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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

Archive for the ‘The Go-Giver’ Category

Strenghtening Our Receptivity Muscles

Wednesday, April 16th, 2014

Receptivity MusclesIn John David Mann’s and my book, The Go-Giver, Law #5 is “The Law of Receptivity.” Both of us are continually told by others that, while applying this law often created breakthroughs, it was also the most difficult Law to grasp.

When thinking about it on even a surface level, it makes sense. The ability to receive is linked not only to one’s own self-worth but to the constant stream of “money is bad”-type of lack messages provided courtesy of general society and the media.

Once we recognize that as long as we have provided lots of value to others we have earned the right to receive, then it becomes easier to accept this earned abundance.

Or, does it?

After all, our conscious is to our subconscious what the tip of the iceberg is to that part which is under water. We may know something on a conscious level yet our actions are being run by unconsciously programmed beliefs.

In this case, the subconscious nearly always wins.

Unless we consciously work on improving in this regard.

And, while the ability to receive includes financial, it also includes other areas of life such as kindness, friendship, love, acts of service, and sometimes even just a simple compliment.

In other words, we need to actively strengthen our overall receptivity muscles.

Let’s discuss this further in future posts.

Meanwhile, how do you do this? Any examples (personal or from others) you’d like to share?

In the Eyes of the Beholder

Monday, March 24th, 2014

In-the-eyes-of-the-beholder-Bob-BurgWhile price is a dollar amount, value is the relative worth or desirability of a thing (product, service, idea, opportunity, etc.) to the end user or beholder.

If you want to sell successfully, it’s vital to remember this…

“Value is always in the eyes of the beholder.”

Ask questions to better understand THEIR wants & needs. What we (the salesperson) believe to be the main benefits and value of our product or service may not be what our prospect believes them to be.

And, the selling process is not about us; it’s about them.

So, be sure to ask the right questions and then listen for the answers that will help you to connect the benefits (value) of your product or service with the wants, needs and desires of your prospect.

Because, remember, it’s what they find to be of value; not what we find to be of value, that ultimately counts.

A Fault-Finder or a GOOD-Finder?

Friday, December 27th, 2013

a good-finder Bob BurgA friend of mine recently sent me an email that said,

“Be a good-finder; not a fault-finder.”

Wow…GOOD advice! :-)

It reminded me of something that Pindar, the main mentor in John David Mann’s and my book, The Go-Giver said to his protégé, Joe:

“Go looking for the best in people, and you’ll be amazed at how much talent, ingenuity, empathy and good you’ll find.”

Amazing how that works!

And, great news — there’s no reason to wait until January 1st. We can begin now!

As an exercise, find something good in everyone you see today. You might have to really search, or it might be readily apparent. Whichever, be sure and find it.

And, if the situation is appropriate, communicate to that person the “good thing” you see in them.

As always, feel free to share any comments here to let us know the results.

The Single Greatest “People Skill”

Sunday, October 13th, 2013

Single Greatest People SkillIf you’re a regular reader of this blog, you know I’m fascinated by the art and science of people skills. I even have a new book coming out that focuses on this topic. Of course, classics from Dale Carnegie and Les Giblin established a bar that is hard to beat.

The best I’ve ever seen in this regard, however, is my Dad. Again, no surprise to anyone who knows me.

And, while he never told me this directly, what I learned simply from watching him in his interactions with clients, family members, friends, waitpersons, anyone and everyone he met, is that:

The single greatest ‘people skill’ is a highly developed and authentic interest
in the other person.

People can tell. They know — maybe consciously, perhaps unconsciously — if you are truly interested in them or just fakin’ it in order to manipulate or “get something” from them.

When you are genuinely interested in them and in making them feel good about themselves, they are much more likely to respond to you in a positive way. I’ve seen that in my Dad since I’ve known him (and, that’s a pretty long time now). :-)

Of course, there’s lots more to being a master of people skills. But, if you want a really, really good start, simply be genuinely and authentically interested in them!

Genuine interest in the other person…it might just be the single greatest “people skill” there is.

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Just a couple more weeks until my new book, Adversaries into Allies is released. Would you like a sneak peek? Visit www.AdversariesintoAllies.com. While there, be sure and get your free chapter. Please let me know what you think?

The Common Denominator of Billionaires

Tuesday, August 27th, 2013

Amar BoseThere’s a popular saying that if you do what you love, the money will follow.

Well, yes…and no. It’s not quite that simple. Aside from doing what you love (your passion) you must also find a way to communicate sufficient value to the marketplace. Otherwise you’ll be passionately broke.

Still, while passion alone is not enough, it’s even more difficult to make a lot of money without that passion.

Yes, there are certainly those jobs where one can earn a high income without passion. However, a sense of emptiness will soon set in. It’s also difficult to keep up the pace necessary to bring in the money without having that driving passion.

In John David Mann’s and my book, The Go-Giver, the main mentor, Pindar, tells his new protege, Joe:

“All the great fortunes in the world have been created by men and women who had a greater passion for what they were giving — their product, service or idea — than for what they were getting.”

I was reminded of that while reading a recent issue of the magazine, The Week. They related the story of the recently deceased billionaire, Amar Bose. Yes, the founder of Bose Corporation. While still in high school — in order to help his family make ends meet — young Bose worked repairing radios.

According to the magazine’s account:

Amar Bose was finishing his doctorate at the Massachusetts Institute of Technology in 1956 when he treated himself to a new hi-fi system at Radio Shack. But when he tried out his new purchase, he was appalled by the awful acoustics. The inability of modern speakers to replicate live sounds, he said, became “a problem that began to obsess me.” That obsession would eventually make him a household name, a billionaire, and a legend in the world of high-fidelity acoustics.

It wasn’t money, but an obsession (a passion) that drove him. But, wasn’t the money great? I’m sure it was. But, here’s what he was quoted as saying that was not only profound…but so typical of those who’ve amassed great fortunes:

“I never went into business to make money but so that I could do interesting things that hadn’t been done before.”

Whether serving the world, expressing your creativity, or fulfilling your sense of adventure, passion before profits typically equals more in profits.

Your thoughts?

 


If you live in the greater New York City area, I’ll be speaking on Go-Givers Really Do Sell More in Queens, NY. The following day will be in Bolton, MA presenting Endless Referrals: The Go-Giver Way.

In October, I’ll be in seven different cities so check out this link and, if I’m in your area, I hope you can attend.