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The Magic Words for Influence and Impact

In today’s noisy world, influence isn’t about shouting louder—it’s about choosing the right words at the right moment. Exactly What to Say by Phil M. Jones is a masterclass in conversational influence. Short, sharp, and power-packed, this book is designed for anyone who wants to steer conversations, overcome objections, and prompt action—whether you’re in sales, leadership, or everyday life.

Jones distills decades of persuasion science into a practical, tactical guide of 23 “magic phrases” that unlock agreement, defuse resistance, and build trust. It’s not manipulation—it’s communication done with intention and integrity. His philosophy is clear: the most persuasive people aren’t the loudest or most aggressive—they’re the most precise.

In an age where attention spans are short and decisions are fast, this book gives you a verbal edge. If you’ve ever lost a sale, missed an opportunity, or struggled to make your message land, Exactly What to Say will help you master the hidden power of everyday language.

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🔟 Top 10 Lessons from Exactly What to Say by Phil M. Jones

1. “I’m not sure if it’s for you, but…” unlocks curiosity

This non-pushy opener lowers resistance instantly. It sparks interest by offering the listener a safe out while subtly inviting them in.

2. “Just imagine…” activates visualization

When you want someone to believe in a future possibility, ask them to picture it. The phrase taps into imagination, emotion, and buy-in.

3. “How would you feel if…” triggers empathy and emotion

This question reframes logical resistance into emotional consideration—especially useful for shifting objections into agreement.

4. “What happens next…” keeps momentum alive

Rather than asking yes/no questions, this phrase propels the conversation forward and assumes collaboration.

5. “Most people…” builds social proof

When you’re unsure how to influence a decision, show what others in a similar situation chose. People follow the crowd when uncertain.

6. “Before you make up your mind…” invites open thinking

Instead of demanding a decision, this phrase keeps the door open, allowing your message to land without confrontation.

7. “If I can, will you?” creates micro-commitments

This conditional close is a timeless negotiation tactic. You offer a solution—if they commit in return. It feels fair and reciprocal.

8. “A lot of people are surprised to learn…” overcomes bias

When challenging assumptions, this phrase gently introduces new information without making the listener feel wrong or attacked.

9. “You have three options…” simplifies decisions

People hate feeling overwhelmed. By offering three choices (with one as your target), you steer outcomes while preserving autonomy.

10. Words are tools. The key is timing and delivery.

Jones reminds us that influence isn’t just about having the right script—it’s about when and how you say it. Context is king.

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✍️ Final Thoughts

Exactly What to Say is not about memorizing sales tricks—it’s about mastering the micro-moments that shape human behavior. Phil M. Jones gives readers a set of linguistic tools that feel subtle but drive significant impact. Whether you’re closing a deal, persuading a client, or navigating a tough conversation, these magic words can shift the outcome in your favor—without ever sounding scripted.

If you want to lead with more confidence, sell with more integrity, and speak with more impact, this book belongs on your desk, not your shelf.