July 8, 2013
Pub date: June 2013
Corporate trainer Jolles gets straight to the point: when you change minds, you change lives. It's a simple concept, and Jolles wrote this book to help people understand how to "push" toward change, an act that represents influence without the "pitch" because it involves listening. By polling 50,000 people over 25 years about how decisions are made, Jolles has identified the steps in a decision cycle and is eager to show readers how to work it. He is patient and clear, and he liberally employs personal and professional examples as well as case studies to make his points. Jolles strives to intrigue and encourages readers to be mindful of "The most important question never asked" or "the first four words" to use when starting a conversation. He takes readers through a hypothetical conversation, suggesting questions to ask along the way that will enable individuals to influence compassionately rather than aggressively. Simple graphics reinforce messages and Jolles includes lists of words that work and those that don't. Reading this book won't transform anyone into a major league influencer overnight, but studying and practicing Jolles's suggestions will certainly help.