The term is used so often some view it as little more than a buzzword. Yet, by it’s very nature, “Value” indeed has everything to do with the sales process and whether one will trade their money in exchange for a desired product or service. Unfortunately, it is seldom defined and, because of this, often misunderstood.

Truly understanding the concept of value — especially in relation to price — and being able to communicate this effectively to a potential buyer, allows for a healthy profit margin while adding significantly to the other person’s life and/or business…and without having to discount.

In this video, we’ll see why this is, and the key shift in focus that begins the value communication process.

At the end of the video we looked at five “Elements of Value”:  “Excellence, Consistency, Attention, Empathy and Appreciation.” While we’ll explore these individually in future posts, how have you applied any or all of them in order to add value to those with whom you do business?

In The Go-Giver, John David Mann and I share Five Laws; the last of which has to do specifically with receiving. As the story’s protege, Joe, suddenly concluded:

“All the giving in the world won’t bring success, won’t create the results you want, unless you also make yourself willing and able to receive in like measure.”

Yet, many find this Law to be the most difficult of all to embrace. Why?

In this video, my friends, Avram Gonzales and Mike Baltus ask me this very question. And, as we’ll see, it has a lot more to do with our mindset than with our abilities (while Avram does a very kind introduction, the actual answer begins at the 1:20 mark).

Is Receptivity a challenge for you? If so, how are you going to go about overcoming it?

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[Note: Our great friends at Penguin/Portfolio shared with John and me the great news that The Go-Giver has soared past the 200,000 mark in sales. This is a result of all of you getting behind it and spreading the word...and we appreciate you most greatly!!]

There are many sayings that point out the importance of being kind, courteous and respectful to those who are not in a position to “do something for you.” It’s important both because it’s the right way to be…as well as because, even those not in power positions can often find a way to sabotage you; sometimes through something as simple as passive-aggressive behavior.

Enjoy the video…

There need not be an underlying reason to show respect to anyone. However, for those who tend not to do that naturally, perhaps it might help to realize that you never know just when someone is going to temporarily be in a position to contr…well, if you saw the video, you know what I was going to end with.

And, if you haven’t yet, I don’t want to ruin it for you.

Feel free to share some similar stories you’ve witnessed. I’m sure they’ve never happened to you personally!

Both good and poor examples of customer service have most likely existed since the very beginnings of business. Thus, word of mouth, whether in ye olde village or in more modern times, has always been important.

However, it certainly never had the immediate and powerful impact to either make or practically destroy a business as it now has thanks to social media.

In this video, and with the help of a great book written by marketing (or, actually, UNMARKETING) expert, Scott Stratten, we’ll look at just one example.

In the next video, we’ll again take a page of wisdom from Unmarketing and look at an opposite example. The solution will seem so obvious. And it is. Of course, that doesn’t mean it will be applied.

In our last post we took another look at Personal Default Settings; this time — not in terms of our own but — those of others, and how to work within them most effectively for the benefit of all.

We left off discussing “Joe,” a great person who does some consulting/contracting work for me. We saw that his default setting, or drama was often on, “It can’t be done” or, “it’s impossible.”

In this video we’ll look at how I used to work with this challenge, how I do now and then the drama and solution of another friend of mine we’ll call “Susan.”

I hope you found that helpful. Perhaps it inspired an idea or two for when you encounter similar situations. Remember, before you can effectively work within another’s drama you must first be aware of and change your own. The most natural — and least effective — thing to do is to allow their drama to cause yours to surface. Overcome yours first, understand theirs. Then handle it like the pro you are.

Well, time to check on the cat again. LIBERTY!!