WORDS FOR INFLUENCE AND IMPACT

There are certain books and conversations I come back to again and again, and Phil M. Jones' Exactly What to Say is one of them. I first discovered his work years ago, and it's one of those resources that never seems to get old because every time I revisit it, I hear something different. As our careers evolve, so do our conversations, and his reminder that the words we choose matter more than we realize is just as relevant today as it was the first time I listened.

One of the biggest mistakes I see in sales isn't that people don't know their product or service. It's that they rely on the same language everyone else is using. They lead with the same value propositions, the same elevator pitches, and the same rehearsed talking points, hoping they'll somehow land differently. The reality is that if you sound like everyone else, your prospect has very little reason to remember you. Great sales conversations aren't built on polished presentations. They're built on curiosity, confidence, and language that invites someone into a discussion instead of making them feel like they're being sold.

That's what I love about Phil's approach. He doesn't teach manipulation or clever sales tricks. He teaches intentional communication. Sometimes the smallest adjustment in how you phrase a question or respond to an objection can completely change the outcome of a conversation. Instead of feeling defensive, your prospect becomes engaged. Instead of trying to convince someone, you create space for them to think differently. Those subtle shifts are often what separate average communicators from exceptional ones.

I also think these lessons extend far beyond sales. Whether you're leading a team, giving feedback, negotiating with a client, or having a difficult conversation at home, the words you choose influence how people receive your message. We often spend hours preparing presentations, proposals, or meeting agendas, but very little time thinking about the actual language we'll use once the conversation begins. Yet that's usually the part people remember.

As we move into the second half of the year, it's a good reminder to evaluate more than your goals or your pipeline. Take a closer look at your conversations. Are you asking questions that create meaningful dialogue? Are you using language that builds trust? Are you making it easy for someone to say yes to the next step? Sometimes the biggest improvement doesn't come from working harder. It comes from communicating with greater intention.

If you haven't watched this conversation with Phil M. Jones recently, I highly recommend revisiting it. Even if you've seen it before, I have a feeling you'll walk away with a new phrase, a new perspective, or a better question that you'll put to use in your very next conversation. And often, that's all it takes to change the outcome.

THIS MONTH’S BLEND

The best communicators don’t rely on one approach; they build their own blend over time.

A little perspective here, a new question there, something they picked up from a conversation, a podcast, or a moment that didn’t go how they expected. It all adds up.

This is where we share what’s been in our cup lately. Sometimes it’s a book or a podcast. Sometimes it’s a small shift that changes how a conversation unfolds. And sometimes it’s something unexpected we haven’t stopped thinking about.

Because great communication isn’t one perfect technique; it’s a blend of ideas, awareness, and experience that shapes how you show up.

✨ Skill to Practice: **The Two-Second Pause**

Most people think confidence comes from having the perfect answer. In reality, confident communicators are comfortable with silence. This month, practice pausing for two seconds before responding to a question. It feels longer to you than it does to everyone else, but those two seconds make you sound more thoughtful, more intentional, and give the other person the feeling that you're truly listening.

🎧 Podcast Recommendation: *How I Built This with Guy Raz*

If you're looking for something inspiring for a walk, flight, or commute, *How I Built This* is one of my favorites. Hearing founders talk honestly about the setbacks, pivots, and moments when they almost quit is a great reminder that success rarely follows a straight line. It's business without feeling like homework.

LISTEN HERE

**Try This: Take Your Morning Coffee Outside**

One of the perks of living in San Diego is that it's hard to resist starting the morning outside. Lately, I've been taking my coffee out on the patio or on a walk by the water before diving into emails or my to-do list. Just five (or thirty-five) quiet minutes with no phone and no distractions has become one of my favorite ways to reset before the day takes over. It's simple, free, and surprisingly effective.

Learn more

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Because sales isn’t just what you say. It’s how you show up. Join us for fresh content, quick wins, and ideas you can put into practice right away.

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