Book Review: “Exactly What to Say” by Phil M. Jones – A Comprehensive Guide to Effective Communication and Persuasion

“Exactly What to Say: The Magic Words for Influence and Impact” is a book that delves into the art of communication and how to use language effectively to persuade and influence others. Written by Phil M. Jones, a sales expert, and trainer, the book is based on the premise that words have power and the right words, spoken at the right time, can make all the difference in achieving success.

Key Takeaways

The book is divided into three parts, each focusing on a different aspect of communication. The first part deals with the importance of language in influencing others and the role of words in shaping our thoughts and actions.

Jones emphasizes the need to choose our words carefully and to be mindful of the impact they can have on those around us. He also stresses the importance of understanding the mindset and perspective of the person we are communicating with and adapting our language accordingly.

The second part of the book focuses on the art of persuasion and how to craft compelling messages that are likely to be well-received by the audience. Jones provides tips and techniques for creating powerful headlines, using storytelling to convey a message, and handling objections effectively. He also discusses the importance of body language and nonverbal cues in influencing others and offers practical advice on how to use them effectively.

The final part of the book covers the art of presentation and how to deliver effective presentations that engage and persuade the audience. Jones provides tips on how to structure a presentation, how to use visual aids effectively, and how to handle questions and objections from the audience. He also discusses the importance of preparation and practice in delivering a successful presentation.

Quotes from this book

Here are a few quotes from the book that highlight some of the key ideas:

1. “The words you use are the tools you have to influence the thoughts and actions of others. It’s important to choose them wisely.”
2. “Your words are the triggers that set off the thoughts and actions of those around you. If you can control the words you use, you can control the thoughts and actions of others.”
3. “To influence others, you need to understand their mindset and perspective. Only then can you adapt your language to match their way of thinking.”
4. “Storytelling is a powerful way to convey a message because it engages the emotions of the listener and helps them see the message from a different perspective.”
5. “To persuade others, you need to understand their objections and address them directly. Otherwise, you’ll leave them feeling frustrated and resistant to your message.”

Conclusion

Overall, “Exactly What to Say” is a valuable resource for anyone looking to improve their communication skills and achieve success in both their personal and professional lives. Whether you’re a sales professional, a manager, or just looking to improve your communication skills, this book is sure to have something to offer.

It provides practical tips and techniques for crafting effective messages, making compelling presentations, and handling objections, and is filled with examples and case studies to illustrate the principles in action.