Is your job to lead teams, serve members and create impactful moment? Then you might want to consider Exactly What to Say: The Magic Words for Influence and Impact by Phil M Jones. The value proposition with this book is clear: Invest less than 60 minutes to read and, if the learnings are applied, you will gain thousands of hours of more influential conversations. In addition, it will make you think about the words you use in my day-to-day conversations and what kinds of adjustments you can make to shape conversations in favorable ways.
Jones begins the book by sharing his observation that successful people have one thing in common: “they know exactly what to say, how to say it, and how to make it count.” Magic Words are his cataloged collection of the words and phrases that successful people use to influence others in conversations.
“Magic Words are sets of words that talk straight to the subconscious brain. The subconscious brain is a powerful tool in decision-making because it is preprogrammed through our conditioning to make decisions without overanalyzing them. It works a little like a computer—it has only “yes” and “no” outputs and can never land on a “maybe.” It is strong and decisive and moves quickly. Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversation and can result in you getting your own way more often”.
Here are just a few Magic Words for your review:
- I’m not sure if it’s for you but…
- Open-minded (e.g. “Would you be open-minded about giving this a chance?”)
- What do you know?
- How would you feel if…
- Just imagine…
There are many more to find in the book and with more refined explanations. Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count.
Phil Jones has distilled the most important concepts and phrases and made it easy for you so you can focus and get the most benefit from the concepts presented. Exactly what to say is a brilliantly written, easy to read, easy to implement book that should be read by each of your team members.