Book Review - Little Green Book of Getting Your Way by Jeffrey Gitomer
Category Book Review
Through my reviewing activities, I've become a fan of Jeffrey Gitomer's "Little Book" series. His latest, Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others, is another excellent volume that applies to far more than just the stereotypical "salesman".
Contents:
Getting Ready to Get Your Way; The Fundamentals of Getting Your Way; The Fundamentals of Persuasion and Personal Power; The Essentials of Getting Your Way; Power Presentation; Persuasion Performance; Sales Persuasion Performances; The Write Way to Get Your Way; Persistence; Eloquence
Now on the surface, you may think this sounds very manipulative. But think about it... Sales is all about persuasion and "getting your way." And sales is much broader than you think. You "sell" when you go to a job interview. You "sell" when you're in a project meeting talking about how you will implement a system. And of course, you sell when you have a title of "sales rep". Using the ideas and techniques that Gitomer packages here, you'll find yourself much better prepared to be successful in the course of your sales efforts. Much of what he covers is based on attitude... with the right attitude, you are half way there. If you go in confident about your "product" and benefits, people will be more likely to have an interest that you can build on. Go in thinking you don't stand a chance, and you won't.
I think my favorite chapter is on "power presentations." It consists of 25 pages of tips and attitudes that can turn every presentation into a memorable event. And that's not just sales presentations either (although presentations are all trying to sell something, if even just ideas...) Commanding a room, asking engaging questions, using props, etc. These are all things that *any* presenter should be aware of and strive for. And since everything is short and to the point, you can review this material on a regular basis and come away with something new to practice each time.
If you understand that persuasion is more than just "getting your way" and that selling doesn't always involve a cash transaction, you'll immediately grasp what Gitomer is talking about. And if you *don't* understand those concepts, then you need this book even more. This should be a fixture on your bookshelf, and it should pay back your investment of money and time many times over...
Through my reviewing activities, I've become a fan of Jeffrey Gitomer's "Little Book" series. His latest, Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others, is another excellent volume that applies to far more than just the stereotypical "salesman".
Contents:
Getting Ready to Get Your Way; The Fundamentals of Getting Your Way; The Fundamentals of Persuasion and Personal Power; The Essentials of Getting Your Way; Power Presentation; Persuasion Performance; Sales Persuasion Performances; The Write Way to Get Your Way; Persistence; Eloquence
Now on the surface, you may think this sounds very manipulative. But think about it... Sales is all about persuasion and "getting your way." And sales is much broader than you think. You "sell" when you go to a job interview. You "sell" when you're in a project meeting talking about how you will implement a system. And of course, you sell when you have a title of "sales rep". Using the ideas and techniques that Gitomer packages here, you'll find yourself much better prepared to be successful in the course of your sales efforts. Much of what he covers is based on attitude... with the right attitude, you are half way there. If you go in confident about your "product" and benefits, people will be more likely to have an interest that you can build on. Go in thinking you don't stand a chance, and you won't.
I think my favorite chapter is on "power presentations." It consists of 25 pages of tips and attitudes that can turn every presentation into a memorable event. And that's not just sales presentations either (although presentations are all trying to sell something, if even just ideas...) Commanding a room, asking engaging questions, using props, etc. These are all things that *any* presenter should be aware of and strive for. And since everything is short and to the point, you can review this material on a regular basis and come away with something new to practice each time.
If you understand that persuasion is more than just "getting your way" and that selling doesn't always involve a cash transaction, you'll immediately grasp what Gitomer is talking about. And if you *don't* understand those concepts, then you need this book even more. This should be a fixture on your bookshelf, and it should pay back your investment of money and time many times over...
| Permalink |
