Exactly What to Say by Phil M Jones

Pg 13 When introducing a brand-new idea to a stranger, friend, prospect or team member, using the words, "How open-minded are you?" and following up that sentence with a scenario you want them to opt into allows you to naturally attract people toward the very thing that you are looking for their support with

Pg 23 Motivation stems from the 2 latin words "Motivus" (reason) and "action". The simple definition is "a reason to move or a reason to do"

Pg 36 Dont ask them what they thought about what you asked them to look at, swap that question with "So, what do you like about it?" and watch them list the good-news reasons.

Pg 46 A simple change of wording puts you in control. Swap the phrase, "Do you have any questions?" with the improved "What questions do you have for me?"

Pg 48 Swap the phrase "Can I have your phone number ?" and replace it with "Whats the best number to contact you at?". The first questions gets you a Yes or No. Second question doesn't leave an out.

Pg 94 Moving somebody from a "no" to a "yes" is nearly impossible. Before you can move someone to full agreement, your first action is to move them to a position of "maybe"

Pg 117 People say thank you when they feel they owe you something. This is the best time to ask for someones help.

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