Rd bk Say the right words. Influence with impact

 A

Certainly! Here’s a concise, chapter-by-chapter summary of Exactly What to Say: The Magic Words for Influence and Impact by Phil M. Jones, complete with key phrases and quotes you can use directly:

Chapter 1: Magic Words

• Gist: The right words can influence decisions by speaking directly to the subconscious.
• Key Phrase: “Just imagine…”
• Quote: “Magic Words are sets of words that talk straight to the subconscious brain.”  

Chapter 2: I’m Not Sure If It’s For You, But…

• Gist: Introducing ideas with this phrase lowers resistance and piques curiosity.
• Key Phrase: “I’m not sure if it’s for you, but…”
• Quote: “This phrase reduces pressure and resistance.”  

Chapter 3: How Open-Minded Are You?

• Gist: Encourages receptiveness to new ideas by appealing to the desire to be open-minded.
• Key Phrase: “How open-minded are you?”
• Quote: “When introducing a new idea, start with, ‘How open-minded are you?’”  

Chapter 4: What Makes You Say That?

• Gist: This question helps uncover underlying reasons behind objections or statements.
• Key Phrase: “What makes you say that?”
• Quote: “This phrase prompts the other person to explain their objection.”  

Chapter 5: Just Out of Curiosity

• Gist: Softens inquiries, making them less confrontational and more exploratory.
• Key Phrase: “Just out of curiosity…”
• Quote: “This phrase encourages transparency and reduces defensiveness.”  

Chapter 6: How Would You Feel If…?

• Gist: Invites the listener to visualize positive outcomes, tapping into emotional responses.
• Key Phrase: “How would you feel if…?”
• Quote: “This question helps the listener emotionally connect with the possibility.”  

Chapter 7: What Happens Next?

• Gist: Clarifies the next steps, reducing ambiguity and encouraging commitment.
• Key Phrase: “What happens next?”
• Quote: “This phrase sets clear expectations and prompts action.”  

Chapter 8: If I Could, Would You?

• Gist: Tests willingness to proceed, contingent on overcoming a specific obstacle.
• Key Phrase: “If I could [address concern], would you [take action]?”
• Quote: “This question identifies and addresses potential objections.” ()

Chapter 9: How Does That Sound?

• Gist: Seeks feedback, gauging the listener’s receptiveness to the proposal.
• Key Phrase: “How does that sound?”
• Quote: “This phrase invites input and fosters collaboration.” ()

Chapter 10: What Would It Take?

• Gist: Identifies requirements for agreement, facilitating a path forward.
• Key Phrase: “What would it take for you to [agree/commit]?”
• Quote: “This question uncovers the conditions necessary for agreement.”  

Chapter 11: You Don’t Have to Decide Now

• Gist: Reduces pressure, giving the listener time to consider without feeling rushed.
• Key Phrase: “You don’t have to decide now.”
• Quote: “This phrase alleviates pressure and allows for thoughtful consideration.” ()

Chapter 12: What Would You Like to Do?

• Gist: Empowers the listener to choose the next step, promoting autonomy.
• Key Phrase: “What would you like to do?”
• Quote: “This question gives control to the listener, increasing buy-in.” ()

Chapter 13: The Power of Words

• Gist: Emphasizes the impact of language in shaping outcomes and relationships.
• Key Phrase: “Words are your most powerful tool.”
• Quote: “The right words can influence decisions and build rapport.”  

Chapter 14: Ethical Persuasion

• Gist: Advocates for using these techniques responsibly and with integrity.
• Key Phrase: “Influence with integrity.”
• Quote: “Ethical persuasion builds trust and fosters long-term relationships.”  

These summaries and quotes encapsulate the essence of each chapter, providing you with a structured overview of the book’s key concepts and practical phrases. If you need further details or examples on any specific chapter or phrase, feel free to ask!

A

Here’s a concise version of the best quotes from Exactly What to Say along with a short tagline you can use to capture the book’s essence:

Short Tagline:

“Say the right words. Influence with impact.”

Best Quotes / Magic Phrases:

1. “Just imagine…” – Opens minds and helps people visualize possibilities.
2. “I’m not sure if it’s for you, but…” – Lowers resistance and sparks curiosity.
3. “How open-minded are you?” – Encourages receptiveness to new ideas.
4. “What makes you say that?” – Uncovers objections and reasoning.
5. “Just out of curiosity…” – Softens questions and invites honesty.
6. “How would you feel if…?” – Connects emotionally to outcomes.
7. “You don’t have to decide now.” – Reduces pressure and builds trust.
8. “What would it take?” – Identifies conditions needed for agreement.
9. “What would you like to do?” – Empowers choices and increases buy-in.
10. “Influence with integrity.” – Persuasion should be ethical and respectful.

If you want, I can condense this even further into a 1-line “speech-ready” version that summarizes all the power phrases for quick use in conversation or presentation. It would be literally “exactly what to say” in under 60 seconds.

Do you want me to do that?