INSEAD Library

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Jeffrey Gitomer's Little Green Book of Getting Your Way Table of Contents ELEMENT ONE Getting Ready to Get Your Way......................... 13 ELEMENT TWO The Fundamentals of Getting Your Way.......... 25 ELEMENT THREE The Fundamentals of Persuasion and Personal Power....................................... 39 ELEMENT FOUR The Essentials of Getting Your Way............... 49 ELEMENT FIVE Power Presentation............................................. 69 ELEMENT SIX Persuasion Performance...................................... 97 ELEMENT SEVEN Sales Persuasion Performances.................121 ELEMENT EIGHT The Write Way to Get Your Way................... 161 ELEMENT NINE Persistence........................................................ 179 ELEMENT NINE point FIVE Eloquence..................................... 190 Expanded Table of Contents ELEMENT ONE GETTING READY TO GET YOUR WAY While you're trying to get your way -- others are ................................ 14 perceiving and defining your words and actions Persuasion is the process...getting your way is the outcome ................ 16 Thinking you can is 50%.................................................................18 The secret of self-belief ................................................................. 20 The secret of attitude .................................................................... 23 ELEMENT TWO THE FUNDAMENTALS OF GETTING YOUR WAY The squeaky wheel gets its way....................................................... 26 Understanding how to persuade and get your way...............................27 You have to be able to convince others ............................................ 28 You have to be able to influence others............................................. 29 You have to possess persuasive presentation skills ............................30 You have to be a persuasive storyteller............................................. 31 You have to possess persuasive writing skills ................................... 32 You have to have the ability to transfer a concept or message ...............34 The science of compromise............................................................ 37 ELEMENT THREE THE FUNDAMENTALS OF PERSUASION AND PERSONAL POWER Proper persuasion to get your way .................................................. 40 The power of persuasion................................................................ 42 The essence of persuasion and personal power..................................44 Understanding the power of engagement...........................................47 ELEMENT FOUR THE ESSENTIALS OF GETTING YOUR WAY Professional development of a presenter........................................... 50 Look good, act better, persuade best, and get your way........................ 54 Harmonizing NOT manipulating .......................................................56 Turning your personal commercial into getting your way...................... 58 Your personal commercial worksheet ...............................................63 Slide show stupidity: That's not you at the laptop, or is it?..................... 65 ELEMENT FIVE POWER PRESENTATION The essence of selling yourself to an audience................................... 70 Your audience wants..................................................................... 75 Some stuff is OK, some is not OK.....................................................76 Starting with the best words and phrases ..........................................77 Power loss ..................................................................................81 POWER UP ................................................................................. 84 Tell a story -- make a point ............................................................ 86 What's so funny about being professional? ....................................... 88 The gift of gab.............................................................................. 92 ELEMENT SIX PERSUASION PERFORMANCE Speech, speech! ...........................................................................98 It's not just a presentation. It's a performance! ........................................................... 100 How to deliver the greatest performance in the world ...........................101 Skill, or vital necessity? ................................................................. 106 Elements of presentation that, when mastered, lead to a performance . .109 Karaoke and getting a standing ovation............................................. 112 Film yourself. It's the only way ........................................................ 119 ELEMENT SEVEN SALES PERSUASION PERFORMANCES Major performance clues that lead to a sale ...........................................122 What is the BEST way to make a sales presentation? ..................................... 126 Can't get your way? Can't close the sale? Whose fault is that?.......... 132 Failed to get your way? No, failed to establish confidence! ................. 136 Expose yourself to no and not now to get to yes .................................. 140 The hot-air factor. How full of it are you?................................................ 144 Free speech. The legacy you leave to yourself ...................................... 148 28.5 elements of the greatest sales performance in the world ............. 154 ELEMENT EIGHT THE WRITE WAY TO GET YOUR WAY What makes writing persuasive? ............................................................ 162 For writing to be both powerful and compelling, it's up to you!............166I Less about me, more about your writing skills ...................................... 172 Proposal...or winning proposal? ............................................................. 174 I learned how to write from my dad and my brother .............................. 177 ELEMENT NINE PERSISTENCE Look to your kid and your cat for persistence clues.............................. 180 Why do some persist and some quit? .................................................... 183 Follow-up is another word for persistence..............................................187 ELEMENT NINE point FIVE ELOQUENCE Is it eloquence or excellence? ........................................................................................ 191