As a utility fleet professional, your career success isn’t just about keeping vehicles running smoothly or optimizing maintenance schedules. It’s also about straightforward, effective communication – whether you’re presenting a business case to senior leadership, motivating your team or negotiating with vendors.
So, how can you improve your ability to convey your ideas persuasively and lead with confidence? These three books can help.
1. ‘Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal’ by Oren Klaff
Pitch Anything” introduces the concept of frame control, teaching you how to structure and deliver pitches to capture attention and maintain authority. Klaff’s method breaks down communication into steps that leverage human psychology to close deals or win people over.
Why is this book relevant to you as a fleet professional? You often need to present proposals to senior management, whether for vehicle purchases, budget increases or new safety programs. Using Klaff’s frame control techniques can help you command attention during meetings and present your ideas in a way that highlights value, increasing the likelihood of getting approval.
2. ‘Illuminate: Ignite Change Through Speeches, Stories, Ceremonies, and Symbols’ by Nancy Duarte and Patti Sanchez
“Illuminate” emphasizes using compelling narratives to inspire your team, guide them through change and build a shared vision. This is especially relevant for fleet professionals because you often must lead change initiatives, whether deploying new technology or rolling out fleet-wide updates. By reading “Illuminate,” you’ll learn how to make the team feel more connected to the mission and help overcome resistance to change, leading to smoother implementations and more cohesive teams.
3. ‘Exactly What to Say: The Magic Words for Influence and Impact’ by Phil M. Jones
“Exactly What to Say” is a practical guide focused on the power of specific words in communication. The book contains simple, actionable language techniques to help you steer conversations toward your desired outcomes. After all, when you negotiate with vendors, supervisors or even team members, knowing “exactly what to say” can make those conversations more productive.
By applying the lessons from these three books, you can elevate your role from operational manager to strategic leader – building stronger relationships, driving change and ensuring your voice is heard at every level of the organization.
