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Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others Hardcover – April 14, 2007


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Frequently Bought Together

Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others + Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships + Little Red Book of Selling: 12.5 Principles of Sales Greatness
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Product Details

  • Hardcover: 220 pages
  • Publisher: Financial Times Press; 1st edition (April 14, 2007)
  • Language: English
  • ISBN-10: 0131576070
  • ISBN-13: 978-0131576070
  • Product Dimensions: 7.6 x 5.6 x 0.7 inches
  • Shipping Weight: 12.8 ounces
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (98 customer reviews)
  • Amazon Best Sellers Rank: #278,675 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

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.

About the Author

Jeffrey Gitomer is the world's #1 expert on selling. He is author of the NY Times best-seller Little Gold Book of YES! Attitude, as well as WSJ and BusinessWeek best-seller Jeffrey Gitomer's Little Red Book of Selling (over 400,000 sold), WSJ and BusinessWeek best-seller The Little Red Book of Sales Answers (Prentice Hall) (over 130,000 sold); The Sales Bible (over 200,000 sold) ; and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. He gives over 100 presentations a year, serving customers ranging from Coca-Cola to Cingular Wireless to Wells Fargo Bank to IBM and Mercedes Benz.

More About the Author

I remember my mother chasing my car as I backed out of the driveway to register on my first day of college: "Take pre-med!" she screamed, "You can always switch!" But I wanted to be a businessman, like my dad.

He was the consummate entrepreneur. Growing up, I used to sneak downstairs and listen in on his Thursday night pinochle game. Arguments and laughs about business and life. It proved to be my inspiration for my life's pursuits. My pal, Duke Dalton said, "You know what I hate about your old man? He's never wrong." I miss my folks, and I'm grateful to them for their wisdom - the stuff they accused me of never listening to for 30+ years. If your parents are alive, call them right now and tell them you love them.

In college, I played Scrabble every day with my best friend, Michael Toll. He usually won. It taught me about words and how to use them. Michael also provided me with the challenge of winning at games, both sports and intellectual. He'll tell you he was better than me at everything. I feel the same about him. That was the fun.

I spent a year in Europe and came to the realization that I knew very little compared to what there was to know, which is funny, because I left for Europe knowing everything.

I raised a family. My three beautiful daughters taught me patience. They also gave me the courage and inspiration to achieve in the face of failure. Girls, I love you.

And I became a salesman. My first goal was to be the best salesman in the world. I'm still on that journey, every day. In the pursuit of that goal I surprised myself by becoming a columnist, an author, a speaker, a consultant, and a sales trainer. I used to hate flying. Now I spend about a quarter of my life in an airplane. But I really don't mind, because it gives me the precious opportunity to share my sales knowledge and my secrets with a worldwide audience. What could be better?

My name is Jeffrey Gitomer. I'm a salesman. I'm a dad. I'm a college dropout.

My objective in life is to help others, establish long-term relationships, and have fun - every day. When you love your work like I do, every day is the same. It's a holiday.

Customer Reviews

Wow...All of Jeffs books are so easy to read.
Eric Nicholson
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.
M. Hudson-Fitts
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.
Thomas Duff

Most Helpful Customer Reviews

90 of 94 people found the following review helpful By Amazon Customer HALL OF FAMETOP 100 REVIEWERVINE VOICE on June 7, 2007
Format: Hardcover
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.
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55 of 64 people found the following review helpful By Dave Lakhani VINE VOICE on April 23, 2007
Format: Hardcover
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.
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7 of 7 people found the following review helpful By C. Avila on January 8, 2008
Format: Hardcover
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.
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15 of 18 people found the following review helpful By Amazon Customer on May 6, 2007
Format: Hardcover
In my opinion, Jeffrey's "Little Books" tend to erode a bit in quality from book to book. I think part of this is the fact he returns to the same themes over and over in hs books, so there isn't much here you haven't seen in his earlier publications. He is mostly mining familar Gitomer territory here.

Still, I give his titles to my salespeople and they seem to eat his words like candy. Jeffrey focuses on the basics of selling (being accountable, delivering value, making yourself different) and such themes never go out of style, no matter how many times you read them.
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6 of 7 people found the following review helpful By Amazon Customer on December 2, 2009
Format: Hardcover
This is the second book I've bought from Gitomer, and much like the last one (Black book of connections) it is a very self-centered read. Dale Carnegie's stories from 80 years ago are more relevant than Gitomer's own personal experiences, nevermind the countless quotes of his own words in 300pt. type. Like another reviewer said, there is a lot of fluff and hardly any substance. This really should be split into two books - since half of it is devoted to giving speeches and barely applies to selling in any way. The "presenting" aspect of giving a speech might have some merit, except that most selling is done on such a smaller scale and Gitomer paints such broad strokes he would be better off not saying anything at all. I wanted a book that helped with persuasion in a sales setting -- this is not that book. Its more about motivating yourself than persuading others.

The reason I gave it two stars instead of one is because some of the takeaways in Chapter 4 and Chapter 7 are helpful and worth revisiting from time to time. This accounts for maybe 5-10% of the book. The rest of the pages it seems like Gitomer is vomiting repitious words just to fill up the space in a "200 page" book.

One of the things he preaches about is not to say "we" or "our" when presenting, yet his whole book is saying "be like me". What guys like this need to realize is that not everyone is just like him. If everyone actually did what he said in this book, Barnes and Noble would have 500,000 books just like this one on their shelf. Not everyone wants to write books. Not everyone wants to give speeches for people who will never buy their niche product. Some people just want a book that will help them sell!
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