Summary of Jeffrey Gitomer's Little Black Book of Connections

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Jeffrey Gitomer's Little Black Book of Connections book summary
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  • Controversial
  • Comprehensive
  • Well Structured


Jeffrey Gitomer is an eminently successful author of sales books, and a master of self-branding and positioning. Millions read his columns, attend his seminars and buy his branded merchandise – from textbooks to teacups – from his Web site. To boost the level of attention you give his book, he writes in bullet points, uses vulgar phrases and seems to go out of his way to avoid being politically correct. In fact, he advises his seminar students to "turn their sensitivity meters off." Though he admits, somewhat proudly, "I may not always be known as first class," he clearly is onto something supercharged about sales. getAbstract believes that if you can get past the casual writing, the jazzy short-attention-span layout and the idiosyncratic numbering system, you can learn a very useful thing or two about networking from Gitomer's little black book, especially if you are new to the game. When you start reading his networking advice, heed his warning about your sensitivity meter. Then get out there and do unto others, so they will do for you.

About the Author

Jeffrey Gitomer is a best-selling author, sales trainer and business coach. He is also the author of The Sales Bible and The Little Red Book of Selling, among many other titles.



Getting to Know You

Do you have the connections you need to succeed? To evaluate your networking assets, ask yourself these questions: Do you know the best way to find a respected mentor? Do you understand the opportunity that exists when you are in the close presence of movers and shakers? Do you know how to make a good impression on the people that count? Can you develop strong relationships with your friends, co-workers, bosses, customers and other people? Do you know how to benefit fully from your connections? If you answer "no" to any of these questions, you need to work on developing your networking and connection skills. Start with these guidelines:

"The 17.5 Strategies, Guidelines and Rules of Connecting"

You cannot become a networking maestro without following these essential rules:

  1. "Be friendly first and everything else falls into place" – To win others over, you must be friendly. The three crucial rules for exhibiting friendliness are smile, smile and smile.
  2. "Project your self-image in a way that breeds confidence in others" – Do you have a firm handshake? Are you clean, well-groomed and well-dressed? Are ...

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