Exactly What to Say

Author: Phil M. Jones

There are many possible reasons behind your choice of this book. Perhaps you are a professional salesperson, looking to hone your skills, or perhaps you run your own business, and are looking for a way to achieve what you desire, or perhaps you liked the beautiful design of the book cover, and found yourself drawn to taking a look inside. However, the one thing that is certain to me is that your choice of this book means that you have an open mind about change, and that you are serious about your personal success. During my study of people, human relationships, and business dealings, I was amazed at how some people achieved completely different results from others, despite having the same resources available to all of them. In business, where people have the same products and resources, you find some struggling greatly to get customers, while others continuously achieve more success. Despite their differing orientations and endeavors, successful people – as I have learned – share one thing: they know exactly what to say, how to say it, and how their words can be precise and impactful. This realization made me marvel at the impact that slight changes in words can have on the outcome of an entire conversation, and it prompted me to study the triggers that transform a person's thoughts and beliefs. In 2012, I published a booklet detailing the words I used extensively in my speeches and training courses, a book I am truly proud of; not just because this small book found its place on many bestseller lists, but the more important reason for me is that the people who bought it actually read it, applied what they learned from it, and achieved great results by making simple changes to the words they chose. Allow me to tell you a little about what these influential words are. Influential words are a set of words that directly address the subconscious mind, and the subconscious mind is one of the powerful tools that influence decision-making; it has been pre-programmed by predisposing us to make decisions without over-analyzing them. It is somewhat like a computer, its answers are often "no" or "yes," and you cannot get a "maybe" answer from it; it is powerful, decisive, and quick to respond. Using words that penetrate directly into that part of the brain that has no room for possibilities, and responds involuntarily, gives you a fair chance during a discussion, and enables you to achieve the results you desire.