• Dynamic...
  • Inspiring...
  • Entertaining...
  • Principle-Based...
  • Immediately, Effective...
  • Bob Burg

“Business volume to our new targeted market increased by 300% in just 3 MONTHS! ”

~ Dave Brandt, Divisional Vice President, GE Financial Advisors, Genworth

Archive for the ‘Influence’ Category

So, What *Can* You Do?

Wednesday, November 19th, 2014

What Can You DoPerhaps it’s someone on your team at work. Or, maybe a close friend or family member you’re trying to help work through a difficult personal situation.

The person has a problem.

You make a suggestion.

“But, that won’t work” they quickly reply. Or, “But, my case is different” they say. Or, they helplessly offer, “But, I can’t do that.”

In other words, no matter what you suggest…they are stuck in the problem.

You suspect that your continued suggestions are going to be met by continued objections based on what they can’t do.

Then, put the ball in their court and, in a very positive, non-judgemental tone, simply ask:

“So, what can you do?”

This is a pattern interrupt that will most likely elicit a “what?”

Now, gently respond, “We know what you can’t do, or what won’t work. Let me ask, if you were counseling someone else and it was up to you to come up with a solution, what would you suggest?”

It’s not that they will necessarily come up with an immediate answer, but you’ve now shifted the frame from “why it can’t” to “how it could.”

It doesn’t stop there. You still need to help them understand this new frame; that there are options even if right now they’re not seeing them. And, that what you want to do is — working with them — help them to figure something out. For this to happen, it needs to come from a positive “how it can” rather than “why it can’t.”

This assumes, of course, that they really do want to find a solution rather than stay stuck in the problem. You might even need to ask them to make sure. Providing that is the case, however, this new frame will provide a great deal of assistance.

Have you ever utilized this method in order to help someone overcome a challenge? Perhaps even used this on yourself?

Please share your experiences with us.

Position Yourself As The Authority in Your Field

Tuesday, November 11th, 2014

Authority AlchemyLast post we looked at some of the key points and takeaways from the recent David Neagle Accelerate Live event Kathy Zader and I attended in Fort Lauderdale, Florida.

David also brought in several terrific speakers. Two of them were the team of  Jack Mize and Brian Horn of the highly-regarded business and personal positioning firm, Authority Alchemy and hosts of the extremely popular podcast by the same name.

How does one position themselves as the expert and authority in their field? We learn, first from Jack Mize, the big mistake most make and that the answer — while somewhat counterintuitive — makes a lot of sense:

Powerful! Indeed, by taking the focus off yourself and instead advocating for your prospects and clients, you create the proper environment for your own expert positioning, or being the authority.

And, what about utilizing both traditional and online media to help in the positioning process? According to Brian Horn, who has been featured on media as far-reaching as The Howard Stern Show to Huffington Post and the major television networks, the good news is that whether your desired platform is local or national, you can build upon your small successes in order to go (and grow) big.

Great concept — “The Authority Snowball.” Love it!

What were your biggest takeaways from Jack and Brian? And, what can you begin to apply right now in order to position yourself as the Authority you know you can become?

Abundance Mindset – Powerful Influencer

Friday, November 7th, 2014

David NeagleThis week I attended Accelerate Live, a four-day event held by David Neagle. The Founder of Life is Now, Inc., David is a very highly regarded income acceleration mentor and giant in the personal development field.

Having mentored a large number of hugely-successful proteges, he has certainly unlocked the door to financial success as well as other areas where success can be defined and measured.

The entire event was extremely well-staged and choreographed, and with a support team in place — including his team of personally-trained coaches — that allowed David to do what he does best…teach from stage.

On a personal note I found it very cool that his mentor was Bob Proctor, upon whom the character Pindar in John David Mann’s and my book, The Go-Giver is loosely based.

While the event’s theme was Influence it was really all about living a life of both personal and professional success. The first two days were more about mindset; the last couple of days more about strategy. Yet, even within the strategic how-to…there was always mindset.

Why? Because it’s always about mindset. We are all human beings constantly dealing with ourselves as well as with other human beings. If we don’t feel good about ourselves; if we don’t see ourselves as winners, if we don’t feel abundant then it’s awfully difficult to influence another person that they will be better off by doing business with us.

Of the many gems shared by David here are just a few:

  • “Create in your mind what you want to accomplish, then grow into the person who accomplishes it.”
  • “Most will only go after what they think they can accomplish; not what they really want.”
  • “How does your prospective client know — just by being in your presence — that you can help them?”
  • “People hear with their ears but they listen with their emotions.”
  • “Hope or wish is {a representation of} internal or external discomfort. It doesn’t mean they want to change.”
  • “Help them get to the point where they can choose to change for themselves.”
  • “When around negative people, the moment you stop consciously rejecting it, you start subconsciously accepting it.”

An abundance mindset with a true focus on bringing value to others leads to powerful influence. Terrific event and valuable lessons!

Doing Persuasion Right

Friday, October 31st, 2014

Doing Persuasion Right - Bob BurgWe often see people say and do things when attempting to persuade that bring them the very opposite results they desire. They’ll argue, plead, beg or scream before finally walking away in anger and frustration.

It’s much more fun to watch someone really doing it right.

Even better, through observation we can use their example to more effectively handle our own similar potentially difficult situations.

It was about 8:00 a.m. as I brought my cup of coffee and a book into the lobby of the hotel. My program wasn’t until late afternoon and it seemed like a great opportunity to relax and do some reading. Sitting across from me, unaware of my presence, with a cell phone to her ear and jotting notes, was a woman with a pleasant smile on her face.

If I hadn’t been eavesdropping…er, uh, I mean sitting in a place where I couldn’t help but overhear her talking :-) I’d have thought by the look on her face that she was on a call with her spouse or best friend. She wasn’t. She was trying very diligently to straighten out an issue that left someone without some important documentation.

She pleasantly (that word again) hung up and went to the front desk to ask if they would send a fax for her. Granted, this was a wonderful, service-driven hotel, but even if not they wouldn’t have turned down her request.

She came back to the chair opposite me and, for the first time realizing I was there, very sweetly apologized for bothering me by “talking while I was reading.” I told her it was quite alright, absolutely no bother at all, and that I was enjoying watching her so excellently handle this obviously difficult situation. With a genuine sense of peace she explained that it would all be handled and that everyone involved was being very patient with her.

Influence and Persuasion Lesson: People tend to reflect your attitude right back to you. Or, “As water reflects a face back to a face, so one’s heart is reflected back to him/her by another.” (Mishlei/Proverbs 27:19)

The process included several more trips to the front desk and calls to various people. She apologized when she had to, encouraged when she needed to and smiled genuinely the entire time. Her mission — whatever it actually was — was accomplished.

Of course, before she left, I had to ask her the secret to her great attitude and way with people. She summed it up in two phrases: “I live in gratitude,” and “Most people are nice if you treat them as such.”

Simple, elegant, influential, and persuasive.

Want to Influence? Don’t Deny Human Nature

Wednesday, September 17th, 2014

Want to Influence? Don’t Deny Human Nature - Bob BurgLast post we saw that to attain a desired outcome you must first see the situation as it is, not as you wish it were.

Not to be confused with a lack of vision, it’s simply understanding that in order to manifest that vision we must acknowledge current truths.

Want to design a device that flies despite physical universal laws such as…gravity? Then, first understand and accept the laws of physics and how they operate. Only then can you work within those laws in order to create its opposite effect.

The same is true when dealing with those often-difficult beings known as…humans. :-)

In other words, the laws of human nature are just as true as the physical laws of nature.

Do you ever hear yourself thinking:

“He doesn’t care about the facts” … “She’s only looks at the price, not the quality” … “His ego is so big” … “She argues even when she knows she’s wrong.”

Or even,  “All he cares about is himself!”

The above are some of the effects of Human Nature. Different for different people, they deal with decision-making, emotion, ego, etc.

There are also some immutable Laws of Human Nature that apply to everyone. What I believe is the biggie of them all was eloquently summed up by Dale Carnegie in his classic, How to Win Friends and Influence People:

“Ultimately, people do things for their reasons; not our reasons.”

Even if those reasons don’t make sense to us! As we’ve discussed in previous posts, people will do what they believe will make them happy, as they understand happiness and within the available options they believe they have.

And that is the overriding Law of Human Nature that only after one understands and accepts can they ever be an effective influencer.

When you embrace that law and work within it in such a way that you help the other person achieve their reason, you’ll find yourself to be one of the most powerful and influential people you know.

Great influencers don’t waste their time wishing people were different or that human nature wasn’t what it is, but rather work within the laws of human nature to benefit everyone involved.

Line

Do you live in South Florida? If so, you won’t want to miss this powerful, interactive, One-Day Ultimate Influence™ Mastery Intensive on Wednesday, October 1st. In this fun, but very intense day-long session, I’m going to work with just 50 people max so we can keep it personal and interactive.

Lead better, sell more, negotiate powerfully, have stronger relationships with friends, family members, coworkers and associates. Create the environment where people are much more likely to buy into you and your ideas.  If this sounds like something that could make a powerful difference in your life, visit www.Ultimate-Influence.com.

If you have additional questions, we have arranged a brief Q & A call for Thursday, September 18th. You can register for it here: http://bit.ly/1y7UgYv