to live up to an ideal they want to embody.

This approach sidesteps pushy tactics by giving individuals a sense of choice. Rather than demanding a yes or no, you encourage them to see themselves as someone who’s open to possibility. The conversation instantly becomes more collaborative.

A soft invitation often inspires a stronger response than a direct command.

Take this principle into scenarios like inviting a colleague to evaluate a new process. By saying “How open-minded would you be about trying this approach?” you maintain curiosity while lessening the chance of flat-out refusal.

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What is Exactly What to Say about?

Exactly What to Say: The Magic Words For Influence and Impact offers an eye-opening look at how subtle shifts in language can alter the course of any conversation, whether in business or daily life. By highlighting key phrases and demonstrating why people respond to them in predictable ways, the book reveals simple yet powerful techniques for breaking down barriers and inviting fruitful discussions. Readers gain insight into how choosing the right words can foster a sense of cooperation, reducing tension and driving more meaningful communication.

From reflective questions that inspire open-mindedness to quick comebacks for handling objections, the strategies presented in this guide are immediately actionable. With real-world examples and concise conversation frameworks, it goes beyond theory to show how influencing someone’s thought process can be done ethically and effectively. By learning to use these well-tested tactics, you can shape your interactions with confidence and set a smoother path for all your personal and professional encounters.

Review of Exactly What to Say

This book’s biggest strength lies in how it pinpoints phrases that create calm, remove resistance, and generate curiosity. Each chapter explains both the rationale behind these words and practical ways to fit them into real-life situations. Readers not only learn what to say but also why it works, making it far easier to adopt the techniques naturally.

The writing is concise and approachable, avoiding overcomplicated theory. The real value is in its direct examples and the guidance on building trust without resorting to forceful methods. Anyone needing to persuade or negotiate will find it relevant, from entrepreneurs leading sales pitches to individuals hoping for smoother family discussions. If you want a clear and dependable resource to sharpen communication, Exactly What to Say comes highly recommended.

Who should read Exactly What to Say?

Sales professionals striving to handle objections more effectively
Business leaders seeking to motivate and guide their teams
Entrepreneurs who want to present ideas with greater clarity
Consultants or coaches aiming to build trust with clients
Everyday readers looking for tips to enhance personal communication

About the author

Phil M. Jones is a renowned expert in sales psychology, influence, and persuasion, serving as a strategic advisor to pioneering leaders of some of the world's biggest brands. He has over 15 years of experience in training and consulting, having founded his business in 2008 and worked with over 800 different industries across 59 countries and 5 continents. Jones is best known for his international best-selling book "Exactly What to Say: The Magic Words for Influence and Impact," which has sold over 2 million copies worldwide. He is also a sought-after keynote speaker, focusing on demystifying the sales process and empowering audiences with new skills for confidence and impact.