Exactly What to Say by Phil M Jones is a book that provides readers with the exact words to say in order to achieve success in their personal and professional lives. The book is based on the idea that the right words can make all the difference in persuading someone to take action, closing a deal, or simply making a good impression. In this book summary, we will explore the key ideas and strategies presented in the book, and provide a chapter-by-chapter summary to help you get the most out of this powerful resource.
Chapter 1: The Power of Words
The first chapter of Exactly What to Say introduces the idea that the right words can have a profound impact on our lives. Jones argues that the words we use can either build up or tear down relationships, and that knowing what to say can make all the difference in achieving success. The chapter also provides examples of how the right words can be used to persuade, influence, and motivate others.
Chapter 2: The Four Unbreakable Laws of Selling
In the second chapter, Jones introduces the four unbreakable laws of selling. These laws are based on the idea that selling is not about manipulating or coercing others, but rather about building trust and establishing a relationship. The four laws are:
- The Law of Prioritization: The most important thing is to prioritize the needs of the customer above your own.
- The Law of Authenticity: Be genuine and authentic in your interactions with others.
- The Law of Consistency: Consistently deliver on your promises and follow through on your commitments.
- The Law of Reciprocity: Give before you get. Provide value before asking for anything in return.
These laws provide a foundation for building strong relationships and achieving success in any sales or persuasion context.
Chapter 3: The Four Types of Conversations
In the third chapter, Jones introduces the idea that there are four types of conversations that we have with others. These are:
- Transactional: These are conversations where we exchange information or complete a task.
- Informational: These are conversations where we gather information or learn something new.
- Transformational: These are conversations where we change someone’s mind or perspective.
- Transcendent: These are conversations where we connect with someone on a deeper level and experience a sense of shared meaning or purpose.
Understanding these different types of conversations can help us become more effective communicators and build stronger relationships with others.
Chapter 4: The Four Levels of Communication
In the fourth chapter, Jones introduces the idea that there are four levels of communication. These are:
- Informational: This is the most basic level of communication, where we share information with others.
- Persuasive: This level involves using language to persuade or influence others.
- Transformational: This level involves using language to inspire and motivate others to take action.
- Transcendent: This level involves using language to connect with others on a deeper level and create a sense of shared meaning or purpose.
Understanding these different levels of communication can help us become more effective communicators and build stronger relationships with others.
Chapter 5: The Four Components of a Great Conversation
In the fifth chapter, Jones introduces the idea that there are four components of a great conversation. These are:
- Engagement: This involves creating a connection with the other person and building rapport.
- Interest: This involves creating curiosity and piquing the other person’s interest.
- Value: This involves providing the other person with something of value, such as information or insights.
- Action: This involves inspiring the other person to take action and achieve their goals.
Understanding these different components can help us become more effective communicators and build stronger relationships with others.
Conclusion
Exactly What to Say by Phil M Jones is a powerful resource for anyone looking to improve their communication skills and build stronger relationships with others. The book provides a foundation for understanding the power of words and the importance of building trust and establishing a relationship with others. By following the strategies and techniques presented in the book, readers can become more effective communicators and achieve success in their personal and professional lives.
Interested in reading the whole book?
Buy the book “Exactly What to Say” on Amazon
