Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books)
by Jeffrey Gitomer
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Book Summary Information
Author: Jeffrey GitomerEdition: Hardcover
Published: 2007-04-14
ISBN: 0131576070
Number of pages: 220
Publisher: FT Press
Book Reviews of Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books)
Book Review: The master promoter strikes again
Summary: 5 Stars
Jeffrey Gitomer sells the idea of believing in yourself. He gives more than 100 presentations a year, motivating people - probably sales forces - to get out there, believe in themselves and get the job done.
And he does the job well. I've never seen one of his presentations, but this is the second of his books that I've purchased and, frankly, I like them.
Gitomer doesn't pretend to be an intellectual or to be original. What he does do is repackage the basic ideas that have been around for years - and he does it with gusto and style.
If you've never been in sales, then you don't know just how brutal modern commercial life can be. Imagine being in a job where most people are simply going to say no to you, to reject you and sometimes not politely at all. Sales is not a calling that most people could survive in.
And that's why Gitomer is such a welcome voice. That's why his outrageously upbeat style is refreshing. Gitomer is like those kids who come out before a college game and try to rouse the audience. He's far more than a cheerleader: he wants to incite passion in his audience and, just maybe, help them learn a thing or two.
In this little book, he tackles the art of persuasion, which is of course, the essence of sales and marketing. His points are sometimes blindingly apparent, but are overlooked by many, if not most, people. For example, Gitomer tells us "It's not just a presentation. It's a performance." You bet. But so many people just drone on and on boring their audience, not persuading them.
Gitomer is, as I said, a self-promoter. He is proud of himself, perhaps even arrogant. He lards his books with preening self-referential pull-quotes. But the value is not in observing that Gitomer has an outsized ego, but in what he has to say. Even if not original to Gitomer, the concept of "The more you give value, the more you will get your way" is not only easy to understand, but inherently accurate.
Overall, Gitomer is fun to read and, frankly, inspiring. Kind of like that high-school coach you always wanted, but never had: someone who will shout in your ear "You can do it! Here's how!"
Jerry
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