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  • Bob Burg

“You've basically revolutionized the way we are doing business. . . Your teaching style is very, very effective.”

~ Thomas J. Bartosic, SVP, Career Sales, G.E. Financial Assurance

The Value (And The Sale)…Was In The Solution

August 25th, 2015 by Bob Burg

roofMy friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home.

Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home as well as that of many others in her community.

This was followed shortly by a number of roofers knocking on doors and offering to repair and replace roofs.

Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill.

Surprised, they did some research and found out this was indeed true. They then called their insurance company.

When the insurance adjuster visited them, he explained that because the roof was ten years old they would need to take that into consideration and he would get back to them.

He did, and told them that the company would absolutely cover it. Ilene and Alan soon afterwards received a check for the full amount of the new roof.

Guess who got the sale?

Yep!

Why? Because he was the most skilled roofer of all of them who’d called?

He might or might not have been. Regardless, that’s certainly not why the sale was his.

It’s because he was the only one that, rather than simply selling his services, found a solution to the problem his prospective customers had.

Selling: discovering what a person wants, needs, or desires…and helping them to get it.

Yep…that’s really what it is!

A Tale of Two Frames

August 14th, 2015 by Bob Burg

It was the best of frames, it was the worst of frames. We’ve often discussed frames and framing in this blog. A frame can be defined as the foundation from which everything else involves.

In Adversaries into Allies: Master The Art of Ultimate Influence I say that when you set the proper frame for any encounter, you are 80 percent of the way toward the outcome you desire. And, the outcome you desire is obtaining the results you want while helping the other person to genuinely feel good about themselves, about the situation, and about you.

In other words, a true win/win. So, while visiting with my dear friend (and mentor) Dondi Scumaci and her husband Mark, I had the opportunity to hear from Dondi an experience she had in which two companies having the exact same desire…had two different ways of communicating it. One was an excellent example of positive framing while the other was an excellent example of…well, not so much excellent framing. :-)

In this conversation with the always-wise and fantastic Dondi, we learn what happened.

Enjoy!

Dondi Scumaci - Cultures reflect themselves

 

Amazing, isn’t it? More importantly, how will you take this lesson and make your future framing similar to and as effective as the positive example? Any similar stories you’d like to share with us? Please feel free to do so.

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TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

Steal The Show – Wisdom from Michael Port

August 10th, 2015 by Bob Burg

One does not have to be an actor, a professional speaker or stand up comedian to be onstage. Many times we’re under the figurative spotlight whether we want to be or not. Maybe it’s a sales presentation to a skeptical committee. Perhaps you’re in front of your city council attempting to persuade them regarding an ordinance. Or, even an interview for that dream job.

Michael PortMy friend, Michael Port, has written a spectacular book on mastering the performance. Entitled, Steal The Show:  From Speeches, To Interviews, To Deal-Closing Pitches, How To Guarantee A Standing Ovation For All The Performances In Your Life, it is the fruit of all Michael’s wisdom in this area…and that says a LOT.

A former professional actor (including guest roles on Sex & The City, Law & Order, All My Children, etc.), he’s also a multi New York Times bestselling author including the classic, Book Yourself Solid. I’ve personally seen him work his magic in coaching people to dramatically up their presentation ability within minutes.

Yes, he’s that good. Had I not seen it myself, I might not have believed it!

Since the book is so comprehensive in terms of what makes for a spectacular presentation — and we don’t have hours to cover everything — I asked Michael about two key areas: his formula for telling stories that will have your audience at the edge of their seats…and how to effectively end your presentation in a way that will leave a lasting impression.
Steal the Show - Michael Port
And, as always…Michael delivered!

Enjoy this brief chat with an amazing pro!

After listening to Michael, can you imagine what it’ll be like to know everything that’s in his book?

As Michael shared at the end, visit www.StealTheShow.com and take advantage of his very special offer when you pre-order the book. Leave it to Michael to find a way that you can pre-order it, and read it now. :-)

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TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

Overcome Your Personal Worry Movie

August 6th, 2015 by Bob Burg

Worry No More - Bruce Van HornI’ve always found that one of the easiest pieces of advice to give someone is, “don’t worry.”

I’ve also always found that one of the most difficult things for me to do is…not worry.

Sort of like surgery: it might be “minor surgery” but only when it’s someone else’s. It’s never minor when being done on us or someone we love.

There are so many fantastic sayings regarding this topic, aren’t there? “Worry is interest on a debt not owed.” Another favorite of mine, most often credited to Mark Twain is, “I am an old man and have known a great many troubles, but most of them never happened.”

So true!

Yet, we’re human. And, we worry.

In his excellent new book, Worry No More! transformation life and business coach and podcaster — not to mention, marathon runner — Bruce Van Horn defines worry as:

“Using your imagination to create images of what you do not want to see and/or events you do not want to occur.” 

He’s not actually saying that we should never worry. After all, there are times when worrying can be helpful; those instances when it is constructive and serves to put us on a more correct path. Mostly, however, it’s quite counterproductive and often tormenting; robbing us of the joy and peace of mind that is our natural state.

Without going into his methodology for overcoming worry, it’s very helpful to understand his premise. Basically, “Worry is a movie {we create in our} mind, complete with detailed settings, and talented actors who perform their parts perfectly and convey all of the emotions the movie director has told them to use.” He continues, “You are the movie director and the entire cast and production crew are simply acting out the parts you have scripted for them.”

Makes sense, doesn’t it? Now, getting the mind of the director correct, that’s where it all begins. And, in this book, the author does a fantastic job in that department.

Meanwhile, as Bobby McFerrin would say, “Don’t worry, be happy.”

Sure, Bobby. Easy for you to say! ;-)

Zen Pharmacist, Corey Jahnke — The Successful Thinker

August 2nd, 2015 by Bob Burg

He’s one of the wisest men I’ve had the pleasure to know and learn from. Rarely have I met a person who has the people skills he possesses and can transfer those to others in such a way that so strongly takes hold.

A pharmacist by profession he’s twice been awarded Walmart Pharmacist of the Year for the Wisconsin region as well as being the WEAU-TV 13 Sunshine Award winner.

And he considers himself to be a service provider first…and only then a healthcare provider.

Corey JahnkeHumble and soft-spoken, he’s the person customers and fellow team members seek out for advice, a joke and a kind, uplifting word of encouragement.

Corey Jahnke is also a student — a perpetual, ongoing student — and a teacher (Yes, I really do refer to him as, The Zen Pharmacist) of success and personal development.

And, his new book, The Successful Thinker, has everything it takes to become a classic in that genre.

Written as a business parable, it’s a quick, easy-to-read, and life/business changing story based on what the author calls “The 7 Laws of 21st Century Leadership.”

In this brief interview with Corey, we mainly explore what I believe is the premise of everything he teaches; the ability to catch ourselves telling a “really lousy story” about our own lives and situations, as well as about others.

Yes, it’s much more than that. However, just listening to what he says in this discussion can make a huge difference in your personal and professional effectiveness.

Enjoy our chat!

The Successful Thinker - Corey Jahnke

See what I mean? Easy to see why he has won awards in his field. The wisdom in this book can help you to win awards in yours. :-)

Visit his website, www.TheSuccessfulThinker.com and receive the first four chapters, as well as some other value-based goodies. Be prepared to be hooked on the book well before you are through reading those chapters.

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TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.