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

After reading this book, you'll put yourself in the other's position. This knowledge will lead to more sales, and richer relationships with clients and co workers. Love it.

So far I have purchased a few of Jeffrey Gitomer's books. My first training session as a real estate agent, I was told to read Little Red Book of Selling...I loved it! The other two books...Connections and Getting Your Way are fantasic as well. I also receive his Sales Caffeine Newsletter via email. These books will make you think differently and change ways of dealing with yourself and other people. His humor makes his writings the best...his tidbits are great! His book references are definitly something to take note. Thank you!

If you are the kind of a person who does not ask the why question this is the book. Insightfull and covers a lot of territory. So new, some old, some not so new, but always interesting and relevent. Techniques that are proven to work and fun to do. It will not dissapoint anyone, except the constant pessimist.

This book should always be within reach through out the day. For me, its the Bible.

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!

...that didn't stop Gitomer from saying it again. Very repetitive. Lots of efforts focused on getting you excited about what a persuasive and people-savvy person you're about to be without giving you a clue how to do it.

Not to mention, if you're going to put quotes in a book... perhaps avoid making them entirely all your quotes. And, on top of that, maybe not reference yourself after every quote, i.e. "-Jeffrey Gitomer." We know it's you, Jeffrey. Very strange and shamelessly self-promotional.

My sales team and I recently went through this book together. It was an incredible mistake. Gitomer states the same points over and over again, in each chapter. My team kept asking eachother, "when is he going to start teaching us how to persuade people?" This was a horribly written book with little to no specific insight into the art of persuasion. If you've ever read any other book on sales...you've heard everything that is included in this book. In my opinion, the purpose of the book is not to teach people to persuade, but rather to become a revenue generator for Jeffrey Gitomer. The good news is that he will eventually run out of colors...

My sales team and I recently went through this book together. It was an incredible mistake. Gitomer states the same points over and over again, in each chapter. My team kept asking eachother, "when is he going to start teaching us how to persuade people?" This was a horribly written book with little to no specific insight into the art of persuasion. If you've ever read any other book on sales...you've heard everything that is included in this book. In my opinion, the purpose of the book is not to teach people to persuade, but rather to become a revenue generator for Jeffrey Gitomer. The good news is that he will eventually run out of colors...

I think this book gives a lot of great tips for those who want to improve their presentations. He is a big believer in Toastmasters, as am I. I would say it is more focused on style than substance- substance being content and how to phrase/influence. Good tips nonetheless. Easy to read.

This little book definitely makes sense to me. The cartoons, the well formatted text, the emphasized content and most importantly the references. One might feel that some of the content comes just out of common sense which is very much true but the formatting helps at most of the places and sets the stuff apart. I have read Dale Carnegie and that book is really good this one is pretty similar and more like a work book.

What helped me more were the references that are mentioned in the book. For example, I was not aware (forgive me for this) about the "I have a dream" speech of Martin Luther King Jr., the speech of JFK. The Earl Nightingale "The Strangest Secret" speech and various other sources. Though the book is just 200 pages with big sized texts, it could have taken me very little time but it did not coz I had to hold on go to the speeches and get back to where I left from.

It even gave me an idea to know about the top 100 speeches in the world. Most of which are available in both mp3, text and videos as well. Try YouTube for videos. This is what I call a workbook and not just a book.

Just incase there are people who are writing content for online marketing and all, the book would help you in understanding how to write content online. It does not refer to that directly but its a good help.

The final recommendation would be, go ahead buy this book, it would surely help specially if you are new to the concept of the Art of Persuasion.

This little book definitely makes sense to me. The cartoons, the well formatted text, the emphasized content and most importantly the references. One might feel that some of the content comes just out of common sense which is very much true but the formatting helps at most of the places and sets the stuff apart. I have read Dale Carnegie and that book is really good this one is pretty similar and more like a work book.

What helped me more were the references that are mentioned in the book. For example, I was not aware (forgive me for this) about the "I have a dream" speech of Martin Luther King Jr., the speech of JFK. The Earl Nightingale "The Strangest Secret" speech and various other sources. Though the book is just 200 pages with big sized texts, it could have taken me very little time but it did not coz I had to hold on go to the speeches and get back to where I left from.

It even gave me an idea to know about the top 100 speeches in the world. Most of which are available in both mp3, text and videos as well. Try YouTube for videos. This is what I call a workbook and not just a book.

Just incase there are people who are writing content for online marketing and all, the book would help you in understanding how to write content online. It does not refer to that directly but its a good help.

Anyway, there is one thing that is pretty strange and that is the review about this book and few other books of Jeffrey Gitomer. I mainly bought this book based on the stars and reviews on Amazon, I found the tone similar on most of the reviews as if people are agreeing in just one voice or if there is something else, but that could not be. Anyway, just a doubt coz in another book as well there was the same tone available.

The final recommendation would be, go ahead buy this book, it would surely help specially if you are new to the concept of the Art of Persuasion.

Ok book. Nothing exactly incorrect in it, or that I outright disagree with (if in a generous spirited kind of mood)...but nothing particularly interesting in it either - just mostly common knowledge/sense about selling anything that most people probably already know even without any sales experience...

The style, however, was quite offputting - very weak attempts at humour occasionally, and a little bit cheap (in spirit) sounding...Jeffrey Gitomer (my first experience of him) came across a bit like a trumped up used car salesman who was more impressed with his own knowledge than he ought to be (perhaps due to being a small fish in an even smaller pond in his life?)

Hence disappointing, as I was hoping to learn something new and exciting based on some of the previous reviews & the synopsis. To be honest, I would have returned it for a refund, if it wasn't so cheap - so it hardly seemed worth the trouble to fill out the return form make a trip to the post office. I'll give it away to someone who's got kids 12 or under, as at that age they may get something out of it (if they care).

Gitomer does it again with a great book in a style that is all his own. This book is an easy read, organized and well thought out so that you will come away with useful information to put into action immediately. I cannot say enough about Gitomer. Just get it and follow his lead!

Jeffrey Gitomer knows his stuff ... I am a professional presenter and found this book very useful. I would recommend it to a friend ... and often do! :)

Gitomer has an entertaining - yet direct style that always makes me smile. His written word is as entertaining as his live presentations. This is a great book to share with your loved ones.. and your collegues! Quick read, entertaining and thought provoking.

I have bought several of this title and given them as gifts. When you want to know how to get your way in many situations and the right way to do it, this is the book. Big print, quick reading.

Jeffrey has written a number of books and this is one you should have if you have to sell anything to anybody. Lots of ideas, fun to read, and most importantly, the stuff works if you will just do it. I always like a person who practices what he preaches. Jeffrey does that. Read it and learn.

It is a cool little book loaded with practical sales advice. Everyone who has seen it at my house, has looked at it, and asked to borrow it. The ideas, though not original, are refressing non the less, and is a wonderful reminder of the most basic ways to manipulate without other people feeling that way.

Reading the Little Green Book left me with an overwhelming urge to go out and convince someone of something. Jeffrey Gitomer has a great talent for conveying enthusiasm in print: If you lack enthusiasm for persuasion, this book will be a five-star resource for you.

If you have never read anything about persuasion, this is also a great book to start with. By covering a broad range of topics, it will give you a philosophy that will be helpful as you develop your skills.

The book begins with a brilliant section about feeling convinced and motivated that you should get your way, taking positive thinking in a most useful direction. You could just read and reread that section every day and get great benefit from this book.

In element two "the fundamentals of getting your way," you'll get an overview of the rest of the book which addresses persuasion, connecting and interacting with others, presentations, public speaking, sales, writing, persistence, and eloquence.

The material is presented in simple ways with cartoons, huge letters as summaries, and lists to help you focus on what's most important. It's well designed to help you retain more. Part of that design is lots of repetition (such as you would find helpful in a speech). If repetition bothers you, realize what its purpose is. He also presents frequent opportunities to go to his Web site and get supplementary materials for those who want to drill in a bit more. I would have liked to see a little more of that material in this book since I was reading it when I was away from my computer.

The lessons in the book are mostly drawn from Mr. Gitomer's experience as a successful professional speaker and well-received author. That's both a blessing and a curse: You get a case study of his success . . . but the case study may not fit your style.

Here are two examples: He asserts that with enough preparation you'll never get nervous again. Well, many great speakers report that they get quite nervous . . . even when doing the same material for the 9,999th time. It would have been helpful if he had referred readers to The Sedona Method which is quite effective in releasing nervousness before speaking.

He also favors a certain type face for presentations that fits with his bold, passionate style. If your style isn't quite so bold and passionate, that type face may seem like a contradiction to listeners.

I also wondered how well read Mr. Gitomer is. In a number of places (such as his discussion of negotiating), he boils down the process into such a few points that I wonder if anyone would really understand what to do . . . yet he doesn't send you to any resources (such as Getting to Yes) that espouse the same principles along with more details.

To me, the most intriguing part of the book came where he listed some of his clients. Only one company was an overlap with any of the hundreds of organizations where I have spoken or provided professional services. That list made me think that perhaps there is a segmentation in what type of speaker different organizations like. Before you model yourself too closely on Mr. Gitomer, I suggest you see if your audiences are like his . . . or different.

Mr. Gitomer, Thank You! Your Little Green Book has given me the shot in the arm (Should I say booster shot?) that I have needed. You say it like it is. You get to the point of selling your idea. And I needed that.

The most effective point you made for me was to change the pronoun. Instead of saying: "It's so important for us all to understand the proper procedure to..." you say to change the `us' to `you' such as: "It's so important for you to understand the proper procedure to..." Now, just in doing that I have become the authority; the instructor, instead of coming over as `mealy mouthed' or `universally sweet'. This gives me a whole new perspective on giving my information---in whatever forum I use.

Now I (who look like a `universally sweet' person lecturing on a `universally sweet' topic like meditation) can still stand as an authority on the subject. It works, too. I've been much more assertive in my talks and have post-follow ups leading to sales and other lectures.

Again, Mr. Gitomer, I say "Thank You!"

Call me a Jeffrey Gitomer fan . . . make that, a BIG Jeffrey
Gitomer fan . . . I've read just about everything he has
written, including THE LITTLE GOLD BOOK OF YES! ATTITUDE,
THE SALES BIBLE, etc. . . . and each book he comes out with
has me looking forward to the next one.

So when I obtained his latest, GETTING YOUR WAY, I couldn't wait to read it . . . the premise
stated in the subtitle, HOW TO SPEAK, WRITE, PRESENT,
PERSUADE, INFLUENCE, AND SELL YOUR POINT OF VIEW
TO OTHERS, was of particular interest since this was and is
something I often have to do in my work as president
of my college's faculty union.

By the time I got to page 4, I knew that I had another winner
in my hands . . . it is there that he gives this crucial piece
of advice:

* The key to getting your way is to let the other person feel
great after he or she has decided to see it or do it your way.

That's, of course, often easier said than done, but Gitomer
shows you how this can be done in situations that involve
not only work, but also gets you thinking about how best
to sell such products as girl scout cookies:

* Why do you think they let girl scouts sell cookies instead
of mothers? Because kids can outsell mothers 100 to 1. They
have more enthusiasm, they have more passion, and they
haven't been discouraged by life (yet).

Perhaps best of all were his many tips for presenting . . . although
I felt that I knew something about this topic, I gained much
insight from such tidbits as the following:

* Record a practice session. If you listen to the recording and
say to yourself this sucks--that's what your audience will think. It's
you--fix it.

* Don't thank anyone for anything at the beginning of your talk. Start
as though you were in the middle of your talk and make an engaging
point as fast as you can.

* Don't EVER say, "This one's a little hard to read." Slides are free.
Make two of them.

The accompanying cartoons by Randy Glassbergen added to my
enjoyment of this excellent book, as did the many free offers
that were given if you just go to his website.

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!)

This is the 3rd book by Jeffrey Gitomer that I have read and again I am amazed!!! His clarity to any situation is inspiring. Along with this quality he brings a certain in your face effect that jolts your brain into understanding. Everything that he writes contains something that you already know. This helps you relate to him as well as his teachings. Another great run for Gitomer- A must read for ANYONE. Not those just in sales.

Wow...All of Jeffs books are so easy to read. Alot of his information can be found in other books, but no other author explains it better that Jeffrey Gitomer. I could sit for hours and hours and read his books. If you want a book thats straight forward and easy to read then Jeffrey is your man.

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!

Even though this book is inexpensive, it still isn't worth the price of admission. The book is very repetitious, and instead of expanding on the ideas presented in the first chapter, the book simply reiterates them.
Probably the biggest problem with the book is that the author doesn't take the time to give examples to illustrate the techniques he's advocating. In summary, this is a how-to book that doesn't show you how to do it.

I thought this was a remarkable book, in fact I gave a copy to each of my staff to read and keep at their desk. It is for every field and everyone should read it.

The only reason it didn't get a 5 star vote from me is probably because I have read so much over the years, it comes off as just common sense (which yes, it isn't all that common).

This is another book which should be read often. Read once all the way through, then again and again with highlighter or notebook near by. Gitomer has a lot of great information, useful advice, a common me-to-you approach as well as a sense of humor that tells it like it is. (Get the book, you'll see what I mean).

Despite the fact that he is the guru of sales, this book isn't just for those who inspire others to buy something. It's pretty much for anyone, everyone and a great gift many will appreciate.

Dont get this book and you suck! Principles of this book are the best of all his books! Get this and the red book of selling and your good (then maybe the black book!

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!

I have previewed the book....I bought a lot of books....had to read the others first. Waiting on this one for a trip I am taking. Want to send another review oportunity in a few weeks??? I'll do it then. I'm over 13 and can travel by myself! I am anxious to read this. I always want my way...and this may help make that happen without antagonizing everyone.

Whant to be a better persuader, right? Want to be a presenter, uh?

Ok. You can buy this book. But you'll save only 3 pages on a total of 201.

Jeffrey is a master on flying around concepts... and around, and around.
Some sections of the book recall past books from the authors, while other sections, you can bet on it, will "inspire" additional books from him.

I added a star because he is very smart.

I actually thought i would get more out of this book as the title states. That did not happen. It had a few good ideas, but i guess i am looking for THE answer. I am in hotel sales and flet i did not take much from this. I like the customer satisfaction book much better

As usual Jeffrey Gitomer enjoys us with great writing. I was impressed again by the simple and effective style of writing, great examples from his experience and excellent hints and tips about how to be more effective in influencing others. I am in sales business, however this book goes beyond sales and becomes a book that you will always carry with you and read anytime you need some good advices. P.S. Superb hints and tip for doing presentations and catching the audience.Mr. Gitomer: thanks for showing me how bad I am in presentations and how to improve it.

For the most part, nothing you have not already heard or read somewhere before. The beauty of the book is that Gitomer writes it in a concsie (short) and funny format. If you are new to speaking in public or just want a refresher course this is a good book to get.

If you liked Jeffrey's earlier books on Marketing answers; Yes motivation; selling and networking, you will love this book too. A couple of pages a day before breakfast is the recommended dosage. This book will change your life. I use it in my business class at both the undergraduate and graduate levels to add a bit of humour and common sense.

This is the 5th book by Jeffrey Gitomer in my library. I love his style and the quality of his teachings. Great job!

If you present for a living (sales) or would like to make a better impression in all your dealings, check this book out.

Gitomer's books are easy to understand with useful, relevant and realistic tips delivered in a simple and forthright manner. This book is no exception.

If you are in sales, you need all of Jeffrey Gitomer's books. As President of a small Point of Purchase Company - I now make sure my Sales people have all his books and are ready to discuss them at our meetings.

I highly recommend this Book! Jeffrey Gitomer tells it like it is and gives anyone the tools to be a success in sales and in life. Become a better speaker, a better writer, and of course, learn how to persuade others using the skills already inside you. This book will always be a resource for me as I continue to progress in business and life!

I hope my competition never hears of this book.
I told all my sales team to leave the meeting and go buy the book tday and devour it, study it, and apply it, their income depends on it!
I have been teaching this to my sales team for years and now its in print. I searched the office for microphones to see if Jeffery had been eavesdropping on my meetings!
GREAT BOOK!

I especially liked the section on presentations in the book. It was a different perspective that clearly reflected his style. I've attended one of his seminars before and he was captivating, engaging and entertaining - which makes for an excellent presentation. Whenever I've tried anything he's suggested it has made me money; I wholeheartedly recommend this book.

I throughly enjoyed it. Easy to read, I was able to apply some of Jeffreys ideas immeadiately. It's hard to break old ways and ingrained thoughts and think outside the box!

I am always on the hunt for a good book; Getting your way buy Jeffery Gitomer is great! Four Years of University between the pages, where was this book when I needed it. The price is wright, buy it now.

All of Jefferies books are excellent. If you can't see him live, he talks to you in his books as if he is infront of you.

This is the 4th book by Jeffrey Gitomer that I have read and again I am amazed!!! His clarity to any situation is inspiring. Along with this quality he brings a certain in your face effect that jolts your brain into understanding. Everything that he writes contains something that you already know. This helps you relate to him as well as his teachings. Another great run for Gitomer!!!!!! A must read for ANYONE. Not those just in sales.

This is a typical Gitomer performance. Quality information that is well organized and jammed into a functional package that is usable by anyone. This book is functional to any profession or environment. It is easy to understand, easy to read, and easy to relate to your individual situation.

Way to go!!!! If you breath air, this Little Green Book will be an asset to you. As always, easy to read and packed full of ideas and suggestions to make getting your way easier. Jeffrey is the motivational guru that will make you successful, with your family, career, and social endeavors.

Jeffrey Gitomer once again proves he's the KING of the sales pitch! The Little Green Book of Getting Your Way...lives up to it's name and it's predecessors that I've already read in both Black and Red!

The book is a very easy read, with tons of information on how to speak, write, present, persuade, influence and sell your point of view packed into each little page.

Jeffrey uses italics and BOLD print along with a cartoon or two, to bring home the main focus. (Though you'll want to read every word!) And his ".5" lists always house an extra idea that is not only innovative but inspiring as well.

I'll definitely go for "GITOMER's GOLD" to round out my collection!

This book brings everything down to a human level and does not speak to you as a business executive, but as a person. It tells you exactly how it is and what you need to do in order for others to understand your wants and for you to get your way. This book is a quick read and I have never learned this much in so few pages. Very well written and very much worth the money!