How Phil M. Jones’ “Magic Words” Changed the Way I Handle Sales Conversations
- Kara Moll
- Sep 18
- 3 min read
Sales conversations in today’s market can feel like navigating a minefield.
Maybe you’re on the phone with a potential seller, heart racing as they question your pricing strategy. Their tone is sharp, skeptical, and you feel the conversation slipping away. Or maybe you’re meeting a buyer who’s burned out, scrolling through endless listings, unsure if they’ll ever find “the one.”
One wrong word, and trust evaporates.
Enter Phil M. Jones, author of Exactly What to Say, whose “Magic Words” have reshaped how I handle sales conversations, and have helped thousands of agents do the same. These precise phrases turn tense moments into opportunities for connection.
In this post, I’m excited to share with you how Phil’s words transformed my approach, plus how you can master sales conversations to stand out.
Why Sales Conversations Are Tougher Than Ever
Today’s market is a pressure cooker. Buyers are exhausted from endless options, sellers are hesitant about unpredictable pricing, and every agent is fighting to prove their value. Here’s why sales conversations feel like walking a tightrope:
Client Hesitation: Uncertainty over pricing or timing stalls deals.
Trust Gaps: Clients question agents’ value in a crowded field.
High Stakes: One misstep can lose a lead or referral.
These challenges make every word count. You can’t rely on scripts anymore. You need language that connects and converts.
How Phil M. Jones’ Magic Words Changed My Approach
Phil’s Exactly What to Say framework, trusted by over two million professionals, offers “Magic Words” that transform sales conversations with precision and empathy. Here are five that have reshaped my approach to sales conversations:
“Don’t worry”: This instantly calms clients by triggering childhood comfort memories, reducing tension. Example: “Don’t worry, we’ve handled pricing concerns like yours many times.”
“Two types of people”: Because no one wants to pick the wrong option. Example: “There are two types of people, those who understand what’s at stake in this fickle market and list now with our proven strategy, or those who wait and risk losing time and money as the market continues to shift?”
“How would you feel if”: Gains agreement before revealing the ask, making clients receptive. Example: “How would you feel if I scheduled a market analysis for your home this week?”
“Just imagine”: Paints vivid outcomes, sparking emotional buy-in. Example: “Just imagine moving into your dream home, perfectly suited to your family’s needs.”
“What makes you say that”: Uncovers objections’ roots, opening dialogue. Example: “It’s too expensive—what makes you say that?”
These ‘Magic Words’ phrases make sales conversations feel curious and natural, not pushy. They’ve turned clients’ toughest moments into opportunities, and I can’t wait for you to try them.
3 More Strategies for Your Sales Conversations
Ready to elevate your sales conversations? These communication tips, inspired by Phil’s Exactly What to Say, will help you connect and convert:
Open with Curiosity: Start with “When would be a good time to strategize about your timeline and plans?” to uncover client needs and set a collaborative tone.
Handle Objections: When clients hesitate, say, “I hear you—how open are you to exploring what fits your goals,” to keep talks moving.
Close Confidently: Use “What happens next is we move forward with our partnership.” to guide clients toward decisions.
These strategies turn sales conversations into lasting client relationships. They’re simple, ethical, and incredibly effective. Try them and see the difference.
Words Are Your Superpower
Phil M. Jones’ “Magic Words” aren’t just clever phrases—they’re a game-changer for sales conversations. They give you the confidence to navigate any market challenge, turning hesitant clients into loyal partners.
In a world where trust is everything, your words are what make you unforgettable.
Ready to Master Your Sales Conversations?
Want to wield “Magic Words” like a top producer?
Join Phil M. Jones and me in Chicago on October 9–10, 2025, for a 2-day intensive at The Metropolitan Club. Master Exactly What to Say techniques to transform your sales conversations. Only 100 spots available—grab yours now!
What’s your toughest sales conversation challenge? Share in the comments below—I’d love to swap Exactly What to Say tips for realtors!
About Kara
Kara Moll empowers busy executives to become confident, effective communicators—unlocking their full potential in both their personal and professional lives. A real estate coach with Keller Williams MAPS Coaching, Kara is one of Phil M. Jones’ Certified Guides and an Exactly What to Say® Coach. She combines these powerful communication frameworks with expertise in Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.
With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops at Workshops & Events | Kara Moll
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