Summary of : Exactly What To Say

This book consists of 23 magic words which are considered as the dictionary of business language. This book is a must read for every entrepreneurs.

Phil M. Jones is a British sales expert and bestselling author.

Jones became the youngest sales manager at fashion retailer Debenhams and went on to work with a number of Premier League teams afterward on sponsorship deals.

He is the winner of the “British Excellence in Sales and Marketing Award,” Phil M. Jones has authored five international bestsellers, three of which form the trademarked
“Exactly” trilogy:
Exactly Where to Start,
Exactly What to Say,
Exactly How to Sell.

Jones’ magic words, tried, tested and proven to deliver results in the output of the business.
Let's read those magic words,

1. I’m Not Sure If It’s for You, But

“I’m not sure if it’s for you, but…” is the best way to introduce any idea to anyone.

Why?

Because, at a subconscious level, the listener translates it to "How can there be something which I can't do.”

2. Open-Minded

As we said above, your subconscious works only on positive affirmations so if you ask a group of people, if they consider themselves as open minded?
Mostly will answer "yes"

Why?

Because the alternative – “closed-minded” – sounds negative affirmation to subconscious mind.

Use this to your benefit – if you start a sentence with “how open-minded” you’re shifting the odds of your listener agreeing with you.

3. What Do You Know?

All people think they know best – that’s how we’re built to think. And if you want to grab a conversation in a certain direction, you have to make control over it.

A great way to achieve this is by moving the other person’s statement of fact to statement of doubt.

4. Just Imagine

We all are storytelling champions; consequently, storytelling will always have the power to inspire, influence, and persuade.

Why?

Because it creates pictures in the minds of others and they enjoy the view in situations as such.

When you were a child, the magic words were “Once upon a time…;” the adult magic word is “Just imagine.”

5. Don’t Worry

The best way to deal with a high-stress situations ?

Just convince the other person that nothing’s out of the order at the moment and that you have everything under control.

You need no more than two words to do this:

“Don’t worry.”

6. What Makes You Say That?

It is quite possible that sometimes customer may have objections and protest with regard to the product.

Customer may say “I haven’t got the time now,” “I would, but I don’t have the money,” “I’m pretty sure your idea is great, but I’ve heard many better ideas,” etc.

The thing you could do in  such situations is to be inquisitive and ask them " What makes you say that ".

With due consideration of time and length of the summary, I have mentioned only few magic words. Curious readers can download the PDF of this book for better understanding.

Favorite Quote :

1. There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.