What to Say to Get What You Want & How We Judge People Based on How They Talk

Rejection-Free

Phil Jones introduces methods to communicate ideas without facing rejection. By using phrases like "most people" and "how open-minded would you be," he explains how to create a sense of collective agreement and curiosity. This approach minimizes the fear of rejection and encourages open-mindedness in conversations 1 2.

By asking people how open-minded they would be gives you almost a rejection-free way of being able to introduce your idea to somebody without them saying no.

--- Phil Jones

Jones emphasizes that presenting ideas where "no" is not an option allows for exploration and potential acceptance 1.

   

Ethical Guidance

Jones discusses the ethical responsibility of guiding people towards decisions. He stresses that influencing decisions should be aimed at benefiting the other person, not just achieving a sale. Using the metaphor of selling ice to a polar bear, he highlights the importance of ensuring the consumer's satisfaction and long-term happiness 3 4.

We have a responsibility when you know how to be able to influence decision, to use it for good reasons and not for bad reasons.

--- Phil Jones

Jones believes that success in sales should be measured by the consumer's positive outcome rather than just closing the deal 4.

   

Prepared Responses

Having pre-prepared responses for common questions is crucial for effective communication. Jones points out that the worst time to think about what to say is in the moment, advocating for preparation to handle repetitive questions efficiently. He suggests that knowing the questions you will be asked and having ready answers can significantly improve communication outcomes 5 6.

What are the things they know they're going to need to talk about? What are the questions they know they're going to be asked? And wouldn't it make sense to have something that says, when this happens, I'm ready for it?

--- Phil Jones

This approach helps regain control in conversations, especially when facing objections 6.

   

Powerful Phrases

Jones reveals specific phrases that can influence others and improve communication. He explains that words like "before you make your mind up" can reopen closed conversations and introduce new evidence. Additionally, he emphasizes the importance of knowing exactly what to say and when to say it to achieve desired outcomes 2 7.

Knowing that but pretty much negates what was said prior to it. I can introduce just about anything to just about anybody completely rejection-free by saying, I'm not sure if it's for you, but what we've now got is the ability for them to hear in their mind's eye.

--- Phil Jones

Jones's insights are based on extensive experience and observation of successful communication patterns 7.