Exactly What to Say by Phil M Jones – Summary and Notes
The book discusses twenty three phrases that will help you complete the sale or make someone more agreeable.
- I’m Not Sure If It’s for You, But… : Is a good way to introduce an idea. The person doesn’t feel pressure
- Open-Minded: The alternative is to be close-minded and people don’t want to be seen as close-minded
- What Do You Know?
- How Would You Feel If?: No one wants to lose what they already own
- Just Imagine: Creates a visual
- When Would Be a Good Time?
- I’m Guessing You Haven’t Got Around To: Push the negative scenario so people don’t feel as though you are blaming them or being too aggressive.
- Simple Swaps
- You Have Three Options: Only offer three options
- Two Types of People: Frame the options with “two types of people” scenario
- I Bet You’re a Bit Like Me: Creates a closer connection with the person
- If… Then
- Don’t Worry
- Most People: Tell them what most people do so they won’t feel like an outcast and follow the majority
- The Good News
- What Happens Next: When they become indecisive or there is silence from decision let them know the next steps are for them
- What Makes You Say That?: When faced with objections and protests
- Before You Make Your Mind Up: This gets the person to rethink their decision
- If I Can, Will You?
- Enough
- Just One More Thing: Person will already have their guard down for what you ask next
- A Favor
- Just Out of Curiosity