Gerry Spence ‘Win Your Case’ Book Review

December 31, 1969

Podcast Template

  • Today I review “Win Your Case: How to Present, Persuade, and Prevail, Every Place, Every Time,” by Gerry Spence

  • His title reminds me of “The Five Proven Steps To Make Every Sale“

  • Who am I, and what am I going to do with the rest of my life?

  • Stand on a table and sing. 

  • Paint. Write poetry.

  • Credibility is the key to winning…so you must be honest with yourself to be credible.

  • We learn from our pain, but we often defend against it in inappropriate ways.

  • Our power is in our uniqueness. We are indomitable when we realize this. But we have no ears for simple truths.

  • We allow ourselves to be turned into uniform products, consuming uniform products.

  • Don’t let the Church of Uniformity drown you in its baptismal waters.

  • Your vulnerability can be palpable.

Related episodes and posts

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  • Your big heart and unself-conscious smile are attractive.

    • It gives you power.

    • Caring is contagious.

    • Appreciate who you are.

    • “I’m all I got. And it’s enough.”

  • We need a vision.

  • Our psyches are fragile.

  • Find the courage to be yourself.

  • Be genuine to be humble.

  • Bring in the real you to every meeting.

  • Show you care and emit the shining light of credibility.

  • Tell the truth.

  • Shake off all pretenses.

  • You’ll be yourself, which will make you unconquerable.

  • We are too left-brained. We need to feel more.

  • It’s okay to cry. It’s okay to express true anger.

We have no ears for simple truths.”

We allow ourselves to be turned into uniform products, consuming uniform products”

  • To suppress your feelings is to murder yourself.

  • Kids are happy and joyful. We say they are innocent. He says they are honest and credible.

  • Thinking is not feeling.

  • How does it feel to be in your prospect’s shoes?

  • We must learn to feel again.

  • The most powerful person in the courtroom—and at the negotiation/sales table—is the vulnerable person who is aware of his feelings and can share them honestly.

  • Feelings of love, fear, helplessness, and being alone abound in everyone, even the “power people.”

  • In order to gain your trust, I must be trustworthy.

  • I must be real.

  • I must bring my whole self into the negotiation room.

  • Logic is a shifty product of the brain. We arrive at a just decision through our feelings.

For this is the truth: I have departed from the house of the scholars, and the door have I also slammed behind me. Too long did my soul sit hungry at their table: not like them have I got the knack of investigating, as the knack of nut-cracking. Freedom do I love, and the air over fresh soil; rather would I sleep on ox-skins than on their honours and dignities.” ~Friedrich Nietzsche

  • The person who is intelligent enough to have acquired a working knowledge of the self is among the most intelligent of all.

  • Facts only have meaning via their emotional content.

  • When you speak with big words, people think you are hiding something, such as incompetence, fear, and small minds. They make you appear empty of caring and conviction.

  • We can recognize those who cannot be trusted.

  • Your candor and caring will cast a dazzling light that will push all of your shortcomings into forgotten shadows.

  • To move others, we must first be moved.

  • To persuade others, we must first be credible.

  • To be credible, we must tell the truth, and the truth always begins with our feelings.

  • To be a great listener, listen to yourself.

  • Listen to yourself as you speak, and you will be guided on how best to deliver your idea and win.

  • Spontaneity is the key that unlocks the door of the listener because it’s honest and is heard as honest, and honesty is convincing.

  • Listen to your inner voice, but trust the editor. Not everything you think needs to be said.

  • The editor is usually trustworthy, but we are timid.

  • Take the risk of doing something in the moment.

  • It takes practice to listen and hear with the third ear.

  • Talk to yourself out loud.

  • Better to be scorned than to bore. Better to be slightly outrageious than to join the walking dead.

  • We are not listened to, so we do not listen.

  • Listen to what is going on inside you by tuning out what Big Brother and Madison Avenue want you to hear.

  • We can safely ignore most of the junk thrown at us that claims to be “information.”

  • We must hear with our third ear. We must read and hear between the lines.

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