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“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

Posts Tagged ‘Go-Givers Sell More’

Giving and REALLY Receiving!

Friday, December 16th, 2016

Bob Burg - Giving and REALLY ReceivingEarly on in The Go-Giver, Joe, upon realizing he would not land a desired account, referred them to one of his competitors who was in a better position to help them.

No, he didn’t want to do that, but he understood it was the right thing to do for the client.

This later came back to Joe in a big way.

Of course, it doesn’t always work out like that. After all, life is life. Then again, that’s not why you make that referral.

You do it because it’s in the best interest of the customer. That’s the only reason for doing so. And, that’s the only reason you need.

The definite result is that you feel good about doing what you feel was right. The very likely result is that the customer feels good about you, trusts you, and respects you. And, he or she is very likely to come back to you when you can help them.

It also might result in some serious referrals, as well. After all, a person can’t feel much safer referring someone they care about to a salesperson who has demonstrated that their ultimate objective is the client’s best interest.

John David Mann and I provided an example of this in Go-Givers Sell More, and we’ve both seen it and experienced it personally in our business careers.

So has Erin Bradley.

Erin is a mortgage lender based out of Winter Park, Colorado. She also wrote a fantastic little book titled, Pursuing Freedom in which she shares her methodology for growing her business through referrals.

At one point, Erin relates an incident where a prospective customer asked if she could help refinance her home. Unfortunately, Erin’s company was not able to assist her.

As she describes it:

“Rather than give her the bad news and leave it at that, I researched a few local banks and found one that could help her. Despite not having done the loan myself, she was grateful for the direction and began referring business my way. To this day, I can easily count more than 30 transactions over the past few years that came to me as a result…”

30 transactions!! Again, it doesn’t always work out like that. However, when your goal is to help the customer regardless of the outcome for yourself, the sale will occur directly much more often than not. And, even when it doesn’t, the seeds of goodwill you’ve planted will create that benevolent context for your success both short-term and long-term.

Yes, placing the other person’s interests first is actually the most profitable way of doing business.

Can you share a similar story? We’d love to hear it!

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We’re now offering an online course version of our Go-Giver Sales Academy! Want to accelerate your success in 2017? Now is the time to make it happen.  For more information, click here. Get ready for your business breakthrough.

The Fragility…of Receptivity

Friday, July 10th, 2015

In John David Mann’s and my Go-Giver book series we discuss the fifth and final law, that of Receptivity and how challenging it can be for so many.

In one sense, the abundance of lack messages permeating our daily lives can create a focus on what is missing rather than on all the natural prosperity surrounding us.

Then, there are worthiness issues that rear their ugly heads from time-to-time. “Am I deserving enough to receive?”

Adding to the above receptivity challenges is that they both typically work on an unconscious level where the person is not even aware that the issues exist!

There’s another aspect to receptivity though that can also stand in the way. While it’s on more of a conscious level, it also means we knowingly have to face some possible fears.

Receptivity can be a fragile thing, because to be receptive, you must leave yourself open. Keeping yourself genuinely open to a yes also means you expose yourself to a possible no.

Allowing yourself to be vulnerableHaving the courage to embrace an unexpected path also means embracing the risk that this path may lead nowhere — or nowhere good.

Perhaps this is the most challenging thing about being receptive: it means allowing yourself to be vulnerable.

The key is to embrace that vulnerability and, rather than letting potentially uncomfortable experiences diminish your joy and sense of fulfillment, let them deepen your ability to receive the abundance you desire.

Your thoughts? We’d love to…receive them.

We loving seeing all the new members of our Go-Giver Ambassadors Facebook group. Every morning, my awesome business partner, Kathy Tagenel posts an inspiring quote from John David Mann’s and my, Go-Giver book series that is designed to start your day off right and give you something to keep in mind throughout the day. Check out today’s inspirational quote at http://www.facebook.com/groups/GoGiverAmbassadors/

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?