10 Powerful Phrases of Persuasion

These phrases of persuasion come from the book, “Exactly What to Say: The Magic Words for Influence & Impact,” by Phil M Jones.
For dramatic improvement of results sometimes we have to look to the small things, the minor adjustments which create vastly different results. I remember learning somewhere how this is true with the sport of golf. If you’re hitting the ball hundreds of meters to the left off your target the issue may be present in how your club is angled. With millimeter adjustments to the clubs angle will results in hundreds of meters difference after the ball has traveled its distance. The same concept can be applied towards to words that you are using in your day to day interactions. The book has helped me understand how several tweaks of our words can produce better results in our conversations. Its the subtle changes that sometimes produce the most significant results.
Words are subtle, words are power.
Video Version here: 10 Phrases for persuasion
What’s up internet? My name is TridentLion & welcome to this book summary.
The reason I initially read this book is because it was recommended to me by a fellow sales rep, a beast at closing deals. When a top producer in your field recommends something its best to at least take a look. Salespeople, business owners, & entrepreneurs might be the most common audience for this book but that doesn’t mean it can be valuable for a larger spectrum of people. Anyone looking for more personal success with regards to conversations & human interacts can benefit from this book. It is a create easily short read in fact the audiobook is just over an hour long, that means within a few commutes to work the book with be completed. Here’s a link for the book: Exactly What to Say
Now let’s jump back into the summary.
  1. Working in sales I am someone bias to the phrases because I see how they can be used in sales situations. For example the 1st phrase “I’m not sure if it’s for you but…” I immediately think of the sales psychology known as “the takeaway.” When you take it away it takes the pressure off, sparks the clients curiosity, & gets the client to listen more without being defensive. I can see how it is useful in other situations as well. Maybe you have an idea that you would like to share with your family, if my kids told me “Hey, I’m not sure if you’ll be on board with this idea but…” They would of gotten my attention. Ending this phrase with “but” tells the person your are talking to that there is a chance what you’re saying to them is valuable so they better at least have a listen.
  1. The next phrase plays on people desire to be open minded. We have a large spectrum of humans from the very closed minded to very open minded. However everyone is opened minded towards somethings. For example, people are open minded about how to make there life better, there health better, there relationships better, etc… Most people would like to be open minded so when you start of introducing your new idea saying “how opened minded are you?” This will sway people towards the thing you would like them to support. Now this doesn’t guarantee people will side with your opinion or idea, especially if your idea is total crap! You’re not learning how to hypnotize people. But the idea is to give you the best “at bat.” However it will always better to present your idea/product/service/opinion/etc to someone when you have there full attention, ears, and there mind is open.
  1. If you can move a persons position from one of certainty to one of doubt, you’ll have greater control over the conversation. We’ve all interacted with people that think they know everything. They want to debate you, lecture you on whatever idea or product you’re presenting to them. Of course you don’t want to butt heads with this type of person because that will get you nowhere. A better way of dealing with the “I know everything,” mentality is to question the knowledge on which there opinion was founded.  Ask them “What do you know?” What do you know about this? What do you know about how my product works? What do you know about how this is valuable for people in your situation? In sales I’ve found this phrase(What do you know?) to work great because it will usually result in one of two things. Either the client will sell themselves by talking about how valuable it is for others and how it could be valuable for them. All the salesman have to do is ask for the order, ask them how they would like to purchase it. The other result is that the client will reveal how little they actually know, which will help the client realize there opinion is not 100% correct. That inner doubt can make a client far more receptive to change.
  1. Another phase calls out peoples emotions and suppresses the logic thinking brain from the conversation. “How would you feel if?” People makes decision all day long based on it either “feeling right,” or not. So if you can get your client to feel right about your product or service your chances of success are greater. Imagine if your presenting your dream vacation to your spouse, “How would you feel to be with me eating fresh Italian food on the coast of Sicily?” Creating future scenarios using the phase “how would you feel,” gets people excited about their future and gives them reason to moves towards the good and away from the bad. Contrast will increase your chances in getting someone to take action. For example lets talk again about dream vacation being presented to your spouse. Along with asking, “how would you feel if we were eating Italian food in Sicily?” You can also ask, “How would you feel if we went our whole life never actually getting to our dream vacation spot and now were too old, sick or dead to go there?” Remember, fear of loss is more powerful than the hope for gain, but contrast of both of them is the most powerful of all.
  1. The next phase is “Just Imagine…” Every single decision every human being has made has been made first internally. Before your spouse says “yes” to getting married, they first said “yes” in there mind, that they would marry you. For you to make a decision you first have to see yourself making the decision in your mind. In sales I’ve known this concept to be “putting your prospects in the picture.” Here’s some examples that come to mind: “Just imagine how this could benefit you and your family.” “Just Imagine how this idea could be valuable for us.” “Just imagine driving our new family car knowing we are safe & secure.” Just imagine how wealthy we can be in the next 18 months.” In sales I’ve noticed how many people imagine all the ways how your my product or service is not for them. And if I do not put them in the picture, then my client will remain with the same opinion they had before interacting with me. Because they never imagined themselves with my product or service. Also as a side note for sales, your prospects have to see, they have to imagine how beneficial it is for them to have now with there current life situation. Imagining having it later, is almost the same of imagine having it never. Tomorrow is not guaranteed and people current situation is always changing. So this brings to mind the concept we mentioned in the previous phrase regarding how important contrast is. So a great contrast to implement when using the phrase “just imagine” is to have them imagine both sides. For example, “just imagine you eating healthy & exercising regularly starting today.” Now for contrast, “Just imagine if you never begin to eat healthy & exercise. Just imagine procrastination taking hold of your life.” You can always interweave the other phrase together. For example you can follow up by asking the “How would you feel if,” question. “How would you feel if you ended procrastination today and went for a jog?” “How would you feel after a great healthy lunch?” This is my wife’s low key strategy to help me be healthier, lol. She’s never read this book until I did this summary I guess she intuitively knows how to get me to take action.
  1. The next phase is “When would be a good time?” This phrase will help you overcome the challenge of getting someone seriously take a look at your idea, business, proposal, etc… What I like about the phrase is that it demands a specific time & place. If your potential client says something like “sometime soon,” or sometime later,” or “in the near future.” What they are really saying is “most likely never.” Now if you are asking someone out on a date and you want to lock down a specific time and place this is a great question to ask. If they respond with a blunt, “never,” its a pretty sick burn. Consider then evaluating the situation if they are playing hard to get, if they haven’t seen enough reasons to date you yet, or if they actually want nothing to do with you ever. The dating world I’ve been out of for over 8 years now so I’m not the best at giving advice when it comes to that, but what I can say with confidence is make sure you are not wasting your time. Don’t waste your time in the dating world nor in the business world. Find the clients that are for your product or service and lock down a specific time with the phase “When will be a good time for you?” So they can hear you out and do business with you. This phase prompts the other person to assume that there will be a good time and the no isn’t an option.
  1. When presenting your idea/product/service to someone re frame from asking “Do you have any questions?” Most peoples automatic response is “no,” even if that indeed have additional questions. Additional questions that can make or break them from making the decision you most desire. Instead assume they have additional questions and ask them, “What questions do you have for me?” This creates the subconscious suggestion to the other person that they should have additional questions & should feel inclined to ask them. When you ask people, “Do you have any questions?” The path of least resistant is to say “no,” it’s easier and weirdly enough it makes the other person not think of himself as stupid for not knowing everything. When you ask others questions think how you can ask the question to generate a specific result rather than a yes or a no. In the book the author gives an example with getting someones phone number. Rather than asking “can I have your phone number?” instead assume the yes and ask “what is the best number to contact you at?”
  1. The “If… Then,” sandwich phrase. If blah blah blah, then blah blah blah. We have speech and listening patterns that are pre-programmed in us since childhood. We have repetitive patterns of words which we receive through to our adolescence creating habits, systems inside our belief systems, that we lean on in order to support our personal decision making process. The “If… Then,” sandwich has been around since childhood, think about it. “If you don’t eat your dinner then you won’t get desert.” If you don’t clean your room then you will be grounded.” “If you don’t get a drivers license then you don’t have the freedom to drive where you want when you want.” Think of ways that you can incorporate the “If… Then” sandwich with whatever idea/product/service you’re presenting. For example if you are selling life insurance you can say “If you take care of your life insurance now, then you and your family will have the coverage and piece of mind that you deserve.”
  1. Most people in the world are sheep. They simply follow the herd. When someone is indecisive they are basically procrastinating. Uttering the phrase “most people,” in your presentation is can help sway the indecisive prospect towards making the decision that most people follow. Be a conversational shepherd. For example let’s say you are trying to get friends and family to listen an idea of yours. You can say “most people that I’ve told this idea to thought it was fantastic.” If you’re selling something, clients take great confidence in knowing that a lot of other people like them benefited from your product or service. Most people act and behave like most people. So when you tell someone most people do what your telling them, if its sincere, they’ll believe you and tell themselves that they are like most people and that they should do what your telling them. In sales when I say most people, it is all in context to the specific client your dealing with. If your selling an accountant, most accountants benefit from my product or service because of x,y, & z. If your client is a single mom, most single moms have my product because of x,y, & z. You see my point? To be a sales professional though you should just lie or B.S. your clients. But instead genuinely discover how you your product or service is valuable for them. But as long as you have the correct prospects in front of you, you won’t run into the issue of your product not being for them. You want to talk to the customers who your product or service is for. Maybe in the future I’ll make a video discussing more about sales but for now let’s move on to the next phrase.
  1. “The good news,” this phrase provides you with a tool to spin a negative into a positive using a technique known as labeling. By starting a sentence off with “the good news…,” you cause people to face forward with optimism and suppress negative energy from the conversation. By you bringing more positive words to the conversation you can shift the balance in people thoughts. For example let’s say you have children and your youngest child is struggling completing their homework. You can say “The good news is all your siblings struggled with homework, and with time and dedication they were able to complete it just as you can.”
“Exactly What to Say: The Magic Words for Influence & Impact” by Phil M Jones. This book is comprised of 23 phases, each phrase containing 1 to 8 words, which you can use in various social interactions to be more persuasive, get what you want, or just be heard. On this summary I won’t tell you every single phrase with in depth examples because that would be basically taking the whole book from Phil M. Jones. After all it is a short to the point read, a full summary is the whole book lol. But here I provided you with 10 of the 23 phrase. 10 potent phrases that can make a significant improvement in your day to day conversations. Comment below what you phrase stood out to you the most. If you are new to the channel please hit the subscribe button now as well as the notification bell so you can actually see future uploads. Thank you so much for watching & until the next blog remember… Always be learning, always be creating, & always be inspired!

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