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“A friend of mine kept telling me about this amazing book that taught them how to talk to anybody about anything.
I was frankly skeptical. Contrary to the old adage, I DO judge books by their cover—and this particular book had a somewhat unimpressive cover.
But my friend kept raving, So finally I dared to waste a few minutes of my precious time.
I enjoyed the book a immensely. I especially liked the first five chapters, which take the principles of salesmanship and apply them more broadly to all aspects of life.
I especially liked the part about “Brand versus Concept.” I thought about how this could help me in my own life, and I realized that it will be a valuable piece of insight. I also loved the chart that showed a small number of “Success” squares and a large field, reminding me of why persevering is so important. Also the many tips for how to be objective and not be hurt by rejection.
Considering how much difference the art of persuasion can make in one’s life, you would think there’d be more books like this one. We assume that the ability to persuade is an inborn gift, like charisma or good looks.
Maynard Garfield’s contribution is to show convincingly that persuasion is not magic, but rather a craft consisting of a set of concepts and attitudes, all of which are readily at hand.
I only wish that somebody told me this a long time ago!
For me the book has already been a benefit and a blessing — so rich with ideas that resonated and made me think. On every page I sense the caring spirit and wise guidelines of a born teacher. My thanks to the author for sharing his hard-won knowledge.
“Persuasive Communications is a roadmap, a key tool that I am using to help me navigate the emotional roller coaster that is each opportunity to connect with my clients. After I read it, and re read it, I understood exactly how and what emotional and intellectual steps my donors are taking as they evaluate my offer. And with that knowledge I am better prepared to help them see the value for them in the opportunities my nonprofit has to offer them. Thank you Garf.
I was so ready for this book. I read it in one day, and could not put it down. Now I have been carrying it around doing the worksheets and sharing it with friends for months. It is a standard in my briefcase. Initially I bought five eBooks and then eight paperbacks; I am handing them out to my staff like candy.
Look a few months ago, before Garf, I knew I had a strong idea, a great program, and a quarter of a century of track record behind my project, yet I still went into each opportunity where I was pitching my charitable gift request and my services completely blind.
Yes I made my sincere pitch and was rewarded with positive feedback or on enough occasions a gift, but each time I was never quite sure of the landscape or how to navigate my donor’s reactions.
I was confident, enthusiastic, but still a bit unsteady on my feet.
And yes I had read every Kim Klein and Mal Warwick how to guide and absorbed every article and advice I could on fundraising.
Don’t get me wrong, I have and am having some success on an issue that my investors call an “impossible challenge”.
Yet, now in the last few months, I really can see a difference. I was doing my work to educate my donors on the value of my program but I was doing so without the illumination or enlightenment that Garf delivers in Persuasive Communications.
-Noelle Hanrahan, P.I.”
“As a physician I was not sure that this book would apply to me. However, I enjoyed this book immensely! Garf writes in a concise easy to read format using high-yield information. This book applies to both my personal and professional life and I have been able to use many of his tips with success, especially when dealing with difficult people or situations. Whether communicating with one person or many, this book will assist in many every day situations for you. I highly recommend it! Thanks, Garf.
-Eduardo Cepeda MD”
“I was pleasantly surprised by the relevant, timeless and useful content found in this book and I also had the pleasure of hearing Mr. Garfield speak. This book provides insight into the subtle and obvious challenges of communicating well and allowed this reader to better understand how attitude and motivation influence one’s message delivery and ability to understand others. Mr. Garfield’s extensive experience and deep understanding are easily conveyed through his useful illustrations and sense of humor. I couldn’t put this book down and look forward to putting my new understanding into practice. Well Done.
“For over 35 years I was CEO of two major state associations (trucking and hospitals) as well as being a past chair of the American Society of Associations (over 2500 members). In my career there were hundreds of books read by me and Garf’s book on Persuasive Communication–Get What You Want Without A Gun is “First Among Equals” it ranks at the top of the list. Enjoy and learn from this great teacher and communicator!!”
“This book is filled with wonderful suggestions on how to achieve your goals. I really enjoyed it and found it to be thought provoking and informative. Read the book! You’ll be glad you did!”
“As a professional in the sales industry I found this book to be highly insightful. It is very simple, read the book and apply it to your everyday life. You will see amazing results!
If you are interested in having a profound impact on the people you talk to, read this book!”
“Persuasive Communications” is a clear, concise, and insightful book that is a must-read for everyone who has to sell their ideas within their organization, or outside of it to clients. Garf’s book is a masterful and brilliant summary of a lifetime of teaching people how to persuade others “without using a gun”!
–Brian P. Flynn, Founding Partner, Environmental Resources Management
I have known Garf for many years and have always valued his sage advice. As a result, I was very eager to read Persuasive Communication.
Garf’s focus on the key drivers of persuasive communication allows one’s message to more efficiently resonate with any audience, whether family or business. I really enjoyed the example of the Jehovah’s Witness who overcome her fears of rejection because of her belief in the value of her message or “Red Wagon.” Also particularly valuable were his reminders to focus first on rapport, formulas for presenting to different types of buyers, understanding sincere vs. insincere objections and especially his section on “Concept.”
Garf’s examples and convenient support materials make it easy to transition his advice from theory into practice. I recommend you read Persuasive Communication and understand some of the reasons why many have valued Garf’s advice for years. -Steve Billimack, Managing Director, HighTower Advisor
What a great resource for your business life or your personal life. Garf is a rare example of a thoughtful and caring person, who has walked the walk, learned from his walk, and is able to effectively communicate and help all those who are exposed to him. In order to succeed we all have to communicate with others and sell our concepts every day of our lives, in some way or another. This book gives us real life tools to improve in these areas. Do yourself a favor, buy the book, enjoy the read. You will be better than you were before. -Greg Salley CPA – founding partner of Greg Salley & Associates, PC – CPA firm in Austin, Texas
Many years ago I was a student in Garf’s class at Northwestern University, then simply entitled “Salesmanship”. I already had more than ten years of moderately successful industrial sales experience, but I still felt ‘lost’. My sales strategy largely consisted of, “Smile, be nice, be helpful, be available and watch the older guys to see what they do.” It worked but I never felt secure that it would continue to do so. Garf’s course proved to be more than ‘salesmanship’, although it fulfilled that promise 100%. My sales success went from moderate to sensational and never stopped. It had given me tools to help develop and tailor my own ‘handles’ on the sales process. It also impacted my life-philosophy by teaching me how to help others through persuasion. This book IS that course streamlined and with updated examples although, unfortunately, without Garf’s personal and passionate lectures and without the very helpful role playing. I’m so glad Garf finally put this into book form. Please don’t simply ‘read’ this book but study it; consider it to be a textbook – which it really is. Like me, you’ll wish this book had twice as many pages to savor – as it well could. The highest honor I can bestow on this book is to say I have strongly suggested to both of my grown sons – each involved in sales – that they immediately study it. If you are in sales – or want to be – or if you just want to influence people for the ‘right reasons’ and more often ‘get your own way’, you should study it too. -Roger L. Gauen
I am retired and thought I knew how to communicate until I read Mr. Garfield’s book. I also thought life would be easy once retired and I would no longer have to convince anyone of anything. I was so wrong, now I have to convince the doctor that I really do have a pain, or, when in the hospital, convince a lot of different people that I really am a nice guy and would like special attention. Using what Mr. Garfield suggests I get it. The doctor now listens to me, the nurse spent a little extra time with me, the nurses aid came as soon as I rang the buzzer and the cleaning lady did a little extra cleaning. Even the management of the retirement home listens to me, sometimes. You are never too old to learn and Mr. Garfield, with 40 years experience is old enough to teach even us old folk. -Arthur D. Jensen
I have been in sales and management for over 25 years and Garf’s book is truly extraordinary. It reinforced strategies and concepts I learned over the years, and it introduced new ways I hadn’t been able to put my finger on until reading this book. If you are interested in learning successful techniques for Persuasive communications then this book is a must read. -Rick Dwyer
Throughout my 20 year career in a variety of sales positions, I have read through hundreds of books and training manuals on selling and sales techniques. Some of these were really good and some were just awful. “Persuasive Communication” is definitely at the top of the good list. This book is short and gets right to the point of explaining the fundamentals of selling without adding a bunch of fluff or page fillers.
The idea of getting on the right side of the sale is so fundamental, but rarely explained in terminology that is so easy to comprehend. Concept vs brand selling, advancing your advocacies, and turning your intellectual knowledge into what is intinctual are some of the highlights for me.
It doesn’t matter whether you are a teacher, an engineer, a doctor, or an account manager. Everyone will benefit by reading this book. -Andrew B.
As i write this from 37 years deep inside a Federal Prison the first thing that comes to my mind is : WARNING: If you are committed to being a thief, a swindler, a flam-flam man/woman, a drug dealer, in a word, if you are one who wish to “get ahead” at the expense of others, all for SELF, then YOU should NOT read this book, YOU should NOT buy it, and most definitely YOU should NOT attempt to steal this book. This book is NOT for YOU!
On the other hand, if you want to get what you want without a gun and stay out of prison and possibly make a better life for yourself, then do yourself and family and loved ones a big favor: buy this book, study it and apply these lessons and teachings and principles in your business dealings AND in your personal relationships…your life will be better for it.
When i let a few of my fellow prisoners read this book, their comments ranged from the “WOW!” to “Man! Why didn’t someone hip me to these concepts before I started a life of crime?!”
Bookstore shelves are filled with more “Self Help” books and manuals than you can shake a stick at. For the most part, Self Help books main focus is to give you information, inside “secrets” to guide you in helping you to help yourself, improve your ability, arm you with more knowledge to help you to do this or that…and in the final analysis, it is for SELF.
Persuasive Communication—Get What You Want Without a …”, the product of the author’s life’s work, his passion, takes the very concept of “self help” to a whole “new” dimension. When Mr. Maynard M. Garfield (Garf, as he is affectionately called), says: “Some people like to grow flowers, I like to grow people”, he really means it.
From the very first chapter in which Garf renamed his company to “Persuasive Communications, Inc.”, through ’til the last chapter, he hammers home the idea that it’s not just about selling and buying, but rather it’s more about giving and thus receiving. Of that “golden thread” that weaves throughout, Garf puts it this way:” Your advocacy has substance:it fulfills a need of yours, but it also fulfills needs of the individuals you are trying to persuade. in the long run your proposal will benefit both parties.” -Veronza Bowers
Finally the secret is out for all to know. As a Human Resources executive, I have benefited from Garfield’s stand up presentations and seen the results as he taught technical wizards the art of selling their ideas. Now, as I read this book, I am reminded how my own “hidden self” came out because of the coaching I received from Garf. I have experienced success,growth and improved relationships both with my clients as wlll as in my personal life. When the going gets tough, reading this book will make the ride a whole lot easier. -Richard Hucke
The key to reading this book is to imagine that you are sitting with the author after a hard day at work. In the office or out on the road, you were trying to persuade someone that you had something that would benefit the person. You left at the end of the day feeling defeated because you did not know how to sell your ideas.
From a young age Maynard Garfield started to solve these types of problems by training people in the art of persuasion. He called his company Persuasive Communications and sold his concepts to some of the world’s leading companies. Making the transition from the classroom to the blank page has not been easy, but “Garf,” as he likes to be called, had plenty of friends and clients ask him to write down his concepts.
“Persuasive communication can go a long way toward liberating you,“ he writes. “For many it is the key to self-empowerment.”
Because readers will bring a variety of life experiences to the book, some chapters will be more relevant than others. Someone who feels intimidated by a boss or a customer will focus on the techniques for gaining control and achieving a goal. Another might not understand the benefit offered in a negotiation and want to practice techniques for gaining the right mental attitude.
A drawer full of testimonials reveals that Garf’s lessons can be applied at home just as easily as at work. “Life works better when you accept a friend for the good you see in them and simply ignore the urge to convince them or change their mind,” he writes. ”If you are going to persuade someone of a concept, though,“ he writes, “you have to allow the person to try to feel the material, and feel comfortable with it or it isn’t theirs.”
Throughout the book Garf pounds hard on learning what works, rather than flying by the seat of your pants. “Intellectual knowledge isn’t of much use until it has become instinctual,” he writes. “I can assure you that inadequate implementation will thwart the most brilliant idea.”
From there Garf gets down to the details of learning how to deal with a concept, “which creates a need for a different way of doing something” before a brand, which is “simply an alternative way of fulfilling a concept.” Following that are practical suggestions for overcoming stage fright and changes in approaches to use with customers who use reason, sensation or emotion to make decisions.
It is hard to synthesize a lifetime of experience when you reach 80 years old, but this hits most of the highlights. Take out your marker and highlight what works best for you. -Nancy Kreisler (reviewed within a month of purchase)
I normally have trouble with self-help books, as they get too burdensome and boring. Not so with this one! This book is easy to read, with good examples, and gives tons of great ideas for improving how you communicate with everyone and anyone. It doesn’t matter whether you’re trying to apply the techniques to the business world or to your personal life–this book is sure to help! Most of the ideas are common sense, where after reading you say to yourself, “Of course! Why didn’t I think of that and approach it that way?” This book is sure to help improve your communication with everyone. -Fran Werner
This is a great book that can help you in both work and personal situations. It offers a new perspective that will help you convince others about ideas that are important to you. -Janice Lehman
This is a terrific book that is worth many, many times the cost to download it. You don’t have to work in sales to both enjoy and profit from this material. We ALL need to persuade others, whether it’s dealing with a customer, a vendor, a spouse or a child. Garf brings a gentle wisdom and humor to the material that makes it a very easy read, but also a very educational one. Buy this book, read it, and use what it teaches. You’ll be glad you did! -Rick Mathes
The company I work for has waited for this book for a long time because there is too little Garf to go around. Maynard Garfield has been my business coach for the last 15 years or so and advised my company for 30 years. As this book clearly lays out, Garf has a tremendous amount of knowledge about how business works and how it should work. I am pleased that he has produced a book for the benefit of all. But what I find to be most helpful about Garf is his style. He has a way of figuring out the behaviors that are barriers to great performance, and then devising a simple plan on how to overcome those barriers. The teaching and coaching in this book can be as painful as they are transformational. But once you know, you can never go back. -Paul Stefan
Over the past 20 years that I have known ‘Garf’ through his training of several of the sales teams I have managed, I have been living with ‘Garfisms’. This book, with its understandable and very usable tools for communicating is like going back over the reasons for successes in my career… I have used what I learned from Garf!
This book is a teaching tool, and a great refresher that will refocus even the best communicators… from the parent who needs to sell the child on the value of taking out the garbage… to the writer who has to sell his book… this is a great read. -Bruce Ross
This book is jam-packed with great information and a must read for anyone in the business of promotion and selling. Learn what works and what doesn’t work when presenting your yourself and your products, how to negotiate and close a deal and what happens after the sale. It’s also a good book for improving relationships and communication techniques not only in business but in personal situations, as well. I highly recommend it. -Lucinda Campbell
I just got finished reading Persuasive Communication, and it is the most enjoyable book I have read on the subject. The worksheets are extremely useful, and should be helpful to everyone. Everyone needs to be persuasive about something, and this book will help you get what you want. -Annie