The author, Phil M. Jones, is a sales and communication expert who shares practical insights and strategies for using specific words and phrases to enhance influence and make a positive impact in various situations.

Here are some key themes and insights from the book:

1. Power of Language: The book explores the idea that the language we use has a profound impact on our ability to influence others. It emphasizes the importance of choosing words carefully to achieve desired outcomes.

2. Persuasion Techniques: "Exactly What to Say" provides specific phrases and scripts designed to be persuasive in different scenarios. The author shares communication techniques that can be applied in sales, negotiations, and everyday interactions.

3. Building Rapport: Jones likely discusses the significance of building rapport through effective communication. The book may provide guidance on how to establish a connection with others using language and conversation.

4. Overcoming Objections: The author may address common objections that individuals encounter in various situations, offering responses and language strategies to overcome resistance and achieve positive outcomes.

5. Confidence and Assertiveness: "Exactly What to Say" may cover the importance of confidence and assertiveness in communication. It might provide insights on how to express oneself with conviction and influence others positively.

6. Understanding Human Behavior: The book might delve into aspects of human behavior and psychology, exploring how certain words and phrases can tap into the psychology of persuasion and influence.

7. Practical Scripts: Jones likely provides practical scripts and examples that readers can use as templates for effective communication. These scripts may be tailored for specific situations, such as sales presentations or negotiations.

8. Clarity and Conciseness: The book may emphasize the value of clarity and conciseness in communication. Jones might encourage readers to express their ideas in a straightforward and impactful manner.

9. Adaptability: The author may discuss the importance of adapting one's language to different contexts and audiences. The ability to tailor communication for maximum impact in diverse situations could be a central theme.

10. Positive Influence: Ultimately, "Exactly What to Say" is likely centered around the idea of using language as a tool for positive influence. The book may provide a roadmap for readers to communicate effectively and achieve their desired outcomes.

Keep in mind that the specific content and examples from the book can provide more detailed insights.

If you're interested in improving your communication skills and learning practical strategies for influence, "Exactly What to Say" by Phil M. Jones could be a valuable resource.