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Archive for the ‘The Go-Giver’ Category

Making The Customer Feel…Special

Sunday, March 8th, 2015

Two of my least favorite activities are shopping for clothes and taking new headshot photos. The first nauseates me and the second…well, I simply don’t enjoy the process.

This brings me to a recent experience. As a panelist at Michael Port and Amy Mead’s recent Heroic Public Speaking live event, I took advantage of the opportunity to get a new headshot done by renowned photographer David Heisler. The always-classy Michael and Amy had brought him in from Austin, TX.

Being that it’s getting time to update my website photos in order to reflect my ever-more graying hair, The timing was right. Still, that didn’t mean I was going to like it! :-)

Y’know what, though? For the first time ever I didn’t keep repeating to myself, “when will this be over?”…”when will this be over?”…”when will this be…?”

David has a way of making it fun. More than that, he also has a way of making you feel as though you are the most talented, professional person in front of the camera that he has ever had the honor and pleasure to work with. He and his wife/business partner, Crystal know just what to say, what to do, and exactly how to say and do it so that you get caught up in the process of sharing your awesomeness. ;-)

Max and Agent 99 - Bob Burg and Kathy Tagenel
“Would you believe…?” Max and Agent 99 checking in with the Chief

Yep…that’s exactly how they make you feel.

And, checking with some of the other speakers and attendees, that’s exactly how they made them feel, as well. And, I wasn’t surprised.

This is really such a key to how we as entrepreneurs (or, intrapreneurs if working inside a company) can separate ourselves from others.

Aside from being excellent at the technical aspect of what we do (without that, the rest simply won’t matter), to the degree that we provide our customers with the kind of exceptional experience that makes them feel good about themselves, that’s the degree to which we will be untouchable in the marketplace.

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Learn more about David Heisler Photography at davidheisleratx.com.

When First Becomes Last

Friday, February 27th, 2015

other people's interests firstLately we’ve looked at placing other peoples’ interests first and how, far from being self-sacrificial, it’s actually the key to building successful business and personal relationships.

So, it was very cool to come across the following quote from one of my heroes, High Point University President, Dr. Nido Qubein:

“People who invariably put themselves first will find that others tend to put them last.”

True, isn’t it? The more we focus on ourselves the less others focus on us. The more we focus on others, the more they focus on us. In his classic, The Science of Getting Rich, Wallace D. Wattles touched on this as the natural principle that “action and reaction are always equal and in opposite directions.”

As you place your focus on the interests of others and constantly ask yourself how you can add value to them (again, this includes business and personal relationships) you’ll find they tend to do the same. Or, in today’s lingo, “right back at ya’!” ;-)

The question some will have, however, is, “but what if they don’t? What if they’re just the ‘selfish’ type who cares only about themselves?”

Sometimes, it doesn’t matter. If, for whatever reason, the benefits of the relationship (business or personal) are worth it to you, then no need to change anything. Just be aware and watch your back.  So long as both parties benefit, carry on.

Or, depending upon the unique circumstances and the type of relationship, you have choices including, but not limited to:

  • Continue to focus on them believing that they are simply in the growth process. You can gently and tactfully coach them along, as well. Some will get it and grow into it.
  • Immediately remove yourself from their life and influence. You don’t need to be mean or nasty about it or even verbalize it. What if circumstances dictate you’re not being able to sever all ties. That’s okay. Stay classy. Always treat them with respect. However, you won’t be emotionally involved in the relationship.

Most people though will indeed respond as you set the frame.

To paraphrase Dr. Qubein, put them first and they’ll tend to put you first.

Life is good.

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We invite you to join our Go-Giver Ambassadors open Facebook group. We post a daily shot of inspiration — a quote from the one of the books. Visit Go-Giver Ambassadors and join us. It’s free, it’s fun, and it’ll start your day off right!

The Thrivers

Saturday, February 7th, 2015

David Neagle - The Millions WithinI’ve been studying David Neagle’s amazing book, The Millions Within and I think this passage from near the end of the book is one of the most terrific I’ve ever read:

“Thrivers know that love, security, and self-esteem are available to them on the inside so they don’t have to go out and get them. Instead, they go out and give them.

“It’s always a pleasure to be around these people because they give their best to everyone in service each day. They give love. They gladly offer recognition to others. They’re able to freely express themselves. They know what they want and where they’re going. They are filled with purpose that springs forth from the true desire in their heart.

“When you are a thriver, you see the opportunities that the Universe sends you as opportunities to give, not to get. Yet as the saying goes, ‘you reap what you sow.’ You give to your world and are repaid by the Universe.”

Isn’t that so true? Whether they are business leaders, top-producing salespeople, or your child’s school teacher; whether it’s the firefighter, law enforcement officer, the athletic coach, the athlete himself or herself, or the person who always has a listening ear, they are thrivers.

They give of themselves — not because they need the acknowledgement of their worth from others. They already have that within themselves. They do it because it’s congruent with their values, they operate out of an abundance mindset, and it simply brings them joy and happiness.

They are always grateful for all of their many blessings, aren’t they? And, we are always grateful to them!

Who are the Thrivers in your life?

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We’ve set up an open Facebook group, “Go-Giver Ambassadors.” We post a daily shot of inspiration — a quote from the one of the books. Visit https://www.facebook.com/groups/GoGiverAmbassadors/ and join us. It’s free, it’s fun, and it’ll start your day off right!

Noble Selling Purpose…and Profit – In Perfect Harmony

Tuesday, January 27th, 2015

Selling With Noble PurposeLisa Earle McLeod is the author of Selling with Noble Purpose, a book that basically shows how and why those whose actual purpose in selling what they sell is greater than the money…actually make more money.

In a recent post she wrote:

“People often ask me: How do you balance Noble Purpose with the need to make a profit? My answer is, you don’t balance Noble Purpose against profits. Successful organizations make more profits because their Noble Purpose drives their business decisions.”

When thinking about it this makes total sense. Not only is there no dichotomy between selling this way and making a profit, the two are absolutely aligned. When your purpose in selling your product or service is noble your focus is totally and absolutely on the value you bring to your customer. The customer feels this; he or she understands this and is much more likely to buy from you.

This — of course — aligns with John David Mann’s and my statement from Go-Givers Sell More that, “Money is an echo of value. It’s the thunder to value’s lightning.”

Yes, Lisa’s philosophy of Selling with Noble Purpose is not “la la”…it’s not “out there” and it’s not in any way self-sacrificial.

Far from having to balance anything…it’s the most congruent and harmonious way to do business. It’s  also the most profitable way of doing business one can possibly imagine while bringing ultimate value to others.

Now THAT’S a win all the way around!

And, as Lisa says:

“When Noble Purpose guides your business, you make more money.  When Noble Purpose guides your life, you become happier and more successful.”

Question: What is YOUR Noble Purpose in sales? How about in life?

The Advancing Woman – Kat Cole

Saturday, January 17th, 2015

In his classic, The Science of Getting Rich, written way back in 1910, Wallace D. Wattles explained a key principle for advancement in business, regardless of where one starts or how little money or connections they begin with. One advances… by advancing (providing value to) others:

“And, in so far as your business consists in dealing with other people…the key thought of all your efforts must be to convey to their minds the impression of increase…convey the impression of advancement with everything you do, so that all people shall receive the impression that you are an advancing man and that you advance all who deal with you…You can convey this impression by holding the unshakable faith that you are in the way of increase and by letting this faith inspire, fill, and permeate every action. Do everything that you do in the firm conviction that you are an advancing personality, and that you are giving advancement to everybody…feel that you are conferring benefits on all.”

Kat ColeI recently read a fantastic article on Time.com written by Charlotte Alter. It describes the journey of Kat Cole who began as a hostess for Hooters at age 17 and became CEO of the billion dollar-plus Cinnabon, Inc. at the age of 32. How she did it was textbook right out of the pages of Wattles’ book. (Though it wasn’t actually her goal – at 18 she was waiting tables there in order to help pay for college where she was studying to be an engineer.)

Earlier in his book Wattles discussed a concept he called being “too big for your present place”:

“You must begin to do what you can do where you are, and you must do all that you can do where you are. You can advance only by being larger than your present place…The world is advanced only by those who more than fill their present places.”

This is a key concept and had much to do with Kat’s rapid rise to success. If you read the above-mentioned Time.com article you saw that everything she did was not just beyond but way above and beyond her job description. Thus, she became too big for her present place. She had to advance. And, she continued to advance. She was… the advancing woman!

Exceptional Value And High Character

Kat certainly embodied “The Law of Value” from John David Mann’s and my, The Go-Giver, which states, “Your true worth is determined by how much more you give in value than you take in payment.”

But, let’s look at another aspect of Kat’s advancement. “The Law of Influence” from that same book says, “Your influence is determined by how abundantly you place other people’s interests first.” This does not mean you are self-sacrificial; it does mean that focusing on bringing value to others is congruent with your values.

One of Kat’s personal values is loyalty. Although she was offered a great job by another private equity firm that she wanted and was about to accept, when she found out the current company was about to be sold (which would be a bad time to leave them), she stayed to help them through the sale. Doing so entailed detailing with 14 other firms.

The result was that she became known as a person of huge value by the other firms as well and suddenly her influence grew exponentially. Now she was in greater demand than ever!

As Wattles succinctly stated in his chapter entitled, The Advancing Man:

“No matter what your profession, if you can give increase of life to others and make them sensible of this gift, they will be attracted to you, and you will get rich.”

Great things don’t happen in a vacuum. People create these opportunities for advancement. And, they do so, as Wattles stated, despite their circumstances. (You can read more about Kat’s personal situation in the Time.com article.)

An Advancing Man?

As I pulled up to the drive-through window of the local fast-food restaurant I sometimes frequent, I was greeted by a smile from a young man, probably not much older than the previously discussed hostess. He read back my special order to me, making sure he had it correct. I thanked him for caring enough to make sure he got it right.

“That’s our job, sir. We want to make sure it’s perfect and that you enjoy your meal.” He said it as though he meant it, and I have no doubt he did.

I was impressed. More than just the desire of my happiness with the dining experience, he knew how to communicate his desire for my happy dining experience.

He provided me with great value via his attitude. He gave me the impression of increase…I suspect he’ll be advancing soon.

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Update: Soon after this post was published, Kat was promoted to Group President of Cinnabon’s parent company, Atlanta-based Focus Brands, owned by private equity firm Roark Capital. In her new role she’s responsible for five franchise food brands in addition to Cinnabon: Auntie Anne, Carvel, Moe’s Southwest Grill , McAllister’s Deli and Schlotzsky’s. Focus has more than 4,000 fast casual locations worldwide. Yes, Kat Cole continues to be … The Advancing Woman.