LEARN "Exactly What to Say"

The book Exactly What to Say (2017) shows how words affect our daily encounters and how powerful they are. This book is highly recommended because it gives readers the tools they need to speak effectively and favourably influence others with its practical and actionable language for different scenarios.

1. "I’m Not Sure If It’s for You, But..."

Usage: Introduce ideas or products without pressure.

Example: "I’m not sure if it’s for you, but this membership has helped many people save a lot on their monthly expenses."

2. "How Open-Minded Are You?"

Usage: Encourage openness to new ideas or suggestions.

Example: "How open-minded are you about trying a new strategy to increase our sales?"

3. "What Do You Know About...?"

Usage: Challenge someone's knowledge gently, prompting them to rethink their stance.

Example: "What do you know about the latest trends in digital marketing?"

4. "How Would You Feel If...?"

Usage: Create emotional responses and envision future scenarios.

Example: "How would you feel if we could double our sales within six months?"

5. "Just Imagine..."

Usage: Paint a vivid picture to help others see potential benefits or outcomes.

Example: "Just imagine the impact this new software could have on our productivity."

6. "When Would Be a Good Time?"

Usage: Schedule follow-ups or meetings without pressure.

Example: "When would be a good time for us to discuss the next steps?"

7. "I’m Guessing You Haven’t Got Around To..."

Usage: Follow up on tasks or commitments without confrontation.

Example: "I’m guessing you haven’t got around to reviewing the proposal yet?"

8. "You Have Three Options..."

Usage: Simplify decision-making by presenting limited choices.

Example: "You have three options: we can either proceed with the current plan, make adjustments based on the new data, or explore a completely different approach."

9. "There Are Two Types of People..."

Usage: Polarize choices to make decision-making easier.

Example: "There are two types of people in this world: those who embrace change and those who resist it. Which one are you?"

10. "I Bet You’re a Bit Like Me..."

Usage: Create rapport and find common ground.

Example: "I bet you’re a bit like me and prefer solutions that are both effective and efficient."

11. "If... Then"

Usage: Create conditional scenarios to guide decisions.

Example: "If we can deliver the project on time, then will you consider extending the contract?"

12. "Don’t Worry"

Usage: Reassure and reduce anxiety.

Example: "Don’t worry, we have everything under control and will meet the deadline."

13. "Most People..."

Usage: Leverage social proof to influence decisions.

Example: "Most people in your position choose to invest in this plan because of its high return rates."

14. "The Good News Is..."

Usage: Reframe negative situations positively.

Example: "The good news is that we have a plan in place to address these issues quickly."

15. "What Happens Next Is..."

Usage: Lead conversations to a clear conclusion.

Example: "What happens next is that we will finalize the details and start the project by Monday."

16. "What Makes You Say That?"

Usage: Address objections without confrontation.

Example: "What makes you say that you’re not ready for this opportunity?"

17. "Before You Make Your Mind Up..."

Usage: Encourage reconsideration and delay final judgments.

Example: "Before you make your mind up, let’s review the benefits one more time."

18. "If I Can, Will You?"

Usage: Create a conditional agreement to overcome objections.

Example: "If I can match the competitor’s price, will you place the order with us today?"

19. "Enough"

Usage: Help people decide on quantities or commitments.

Example: "Would three bottles be enough for you?"

20. "Just One More Thing"

Usage: Add an additional point or request without pressure.

Example: "Just one more thing, could you refer us to anyone else who might benefit from our services?"

21. "A Favor"

Usage: Request help or referrals in a non-threatening way.

Example: "Could you do me a small favor and introduce me to your network?"

22. "Just Out of Curiosity"

Usage: Preface direct questions to get honest answers.

Example: "Just out of curiosity, what’s holding you back from making a decision today?"

 

Contexts and Examples for Using Magic Words

1. "I’m Not Sure If It’s for You, But..."

Context: When introducing a new product, service, or idea to someone without making them feel pressured.

Example: When discussing a new project management tool with a colleague who is hesitant to try new software.

Usage: "I’m not sure if it’s for you, but this project management tool has helped other teams streamline their workflows significantly."

2. "How Open-Minded Are You?"

Context: When proposing a new idea or change that might be met with resistance.

Example: When suggesting a new marketing strategy to a team.

Usage: "How open-minded are you about exploring a new approach to our social media campaigns?"

3. "What Do You Know About...?"

Context: When someone is resistant or sceptical about an idea or topic.

Example: When discussing the benefits of a new technology with a client who is doubtful.

Usage: "What do you know about the latest advancements in artificial intelligence and how they can improve customer service?"

4. "How Would You Feel If...?"

Context: When trying to elicit an emotional response to help someone see the benefits or consequences of a decision.

Example: When persuading a client to invest in a new security system.

Usage: "How would you feel if this new security system could prevent potential data breaches and protect your company’s sensitive information?"

5. "Just Imagine..."

Context: When you want someone to visualize the positive outcomes of an idea or product.

Example: When selling a vacation package to a customer.

Usage: "Just imagine spending your evenings relaxing on the beach, watching the sunset over the ocean."

6. "When Would Be a Good Time?"

Context: When scheduling a follow-up meeting or call without seeming pushy.

Example: When trying to set up a second meeting with a prospective client.

Usage: "When would be a good time for us to discuss the details of the proposal further?"

7. "I’m Guessing You Haven’t Got Around To..."

Context: When following up on a task or request that someone has likely not completed yet.

Example: When checking in with a colleague about a report they were supposed to review.

Usage: "I’m guessing you haven’t got around to reviewing the report yet?"

8. "You Have Three Options..."

Context: When helping someone make a decision by presenting limited, clear choices.

Example: When offering solutions to a client’s problem.

Usage: "You have three options: we can proceed with the current plan, modify the strategy based on new data, or explore an entirely new approach."

9. "There Are Two Types of People..."

Context: When simplifying a decision by polarizing choices.

Example: When motivating a team to embrace change.

Usage: "There are two types of people: those who resist change and those who see it as an opportunity for growth. Which one are you?"

10. "I Bet You’re a Bit Like Me..."

Context: When trying to build rapport and find common ground.

Example: When connecting with a new colleague.

Usage: "I bet you’re a bit like me and appreciate clear, concise communication."

11. "If... Then"

Context: When creating conditional scenarios to guide someone towards a decision.

Example: When negotiating project terms with a client.

Usage: "If we can agree on this timeline, then we can ensure the project is completed by the end of the quarter."

12. "Don’t Worry"

Context: When reassuring someone who is anxious or uncertain.

Example: When calming a client worried about a project delay.

Usage: "Don’t worry, we have a contingency plan to ensure everything stays on track."

13. "Most People..."

Context: When using social proof to influence decisions.

Example: When convincing a customer to try a new product.

Usage: "Most people who try our product find that it greatly improves their daily efficiency."

14. "The Good News Is..."

Context: When reframing a situation positively.

Example: When addressing a team about a project setback.

Usage: "The good news is that we’ve identified the issue early and have a plan to resolve it quickly."

15. "What Happens Next Is..."

Context: When guiding someone through the next steps in a process.

Example: When closing a deal with a client.

Usage: "What happens next is we’ll finalize the contract and schedule our kick-off meeting."

16. "What Makes You Say That?"

Context: When addressing objections or concerns without being confrontational.

Example: When a customer expresses doubt about a product’s effectiveness.

Usage: "What makes you say that you’re not sure the product will work for you?"

17. "Before You Make Your Mind Up..."

Context: When encouraging someone to reconsider or delay their final decision.

Example: When a client is hesitant to commit to a service.

Usage: "Before you make your mind up, let’s go over the benefits one more time."

18. "If I Can, Will You?"

Context: When overcoming objections by addressing specific concerns.

Example: When a customer hesitates to buy due to price.

Usage: "If I can offer you a discount, will you proceed with the purchase today?"

19. "Enough"

Context: When helping someone decide on quantities or levels of service.

Example: When a customer is unsure about how much of a product to order.

Usage: "Would six units be enough for your initial order?"

20. "Just One More Thing"

Context: When adding an additional point or request without pressure.

Example: When wrapping up a sales meeting.

Usage: "Just one more thing, could you consider referring us to anyone who might benefit from our services?"

21. "A Favor"

Context: When asking for help or a small task from someone.

Example: When requesting a referral from a satisfied client.

Usage: "Could you do me a small Favor and share your positive experience with a colleague who might benefit from our services?"

22. "Just Out of Curiosity"

Context: When seeking honest feedback or uncovering true reasons behind decisions.

Example: When a customer hesitates to commit to a product.

Usage: "Just out of curiosity, what’s holding you back from making the decision today?"

Here is the Importance and Impact

1. "I’m Not Sure If It’s for You, But..."

Importance: Lowers the pressure on the listener, making them more open to considering your suggestion. It removes the fear of rejection and piques curiosity. Impact: Increases the chances of engagement by making the listener feel that they have a choice without feeling pressured.

2. "How Open-Minded Are You?"

Importance: Appeals to people's desire to see themselves as open-minded, which naturally inclines them to be more receptive to your ideas.

Impact: Shifts the odds in your Favor by making it difficult for the listener to say they are closed-minded, thus encouraging them to consider your proposition.

3. "What Do You Know About...?"

Importance: Softly challenges the listener's knowledge and prompts them to re-evaluate their stance based on the information you provide.

Impact: Transforms resistance into curiosity, opening up a dialogue that allows you to present your case more effectively.

4. "How Would You Feel If...?"

Importance: Creates an emotional connection by making the listener envision the positive outcomes of a scenario.

Impact: Engages the listener's emotions, making them more likely to take action based on the envisioned positive results.

5. "Just Imagine..."

Importance: Helps the listener visualize a scenario, making abstract benefits more concrete and compelling.

Impact: By creating a vivid mental picture, you make the benefits of your proposal more tangible and attractive.

6. "When Would Be a Good Time?"

Importance: Encourages commitment by assuming that there is a good time to follow up, removing the option of outright refusal.

Impact: Facilitates scheduling follow-ups and meetings, ensuring that the conversation continues at a later date.

7. "I’m Guessing You Haven’t Got Around To..."

Importance: Allows you to follow up on tasks without making the listener feel defensive or guilty.

Impact: Keeps the conversation constructive and focused on moving forward rather than dwelling on what hasn’t been done.

8. "You Have Three Options..."

Importance: Simplifies decision-making by presenting limited, clear choices, making it easier for the listener to choose.

Impact: Helps the listener focus on the most viable options, guiding them towards a decision that aligns with your desired outcome.

9. "There Are Two Types of People..."

Importance: Creates a dichotomy that simplifies decision-making and aligns the listener with the positive choice.

Impact: Makes the decision-making process straightforward, often leading the listener to choose the more favourable option.

10. "I Bet You’re a Bit Like Me..."

Importance: Builds rapport by finding common ground and creating a sense of similarity between you and the listener.

Impact: Establishes trust and connection, making the listener more receptive to your ideas and suggestions.

11. "If... Then"

Importance: Sets up conditional scenarios that guide the listener towards a desired action by linking it to a specific benefit.

Impact: Creates logical and straightforward pathways for decision-making, making it easier for the listener to agree to your proposal.

12. "Don’t Worry"

Importance: Provides reassurance, reduces anxiety, and makes the listener feel more comfortable and confident.

Impact: Helps calm nerves and fosters a positive, trusting atmosphere in high-stress or uncertain situations.

13. "Most People..."

Importance: Leverages social proof, making it easier for the listener to follow a course of action that others have taken.

Impact: Uses the influence of the majority to make the listener feel more comfortable and validated in their decision.

14. "The Good News Is..."

Importance: Reframes negative situations positively, helping to maintain a constructive and optimistic dialogue.

Impact: Shifts the focus from problems to solutions, keeping the conversation positive and forward-moving.

15. "What Happens Next Is..."

Importance: Provides clear direction and next steps, eliminating ambiguity and facilitating action.

Impact: Ensures that the listener knows exactly what to expect and what to do next, promoting decisive action.

16. "What Makes You Say That?"

Importance: Addresses objections by prompting the listener to explain their reasoning, providing you with valuable insights.

Impact: Helps you understand the listener's concerns more deeply, allowing you to address them more effectively.

17. "Before You Make Your Mind Up..."

Importance: Encourages the listener to reconsider or delay a final decision, giving you more time to present your case.

Impact: Keeps the conversation open and ongoing, increasing the chances of changing the listener's mind.

18. "If I Can, Will You?"

Importance: Creates a conditional agreement that addresses the listener’s specific concerns and leads to a commitment.

Impact: Overcomes objections by offering solutions that make it easier for the listener to agree to your proposal.

19. "Enough"

Importance: Helps guide the listener towards a decision on quantity or level of service without overwhelming them.

Impact: Simplifies the decision-making process and often leads to a higher commitment level.

20. "Just One More Thing"

Importance: Adds an additional request or point without overwhelming the listener, often leading to incremental commitments.

Impact: Keeps the conversation alive and opens the door to further agreements or actions.

21. "A Favor"

Importance: Facilitates requests for help or small tasks, leveraging the listener’s willingness to assist.

Impact: Gains cooperation and support from others in a non-threatening way, often leading to new opportunities and referrals.

22. "Just Out of Curiosity"

Importance: Prefaces direct questions non-confrontationally, encouraging honest and open responses.

Impact: Uncovers true motivations and concerns, providing you with the information needed to address them effectively.