Exactly What To Say

by Phil Jones

This is a book that almost certainly requires multiple reads as it will proide you with "The magic words for influence and impact" (a very appropriate subtitle). I decided to read through it three times. The first time I underlined passages I liked, the second time I kept my notebook with me and took notes, and this morning, I sat down and went cover to cover in about 90 minutes.  And with out a doubt, I will refer back to it in the future.


It's a quick read if that's all you're doing, but this book is packed with valuable communication strategies, too many to expect to be able to grasp all of it in one read with out underlining or note taking. The strategies must be studied and practiced.


While the book is geared toward the business and sales industry, I don't think there is a person alive that wouldn't benefit from learning the language of influence. Jones outlines simple, effective strategies designed to help the reader take steps toward becoming a "decision catalyst," a "professional mind-maker-upper."


As a collegiate baseball coach and recruiter, not everything in the book applies to the work that I do, but most of it does. A recruiting coordinator is a salesman of sorts. I feel better prepared to help guide a recruit through the process of deciding that the school and baseball program that I represent is the one where he should attend and play.


Jones acknowledges that "[y]ou cannot learn the power of simplicity until you have tackled the complications of reality." With this in mind, do yourself a favor. Pick up a copy of Exactly What To Say. Let his experiences with the complications of reality provide you with a road map that will help you efficiently navigate in the direction of simplicity a bit more quickly than you'd be able to do on your own.

Book Review by Dustin Woodward