Little Green Book Launch Excerpt #1

Little Green Book Launch Excerpt #1

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Persuasion is the process…
getting your way is the outcome

An excerpt from Jeffrey’s newest book,
The Little Green Book of Getting Your Way

The prime strategy for getting your way is implementing a persuasion process thatleads to a positive outcome.

The two-word secret of how to be persuasive and how to implementpersuasion strategies is manipulation free. Manipulated persuasion isshort lived. True persuasion exists when it lasts beyond the moment.

Persuasion is a science.You can learn to persuade. You can learn the best ways to persuade ineach given situation of your business life, your sales life, and yourpersonal life.

Persuasion is an art. Never crossingthe line to “pushy.” It’s showing reserve and poise. In short – being cool.

Persuasion is excellent questioning skills beyond excellentcommunication skills.It’s getting the other person to clarify what you want in their mind.Rather than tell them “This is why that happened…” ask “Why do youthink this happened” or “What made this happen?” Subtle but powerfuldifference.

Persuasion is a compromise.Oftenthere is some give and take in order to get to your way.

Persuasion is asking questions that clarify the situation. Asking for elaboration, understanding, and “why” will lead you to harmony.That harmony will permit open-minded dialog.

Persuasion is excellent listening skills.Listening is one of the most difficult elements of persuasion becauseit requires patience. The two-word secret of patience and listening isnot “shut up.” It’s “take notes.” Taking notes shows respect andeliminates miscommunication.

Persuasion is getting the other guy to convince himself.getting the other guy to convince himself. If you question, listen,write it down, and question again for clarification, your answers andyour point of view will become obvious.

Persuasion is preparation. Gathering the right information. Creatingthe right questions. Uncovering the right hot buttons – and acting onthem.

Persuasion is a victory. Persuasion is the science by which you getyour way. It’s not just getting your way; it’s persuading with harmonyand everyone to agree. It’s you getting your way without the other guyfeeling like he or she “lost.”

Persuasion is reading this book more than once. And putting the elements into action.

“I did it my way!” is not the way that song should have ended. If Frankor Elvis were masters of persuasion, they would have sung: “I did it myway, and everyone agreed with me!”