Insights from ‘Exactly What to Say’ by Phil Jones Flashcards
What are ‘Magic Words’ as described by Phil Jones?
Magic Words are sets of words that speak directly to the subconscious brain, influencing decision-making by triggering preprogrammed responses.
Fill in the blank: ‘What do you know about _______?’
the magic words of persuasion
True or False: The phrase ‘What do you know about…’ prompts the recipient to reflect on their existing knowledge and identify gaps.
True
How does the question ‘How open-minded are you…?’ impact the listener?
It prompts the listener to appear open-minded, making them more likely to listen to new ideas or products.
Comparison: How is ‘Just imagine…’ similar to ‘Once upon a time’ in storytelling?
Both phrases activate the brain’s imagery response, encouraging the listener to visualize the scenario.
What is the purpose of the phrase ‘How would you feel if…?’ in persuasion?
It creates contrast between the listener’s current state and a desirable outcome, increasing their motivation to act.
Fill in the blank: ‘The way I see it, you have ______ options…’
three
Why does presenting three options with the preferred choice last increase its likelihood of being chosen?
Presenting the preferred choice last makes it stand out as the easiest, most appealing option after less desirable choices.
True or False: Phil Jones recommends pushing for an immediate decision from the prospect to prevent decision delay.
True
Application: How would you use ‘The way I see it, you have three options…’ to sell a product?
List two difficult or less appealing options followed by your product as the simplest, most advantageous choice.
Why are ‘Magic Words’ effective in influencing decisions?
They engage the subconscious mind, which often makes decisions without deep analysis, driving actions more instinctively.
Fill in the blank: ‘_________ at the right time can make all the difference.’
The right words
