| Following in the bestselling footsteps of Little Red Book of Selling, Little Red Book of Sales Answers, Little Black Book of Connections, and The Little Gold Book of YES! Attitude, Jeffrey Gitomer's The Little Green Book of Getting Your Way digs deep into the 9.5 elements that make persuasion, and getting your way, happen. By breaking down the elements, the reader will begin to understand, take action, become proficient, and then master the ability to persuade. Because persuasion occurs in so many different areas of life and business, Gitomer leads the reader from mental readiness to the principles of getting your way and the power that persuasion offers. He challenges the reader to prepare before they present, to prepare before they try to persuade. He demonstrates how to change a presentation into a performance and shows how this can be done in any environment. But because persuasion most often takes place in business, he draws special emphasis to the reader's ability to write and sell persuasively. The book talks about the persistence that enables winning persuasion. He brings the Benjamin Franklin quote "If at first you don't succeed, try, try again" to the Gitomer level of "You only fail when you decide to quit," and the book ends challenging the reader how to think about excellence and eloquence. It will be up to the reader to take advantage of the opportunity and harness the power. |
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 Letting others have it your way |
| Review Date: June 7, 2007 |
| Reviewer: Robert Morris, Dallas, Texas |
Years ago, I attended a reception in Washington (DC) honoring a British diplomat who was about to retire. At one point, I engaged in conversation with him and presumed to ask what was the single most important lesson he had learned after 30+ years of public service. He replied, "Always let the other chap have it your way." How simple! Only later did I realize that he was describing what Oliver Wendell Holmes once characterized as "the other side of complexity." And I think this is what Jeffrey Gitomer has in mind in this volume when suggesting how to speak, write, present, persuade, influence, and sell your point of view to others. That is an accurate subtitle because it correctly indicates precisely what this "little book" is all about.
Others have their own reasons for their praise of this book. Here are three of mine. First, I appreciate the visual format within which Gitomer presents his material. Key points are brilliantly displayed with a variety of colors, font sizes, use of bold and italic faces, and page location. Also, I appreciate the strategic insertion of dozens of quotations and insights, each of which is directly relevant to the given context. Here are three of my personal favorites:
"You can make more friends in two months by becoming interested in other people, than you can in two years by trying to get other people interested in you." - Dale Carnegie
"Being a person of influence means that you have reputation, character, credibility, and stature enough that people will take your message seriously. [They] come from your track record and your success record combined with your perceived expertise." - Gitomer
"The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy." - Martin Luther King, Jr.
Finally, I admire Gitomer's characteristically pragmatic approach. All of his observations and recommendations are driven by his determination to explain "why" and "how." The narrative is mercifully free of general theories, pretentious rhetoric, and problematic assumptions. I hasten to add that there is a total lack of cynicism. He assumes that each reader has a point of view that is well thought-out, sincere, authentic, and worthy of careful consideration.
Argumentation is one of the four levels of classical discourse, the others being exposition (explaining with information), description (making vivid with compelling details, and narration (telling a story with a sequence of events or developing a sequence of separate but related ideas). The term "argumentation" is sometimes misunderstood to mean arguing when, in fact, its purpose is to persuade with logic and/or evidence.
Gitomer understands all this, of course, and effectively uses each of the other three levels of discourse when explaining how to "sell your point of view to others." (Be sure to check out the "8.5 key elements that make up your ability to persuade others and get your way" on Pages 40-41.) He also has a solid understanding of human nature. Therefore, throughout his narrative, he includes frequent reminders to take human skepticism, insecurity, and (yes) recalcitrance into full account. As indicated earlier, with all due respect to Gitomer's inventive mind and passion for communicating, he is ultimately a pragmatist. That is, he is almost wholly preoccupied with helping others to understand what "works," what doesn't, and most importantly, why.
More a quibble than a complaint, the next edition should have an index.
This may be a "small book" in certain respects but, one man's opinion, it offers a wealth of practical advice with eloquence and enthusiasm. Well-done! |
Another Excellent Addition To The Little Book Series
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| Review Date: April 24, 2007 |
| Reviewer: Dave Lakhani, Boise, ID United States |
As the author of Persuasion: The Art of Getting What You Want I know more than a little about persuasion and I loved this book.
What I like about this book is that Jeffrey has taken key principles of persuasion and influence and broken them down into easy to implement ideas. He makes adding the persuasion and influence principles to your existing sales process not only simple but effective.
One of the areas where I think this book really shines is when Jeffrey talks about speaking to influence. As one of the most prolific speakers working today, he brings a unique blend of personal insight, techniques that have stood the test of time and audiences. These tips alone are some of the most valuable in the book.
If you are new to the area of persuasion this book will be a great starting point for you. If you are a seasoned pro who fully understands persuasion, you'll find this book an exceptional review of core concepts.
Jeffrey has written another book that is fun to read, practical and valuable to virtually any sales professional. |
Simply the Best!
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| Review Date: June 26, 2007 |
| Reviewer: Bob Carr, |
| If you ever thought about getting your way and having others feel that got the same from you,you need to read this book now! I personally think this is the best book that Jeffrey Gitomer has written.Take a little of this and apply it today and just watch how things just seem to happen when you apply it! |
Dale Carnegie Reborn
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| Review Date: July 22, 2007 |
| Reviewer: Terry Tozer, Reading, Bracknell, Brighton & Hove, UK |
A similar message to that of the great Dale Carnegie in his classic books "How to Win Friends & Influence People" and "Effective Public Speaking" etc, Jeffery presents a bang up to date modern way of learning & achieving all of these things in one book.
His style is very modern and fresh, making the learning process easy, interesting & enjoyable. His layout method is unique & eye catching but without being confusing.
His lessons are delivered in a short and to the point easy to remember way without all the waffle of previous authors on the same subject, which used to harp on about "I knew a man once who bla boring bla......"
This isn't a book aimed at just sales people, his valuable lessons on finding out what makes people tick, so that you can influence (not manipulate) them in order to achieve something that you're after, are written in a nice clear friendly style that is full of positive wisdom.
A great compliment to Jeffery's other books; - "Little Black Book of Connections" & "Little Gold Book of Yes! Attitude". All of which could be comfortably read in a couple of days - although well worth reading each a couple of times to make sure the message has got through.
His American style of writing is easy on the eye.
If you need more help on a particular topic, Jeffery provides backup help with a link to his web site, where you can get further help & go into the topic much deeper (for FREE!) |
If Jeffrey can do it, so can you!
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| Review Date: February 22, 2008 |
| Reviewer: Wendy N. Kenney, Phoenix, AZ |
Everyone who is in sales should follow Jeffrey's lead. He knows what it's like to be a business owner living on a checking account full of air. But he's persevered and become one of the world's leading (and most highly paid) sales professionals. Jeffrey was not born a movie star. (No offense Jeffrey) If he can become successful, so can anyone by following his examples.
PS. I don't know him personally and he didn't pay me to say this!
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