Exactly What to Say: The Magic Words for Influence and Impact

Introduction

• Author: Phil M. Jones
• Focuses on psychology and techniques to improve business negotiations.
• Provides phrases to control conversations and achieve desired outcomes.

Core Phrases and Techniques

1. "I'm not sure if it's for you, but..."

• Purpose: Reduces pressure, increases interest.
• Examples:
  • "I'm not sure if it's for you, but do you know who would be interested?"
  • "I'm not sure if it's for you, but you're welcome to join us."

2. "How open-minded are you?"

• Purpose: Leverages people's desire to be seen as open-minded.
• Examples:
  • "How open-minded would you be about this alternative?"

3. "What do you know about...?"

• Purpose: Challenges the listener to question their stance.
• Examples:
  • "What do you know about how our products can benefit you?"

4. "How would you feel if...?"

• Purpose: Engages emotional responses before logical reasoning.
• Examples:
  • "How would you feel if this got you a promotion?"

5. "Just imagine..."

• Purpose: Encourages visualization and emotional investment.
• Examples:
  • "Just imagine how much better things will be in six months."

6. "When would be a good time...?"

• Purpose: Assumes agreement, encourages scheduling.
• Examples:
  • "When would be a good time to start?"

7. "I'm guessing you haven't got around to..."

• Purpose: Offers an excuse for the listener, saving face.
• Examples:
  • "I'm guessing you haven't got around to reading these documents yet."

8. Simple Swaps

• Purpose: Change open-ended to closed-ended questions.
• Examples:
  • "What questions do you have?"
  • "What's the best number to contact you at?"

9. "You have three options"

• Purpose: Limits choices, subtly directs to desired option.
• Examples:
  • "As I see it, you've got three options..."

10. "Two types of people"

• Purpose: Creates binary choices, encourages identification.
• Examples:
  • "There are two types of people... which are you?"

11. "I bet you're a bit like me"

• Purpose: Builds rapport and common ground.
• Examples:
  • "I bet you're a bit like me, you work hard."

12. "If, then"

• Purpose: Uses conditional logic to influence decisions.
• Examples:
  • "If you try this, then you won't be disappointed."

13. "Don't worry"

• Purpose: Offers reassurance and calmness.
• Examples:
  • "Don't worry, it's natural to be nervous."

14. "Most people"

• Purpose: Leverages social proof.
• Examples:
  • "Most people start with a small order."

15. "The good news is"

• Purpose: Reframes situation positively.
• Examples:
  • "The good news is, with our training, you'll do fine."

16. "What happens next is"

• Purpose: Guides next steps to close the deal.
• Examples:
  • "What happens next is, we get your contact information."

17. "What makes you say that?"

• Purpose: Challenges objections without confrontation.
• Examples:
  • "What makes you say that about the cost?"

18. "Before you make your mind up"

• Purpose: Keeps options open, allows reconsideration.
• Examples:
  • "Before you make your mind up, let's review the facts."

19. "If I can, will you?"

• Purpose: Offers solutions in exchange for commitment.
• Examples:
  • "If I can match the price, will you order?"

20. "Enough"

• Purpose: Helps decide on quantities in favor of more.
• Examples:
  • "Are eight apples enough?"

21. "Just one more thing"

• Purpose: Upsell or downsell by keeping the conversation going.
• Examples:
  • "Just one more thing, try the sample."

22. "Could you do me a small favor?"

• Purpose: Engages help through simple requests.
• Examples:
  • "Could you do me a small favor and refer someone?"

23. "Just out of curiosity"

• Purpose: Invites honest feedback on objections.
• Examples:
  • "Just out of curiosity, what's stopping you?"

Conclusion

• Importance of having an answer, not necessarily the answer.
• Practice and dedication will enhance influence in business and life.

These notes provide an overview of the techniques discussed by Phil M. Jones to effectively influence and impact conversations in business settings. Each phrase is designed to subtly guide the conversation towards a favorable outcome.