Leadership Improvement Program

Book:
The Little Green Book of Getting
Your Way (Jeffrey Gitomer)

By Carlos Marquardt and Jussara Oliveira

December/2010
 Agenda

• Introduction
• Getting ready
• The Event
• Getting Better

• Final Comments
• Q&A
 Agenda

• Introduction
• Getting Ready
• The Event
• Getting Better

• Final Comments
• Q&A
The Book
• Little Green Book of
Getting Your Way
• This book of Jeffrey Gitomer was first printed in April of 2007.
• Getting your way is selling yourself, your ideas or perspective,
and your product or service to others, through an effective use of
the power of persuasion combined to other qualities like
persistence, tenacity, harmony, engagement, humor, passion,
and style, regardless of the situation you are doing this.
• The book focus in how to get your way in three main areas:
speaking, writing, and presenting – skills that any leader
will need to master somehow.
• The goal of this book: make the reader a master in persuasion,
avoiding to fall into the traps of manipulation or any other offensive
way to influence people to “buy” what you want to “sell” to them.
 Why this book ?
• Can you imagine in how many situations of life you
look for getting your way?
• In your personal life:
 As a parent
 With your partner
 With your neighbors

• In your professional life:

 Job interview
 Performance review
 With your pairs
 Selling situations involving you, or a project, or a product, or a
service
 And so on...
 Why this book ?

• Everyone wants to get their way, somehow. The

problem is in their methods…
 9.5 Elements of
Getting Your Way
1. Getting Ready to Get Your Way
2. The Fundamentals of Getting Your Way
3. The Fundamentals of Persuasion and Personal Power
4. The essentials of Getting Your Way
5. Power Presentation
6. Persuasion Performance
7. Sales Persuasion Performances
8. The Write Way to Get Your Way
9. Persistence
9.5 Eloquence
 Get Ready > The Event >
Getting Better
• This books explores three aspects of the getting your
way process:
– Before refers to everything you need to know and do to
be ready to “the event”.
– During discuss about the elements that your
performance during “the event” will demonstrate if you
master or not; they ultimately will define if you are ready,
or not, to get your way!
– After is related to the importance of self-evaluation; its
about lessons learned from every event you are in, and
what you should continue, start or stop doing in the next
time to get your way more often.
 Agenda

• Introduction

• Getting Ready
• The Event

• Getting Better
• Final Comments
• Q&A
 Getting Ready

PERSUASION is the
PROCESS....getting your
way is the OUTCOME
 Persuasion is VICTORY!
MANIPULATION QUESTIONING,
FREE LISTENING,
COMMUNICATION

COMPROMISE PREPARATION
 Are you
prepared?
Are you prepared?
 Thinking you can is 50%
• If you want to be convincing…
• If you want to persuade others to your way of
thinking...
• If you want to get your way...

Then the first person you

have to persuade is
YOURSELF
 Positive self-image:
Yes You Can!!!

Self-esteem is how you see yourself as a person.

If you value the type of person you are, you have a good sense of self-
esteem and you're proud to be you.
You value your skills and talents, respect your own intelligence and act on
your beliefs and feelings.
The secret of self-belief
• If you SELF-BELIEF is not strong enough to evoke and
emote your passion, then other will not catch it, nor be
convinced or persuaded that your idea, or your
product, or your way, is best for them.

• What about self-knowledge?

The secret of self-belief
 Proper persuasion to
get your way!!

• Explaining what, why and how...

• Explaning what’s in it for them...
• Your sincerity...
• Your questioning skills...
• Your communication skills...
• Your reputation precedes you.
The power of persuasion
The better you become at persuasion,
combined with a great reputation,
indicates that you have begun to
harness the power that persuasion
offers.
 Professional development
of a presenter
• Get Ready
• Practice in front of people who are not
afraid to evaluate you
• Record a practice session
• Listen to your recording
• Practice it as though you were giving it
• Joint Toastmasters
• Create a peer group and give your talks
to one another
 Agenda

• Introduction
• Getting Ready

• The Event
• Getting Better
• Final Comments
• Q&A
 The Event :
It is “your” Showtime!
The “Event” is any opportunity that you have to be in
contact with that person that you want to persuade to get
your way. It your chance for

As Presenter
or a Teacher

As a Writer

As a
Parent
As a
Salesperson
It’s Showtime!!!
Are you ready?

If you deliver a great performance, people will thank you, act

on it, tell others about it, and remember it for years.
 Take in Mind :
It’s not a You are
presentation persuading

To Get
Your Way

Trying to Uncovering
build value needs
 It’s time to persuade
• You know you were succeed in transfering a concept or
message when the person says:
I get it. I think I can do it. I’m willing to try it.
• It’s up to you and your message.

It’s not only what you say, but also how you say it !
• This will define your performance on “stage”.
• Your message has to make sense. It has to contain a

what is in it for me?

This element allows the other person...
to feel valued, and agree with you,
be convinced by you, and
decide to “buy“ what you are selling.
 Key Factors for a Great
Performance on Stage
1. Relax. Smile. Confidence breeds confidence.
2. Readiness. More prepared... Less nervous.
3. Get the audience to like you... asap.
– “The first five minutes that you talk to someone, they decide if they like you or not.
– The more you talk about, and ask about, them, the more they will like you.”
(J.Gitomer)

4. Be funny, tells a story engages – your own story.

5. Posture. Eye contact. Rapport.
6. Style and dress enhance great material.
 Key Factors for a Great
Performance on Stage
7. Know as much as you can about your audience
before you say a word.
8. Speak about them – the audience.
9. Talking pace. Passion. Eloquence.
10. Transferable concepts. They stablish rapport.
11. Test the participants – where they were versus
where they want to be regarding your message.
12. Try to tell their questions will be answered after
presentation.
 Passion. Eloquence.
...skills
...heart
...energy
...passion

from
Presentation
To
performance
• He does not utter the phrase, “I have a dream,”
until almost the end of the talk, and he challenges
500,000 people to follow his dream. And they do
it.

- Martin Luther King, Jr (1929-1968)

Tell a story

Try to start in the

middle.
Yes, rather than greet
the audience, begin
by telling a story,
almost in mid-
sentence.
The audience is forced
to listen; they’re
compelled to listen.
 Be Provocative!

Make them stop and think.

Your Slides
Don’t Complain
Keep it Simple!
Avoid Hidden Information
(or subtext)
 Be Genuine
Be yourself.
Get
inspiration Your personality will shine if
from who you believe in what you are
you admire, saying.
but don’t Being genuine will win the
pretend to confidence of the audience.
be
someone
that is not
you.
 Closing
• When your audience says (or demonstrates), ‘I am not
interested,’ what it means is that you are not
interesting.
• They will never say, ‘You are not interesting’. He or she
will take the blame themselves and say, ‘I am not
interested.’
• I’m not interested is the sympthom. The problem is you
have failed in engaging them.
 Agenda

• Introduction
• Getting Ready
• The Event

• Getting Better
• Final Comments
• Q&A
 Performance Review
Did you get your way? Why?
Review you, your message, your “tool-kit”
Q1: How they work individualy?
Q2: Did they get that “musical” synergy?
Q3: What should you start, stop, or continue regarding each
element?
Q4: Action Plan – your game plan for continuous improment

If yes, you were succeed in getting your way,

Celebrate your achievement. Feed your soul !
 What happened then
• If something doesn’t go right in the persuasion process,
learn from it – don’t moan about it or regret it.
• Dwelling on what went wrong will never lead to what is
right.

• You weren’t born a Master

in getting your way.
 It’s like a PDCA Cycle
• Before the “event”, you worked hard to be ready.
• During, you did your best on stage.
• After, it’s time of self-evaluation... Review. Adapt. If
necessary, recreate you game plan to the next event.
 Don’t give up easily

• Record

• Film

• Ask for
feedback

Build your presentation skills daily by giving presentations

and recording them. Practice with passion.
 Face the Truth

• The secret is: Believe in countinuos improvement.

• Take a deep dive into yourself (self-knowledge).
• Practice, practice, and practice.
• Polishing your skills you will get your way more often.
• Count on diverse sources:
 Books, brochures
 Teachers, coaches, mentors
 Self-taught by trial and error
 You Can Have No Doubt

“Your audience wants to get to know

you, to like you, to have confidence in

you, to trust you, to understand you,

to learn from you, to smile or laugh,

and to feel like you value them.”

 Agenda

• Introduction
• Getting Ready
• The Event
• Getting Better

• Final Comments
• Q&A
 Your Personal Commercial

• Information that states who you are and what

company you represent, and creatively tells what you
do.
• After you say a little, ask a lot!
 Ask one (or a series of) power questions that engages and
uncovers what kind of help they need.
 Make a power statement that qualifies the prospect, and tells
how you can help them.
 End with why the prospect should act now.

Power question > answer > impact response > power statement
• The power questions are the key to make the prospect
stop and think and give you the information you need
to strike.
 Customer Approach

• Your business: temporary staffing industry

• Question: What do you do?
• Wrong answer:
 “I’m in the temporary staffing industry.”
• Your reply should be like this:
 “I provide quality emergency and temporary employees to
business like yours so that when one of your employees is sick,
absent, or on vacation, there is no loss of productivity or
reduction of service to your customers”.
• Good! The door is open for your power questions and
replies that you need to establish immediate rapport
with the prospect.
 Customer Approach

• Now, your power statement:

 “I specialize in smart, capable people. Not temporary help.
When your people are on vacation, or out sick, I know you can’t
afford low morale or a reduction in service. Here’s what I
propose: (This is your call to action statement and the
reason your prospect should act now.) Let’s meet for
breakfast and discuss your last few employee absences. We’ll
talk about now they were handled and discuss the next few
upcoming absences. If I think I can help you, I’ll tell you. Ad if I
don’t think I can help you, I’ll tell you that, too. Is that fair
enough?”.
• I m p r e s s i v e ! ! ! ( Don’t you think? )
 Take in mind
• There is a big difference between geting your way and
being manipulative.
• Persuasion has to be coupled with long term.
• At the end of persuasion, there is an outcome. You have
convinced someone to do it your way, and something
will happen as a result of it.

• A long-term relationship
will often depend on the
outcome of what has
been persuaded.
 Whether You Talk or Write
• Being a person of influence, someone that gets your
way often than others, means that you have reputation,
character, credibility, and stature enough that
people will take your message seriously.

• These critical qualities come from your track record

and your success record combined with yours

perceived expertise.

• Your reputation precedes you.

 Agenda

• Introduction
• Getting Ready
• The Event
• Getting Better

• Final Comments

• Q&A
Thank you !
Backup
Slides
People Reaction
The Author

• Jeffrey Gitomer

• He self-defines as a creative, on-the-edge, writer and speaker whose

expertise on sales, customer loyalty, and personal development is world
renowned; known for presentations, seminars and keynote addresses
that are funny, insightful, and in your face; gives audiences information
they can take out in the street one minute after the seminar is over and
turn it into money
• Author of 9 books, 5 best sellers, with +1million copies sold ww
• Uses to make +100 presentations a year
• His e-zine “Sales Caffeine” has 250k subscribers
• www.gitomer.com and www.trainone.com have +25k hits a day from
readers and seminar attendees
• Jeffrey’s big corporate customers includes Coca-cola, BMW, Hilton, Time
Warner Cable, GlaxoSmithKline, IBM, and hundreds of others.