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movement.
WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate “FEATHERS IN THE WIND” There is a 19th century folktale about a young fellow who went about town slandering the town’s wise man. One day, he went to the wise man’s home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate “FEATHERS IN THE WIND” There is a 19th century folktale about a young fellow who went about town slandering the town’s wise man. One day, he went to the wise man’s home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people ABOUT – BOB BURG – INFLUENCE & IMPACT BLOG About – Bob Burg – Influence & Impact Blog. Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher INFLUENCE & IMPACT BLOG A warm, genuine, authentic smile is the very best “frame-setter.”. Before dealing with the city-hall bureaucrat, the customer service rep, your prospect, your client, your family member, etc. Putting THEM First. The Single Most Profitable Way to Do Business. Placing your customer’s interests before your own is not self-sacrificial. KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to WHAT GREAT SALESMANSHIP IS REALLY ABOUT Great salesmanship is never about the salesperson.. Great salesmanship is never about the product or service.. Great salesmanship is about the other person — that person whose life you touch, that person whose life you add immense value tothat person whose life becomes better simply as a result of doing business with you.. Have you ever noticed this about the great sales professionals you CONSISTENCY: A PRIME INGREDIENT OF TRUST Consistency: A Prime Ingredient Of Trust. We live in an inconsistent world, filled will many well-meaning but inconsistent people. Thus, in business – in life – consistency removes uncertainty and leads to trust. As seen in a past post, trust can be defined as “the assured reliance on the character, ability, strength or truth of someone THE AWESOME VALUE OF CONSISTENCY The Awesome Value of Consistency. People value consistency in their leaders. Consistency removes uncertainty and leads to trust. Trust, in turn, leads to influence. Most of us have had the experience of working for people who were hot and cold; one day they were one way and the next day another. We didn’t feel secure in their leadership THE BEAUTY OF EMPATHY The Beauty of Empathy. Not only is empathy a vitally important part of the selling process; it is also a vitally important part of the human process. This is true whether trying to understand why someone is resistant to our viewpoint or if we are simply attempting to help them through an issue or difficult time. CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. DISAGREE…FOR THE SAKE OF DISAGREEING? He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. DISAGREE…FOR THE SAKE OF DISAGREEING? He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
BY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in “GOING TO THE BALCONY” The ‘balcony’ is a metaphor for a mental attitude of detachment. From the balcony you can calmly evaluate the conflict almost as if you were a third party. You can think constructively for both sides and look for a mutually satisfactory way to resolve the problem.”. My suggestion is to make a game out of it. Build on your small successes. THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
POSITIVE PERSUASION AND THAT ALL-IMPORTANT 1/4-INCH HOLE Positive Persuasion And That All-Important 1/4-Inch Hole. The saying is old. The saying is also true. Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit. Then, whydo they buy them?
ANOTHER LESSON IN COMMUNICATION FROM DR. BEN FRANKLIN Another Lesson In Communication From Dr. Ben Franklin. We’ve discussed “softeners” or Lead-in phrases that help lower the potential defenses of a person you are attempting to persuade to your side of an issue. Related to this is the idea that anything we say can be communicated more effectively and persuasively by not coming acrossin a
AN EXAMPLE OF HOW THE FREE MARKET WORKS…WHEN ALLOWED TO This could really have been a side note to a recent post where I related the story of a major department store that lost an easy gift certificate sale simply by making the buying process so difficult I didn’t stay around long enough to buy from them.. This is actually a good example of how the free market works, when it’s allowed to work. The owners of the establishment have a right to BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. DISAGREE…FOR THE SAKE OF DISAGREEING? He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg. MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate AN EXAMPLE OF HOW THE FREE MARKET WORKS…WHEN ALLOWED TO This could really have been a side note to a recent post where I related the story of a major department store that lost an easy gift certificate sale simply by making the buying process so difficult I didn’t stay around long enough to buy from them.. This is actually a good example of how the free market works, when it’s allowed to work. The owners of the establishment have a right to WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. DISAGREE…FOR THE SAKE OF DISAGREEING? He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg. MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate AN EXAMPLE OF HOW THE FREE MARKET WORKS…WHEN ALLOWED TO This could really have been a side note to a recent post where I related the story of a major department store that lost an easy gift certificate sale simply by making the buying process so difficult I didn’t stay around long enough to buy from them.. This is actually a good example of how the free market works, when it’s allowed to work. The owners of the establishment have a right to WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
BY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to “GOING TO THE BALCONY” The ‘balcony’ is a metaphor for a mental attitude of detachment. From the balcony you can calmly evaluate the conflict almost as if you were a third party. You can think constructively for both sides and look for a mutually satisfactory way to resolve the problem.”. My suggestion is to make a game out of it. Build on your small successes. CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
POSITIVE PERSUASION AND THAT ALL-IMPORTANT 1/4-INCH HOLE Positive Persuasion And That All-Important 1/4-Inch Hole. The saying is old. The saying is also true. Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit. Then, whydo they buy them?
WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people ANOTHER LESSON IN COMMUNICATION FROM DR. BEN FRANKLIN Another Lesson In Communication From Dr. Ben Franklin. We’ve discussed “softeners” or Lead-in phrases that help lower the potential defenses of a person you are attempting to persuade to your side of an issue. Related to this is the idea that anything we say can be communicated more effectively and persuasively by not coming acrossin a
BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate “FEATHERS IN THE WIND” There is a 19th century folktale about a young fellow who went about town slandering the town’s wise man. One day, he went to the wise man’s home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate “FEATHERS IN THE WIND” There is a 19th century folktale about a young fellow who went about town slandering the town’s wise man. One day, he went to the wise man’s home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people ABOUT – BOB BURG – INFLUENCE & IMPACT BLOG About – Bob Burg – Influence & Impact Blog. Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
NOTECARD – BOB BURG – INFLUENCE & IMPACT BLOG Sample Notecard. Size: 3.6″ x 8.5″ inches (Fits in a #10 letter-size envelope) Paper: 80# cover stock. Download a PDF of thesample Notecard
THE AWESOME VALUE OF CONSISTENCY The Awesome Value of Consistency. People value consistency in their leaders. Consistency removes uncertainty and leads to trust. Trust, in turn, leads to influence. Most of us have had the experience of working for people who were hot and cold; one day they were one way and the next day another. We didn’t feel secure in their leadership THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person PRAISE FOR BOB BURG’S THE SUCCESS FORMULA Praise for Bob Burg’s The Success Formula “This is the Wisdom of the Ages boiled down into three simple prin-ciples. Use the time-proven information Burg provides and watch CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
AN EXAMPLE OF HOW THE FREE MARKET WORKS…WHEN ALLOWED TO This could really have been a side note to a recent post where I related the story of a major department store that lost an easy gift certificate sale simply by making the buying process so difficult I didn’t stay around long enough to buy from them.. This is actually a good example of how the free market works, when it’s allowed to work. The owners of the establishment have a right to BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate DISAGREE…FOR THE SAKE OF DISAGREEING? He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg. MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. AN EXAMPLE OF HOW THE FREE MARKET WORKS…WHEN ALLOWED TO This could really have been a side note to a recent post where I related the story of a major department store that lost an easy gift certificate sale simply by making the buying process so difficult I didn’t stay around long enough to buy from them.. This is actually a good example of how the free market works, when it’s allowed to work. The owners of the establishment have a right to WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”. WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value toBY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate DISAGREE…FOR THE SAKE OF DISAGREEING? He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg. MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. AN EXAMPLE OF HOW THE FREE MARKET WORKS…WHEN ALLOWED TO This could really have been a side note to a recent post where I related the story of a major department store that lost an easy gift certificate sale simply by making the buying process so difficult I didn’t stay around long enough to buy from them.. This is actually a good example of how the free market works, when it’s allowed to work. The owners of the establishment have a right to WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
SPECIAL REPORT
The Go-Giver Leader. With their acclaimed bestseller The Go-Giver, Bob Burg and John David Mann proved that a heartfelt parable could also express a powerful idea.In The Go-Giver Leader (originally published as It’s Not About You), they offer an equally compelling tale about a struggling small business and the ambitious young executive trying to lead them to a crucial decision. NOTECARD – BOB BURG – INFLUENCE & IMPACT BLOG Sample Notecard. Size: 3.6″ x 8.5″ inches (Fits in a #10 letter-size envelope) Paper: 80# cover stock. Download a PDF of thesample Notecard
WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in “GOING TO THE BALCONY” The ‘balcony’ is a metaphor for a mental attitude of detachment. From the balcony you can calmly evaluate the conflict almost as if you were a third party. You can think constructively for both sides and look for a mutually satisfactory way to resolve the problem.”. My suggestion is to make a game out of it. Build on your small successes. AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
ANOTHER LESSON IN COMMUNICATION FROM DR. BEN FRANKLIN Another Lesson In Communication From Dr. Ben Franklin. We’ve discussed “softeners” or Lead-in phrases that help lower the potential defenses of a person you are attempting to persuade to your side of an issue. Related to this is the idea that anything we say can be communicated more effectively and persuasively by not coming acrossin a
THE “BEN FRANKLIN METHOD” FOR WINNING PEOPLE OVER Understand that both ways work (giving first and receiving first); it’s just a matter of judging the method that will work best depending upon both the situation and the other person involved. Either way, what Ben said in his final sentence makes a whole lot of sense. To paraphrase: “We’re better off making a friend than keeping an enemy.”. WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply ABOUT – BOB BURG – INFLUENCE & IMPACT BLOGBOB BURG AUTHORBOB BURG BIOENDLESS REFERRALS BOB BURGGO GIVER BOB BURG PDF About – Bob Burg – Influence & Impact Blog. Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”.BY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. “FEATHERS IN THE WIND” There is a 19th century folktale about a young fellow who went about town slandering the town’s wise man. One day, he went to the wise man’s home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people BOB BURG – INFLUENCE & IMPACT BLOG – THE GO-GIVER WAYKEYNOTESBOOKSBLOGABOUTAPPEARANCESCONTACT By Bob Burg February 15, 2021. I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is” there’s a good chance that: It’s really just my opinion. Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement. Continue Reading. BOOKS – BOB BURG – INFLUENCE & IMPACT BLOGBLOGKEYNOTESBOB BURGABOUTAPPEARANCESCONTACT The Go-Giver tells the story of an ambitious young man named Joe who yearns for success.Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply ABOUT – BOB BURG – INFLUENCE & IMPACT BLOGBOB BURG AUTHORBOB BURG BIOENDLESS REFERRALS BOB BURGGO GIVER BOB BURG PDF About – Bob Burg – Influence & Impact Blog. Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher 10 FEEL-GOOD QUESTIONS® Bob Burg’s 10 Feel-Good Questions ®. “How did you get your start in the widget business?”. “What do you enjoy most about your profession?”. “What separates you and your company from the competition?”. “What advice would you give someone just starting in the widget business?”.BY BOB BURG
Acknowledgements Lots of teamwork goes into every production and, perhaps, none more so than when it comes to a book; traditional or e-book. The writing of a successful book is one thing – what it takes to get there is another. “FEATHERS IN THE WIND” There is a 19th century folktale about a young fellow who went about town slandering the town’s wise man. One day, he went to the wise man’s home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on A SAMPLE LETTER FOR COLLECTING MONEY YOU ARE OWED Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate AUTHENTICITY AND INTEGRITY Authenticity and Integrity. In our business fable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.”. In other words, as important as sales skills, technical skills and people skillsabsolutely are to
MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. WHEN CALLING SOMEONE’S CHILD A MONKEY IS A COMPLIMENT We’ve all heard that “It isn’t what you say, but how you say it.” Well, what you say is also very important. However, how you say it often has an even greater effect. And, I believe that my great friend, Amy Wells of The Bridal Salon of San Antonio proves that with the following story: “When I was 19 years old, at a managers training meeting, the CEO asked everybody (over 100 people KEYNOTES – BOB BURG – INFLUENCE & IMPACT BLOG A member of the National Speakers Association and inductee into their Speaker Hall of Fame, Bob Burg is an international bestselling author and one of the world’s elite authorities in the field of relationship marketing and influence. The Go-Giver (coauthored with John David Mann) has sold over a million and created an internationalmovement.
SPECIAL REPORT
The Go-Giver Leader. With their acclaimed bestseller The Go-Giver, Bob Burg and John David Mann proved that a heartfelt parable could also express a powerful idea.In The Go-Giver Leader (originally published as It’s Not About You), they offer an equally compelling tale about a struggling small business and the ambitious young executive trying to lead them to a crucial decision.APPEARANCES
Appearances. As a former radio and television broadcaster, and frequent talk show guest, Bob knows his way around a studio and — more importantly — knows what you expect from him. He is entertaining, informative and knows how to make the host (or reporter) look good. Bob provides quality content on topics including businessdevelopment
NOTECARD – BOB BURG – INFLUENCE & IMPACT BLOG This website uses cookies so that we can provide you with the best user experience possible. Cookie information is stored in your browser and performs functions such as recognising you when you return to our website and helping our team to understand which WHAT DOES THEIR OBJECTION *REALLY* MEAN? Often your sales prospect's objection is not their true, actual objection but only its verbal manifestation. "Your price is too high" most likely means they simply don't see sufficient value to THE AWESOME VALUE OF CONSISTENCY The Awesome Value of Consistency. People value consistency in their leaders. Consistency removes uncertainty and leads to trust. Trust, in turn, leads to influence. Most of us have had the experience of working for people who were hot and cold; one day they were one way and the next day another. We didn’t feel secure in their leadership MAKING A JOKE AT SOMEONE ELSE’S EXPENSE I so appreciate this! I have so many clients who can trace their “walls” back to something they were “ribbed” about as kids. Although some have been the target of even more cruel outright bullying, most of them believe that the other person was only joking, but even so, they still carry the belief that there was some truth in the statements and some harm meant. THE HIDDEN MEANING OF BRUTAL HONESTY Those who take pride in being “brutally honest” are typically more interested in being brutal than they are in being honest. Indeed, sometimes difficult and uncomfortable things need to be said (and honesty in saying them is very important!). Usually, however, they can be said with tact and kindness.. Being “brutally honest” is often more about the person speaking than about the person CAUGHT IN THE ACT!…OF DOING SOMETHING RIGHT One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.”. When you catch someone in the act of doing the right thing (or doing the thing right), make sure you acknowledge verbally and, if appropriate, make sure everyone else in APPEARANCES CAN BE DECEIVING… In The Go-Giver, Pindar told his protege, Joe: “Appearances can be deceiving. Truth is, they nearly always are.” Why is this so? Because, as human beings, we tend to make decisions and judgements (both minor AND major) based on very limited information which is controlled by our personal belief system.. Our belief system is a combination of our upbringing, environment, schooling,Skip to content
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TESTIMONIALS
—Linda Vaughan
President and CEO of ReeceNichols Real Estate “_Reece Nichols invited Bob Burg to speak to our sales force on the power of endless referrals and the principles outlined in his best-selling book The Go-Giver. Leading up to the event, Bob and his team were tremendous to work with — they were organized and really took the time to learn about our company, our culture and what we wanted our sales force to take away from the engagement. At the event Bob lived up to his reputation of being a dynamic speaker and getting across in a humorous and thoughtful way how a salesperson can grow their business by delivering true value to their customers and prospects. For all those that attended they were rewarded with very real and practical ways they could be more successful the moment they walked out of the room. We truly appreciated our opportunity to work with Bob and his team._“—Scott A. Root
President and CEO, Astra Tech Inc. _“Entertaining as well as power-packed with usable information. He came across to all of us as a ‘team player’ who had a sincere interest to support our success. I would recommend Bob to any group who wants to learn from his effective approach to businessdevelopment.”_
—Monte Salsman
COO, WinWholesale, Inc. _“As the keynote speaker at our national meeting, Bob’s message was powerful and so very much needed in today’s business environment. While we asked him to speak because of what he had written (we love The Go-Giver and Go-Givers Sell More) his ability to deliver the value came from his genuine desire to listen to us, to hear us, and to gear his presentation to exactly what we needed. Both Bob’s message and his actions made a lasting impression on ourorganization.”_
—Larry Kendall
Founder of Ninja Selling and Co-founder of The Group, Inc. Real Estate “_Bravo Bob! In a 40 year sales career I’ve heard them all. You have the best content, delivery, and connection to the audience that I have ever seen! You and your keynote speech were the buzz of our conference. All of the sales executives present are still talking about you 6 weeks later!_“ —Claudia Arnold-Sawaf Vice President of Client Services Trilogy – Financial, Tax & Estate Investment Advisor Representative with National Planning Corporation _“Bob is engaging, motivating and entertaining. As the keynote speaker at our national convention, he grabbed everyone’s attention from the get-go and continued to inspire us throughout the talk. We took copious notes and incorporated his tips into our every-day lives, reaping the rewards by doing so.”_—Mark Barton
General Sales Manager, JM Lexus – #1 Lexus Dealer in the World “_…Consider this my enthusiastic endorsement for any dealership or family of dealerships that want to significantly lower turnover and increase repeat and referral buyers in order to dramatically increase both their sales and the resulting profits as well!”_—Derek Sweeney
President, The Sweeney Agency _“Many thanks for the outstanding job you did for our client, RE/MAX. The fact that you got a standing ovation from the audience 15 minutes into your presentation proves just how powerful an impact you had. My client was so thrilled after those first 15 minutes that she actually left the room to call me and tell me how good you were and they still had another 100 mins to go! Your ideas were spot on. You obviously did your research. You took that stage and delivered1000%.”_
— Budge Huskey
President and CEO, Premier Sotheby’s International Realty “_The Go-Giver_ is one of the most impactful reads of my career, so much that the book is given to every single person who joins our company at time of onboarding as a means of conveying our culture and the desired mindset for success as entrepreneurs. While ultimately desiring to have Bob appear at a live company event to speak to our team, in our present environment it simply wasn’t possible. Therefore, we elected the next best option which was to have Bob conduct a session virtually. His ability to connect through that medium with our team and personalize his message to our company was truly impressive, and the feedback we’ve received following has been outstanding. If considering engaging a speaker to deliver invaluable lessons during this era of distancing, I can’t provide a stronger recommendation than Bob Burg. “—Steve Murray
Editor of REAL Trends and President of REAL Trends Consulting, Inc. “_You know you are going to experience something different and life changing from the first moment you hear Bob Burg. Simply put he not only gets what really matters in relationships between people but he knows how to share that knowledge with an audience in a way that is both informative, entertaining and soul searching. You don’t come away from time with Bob without having your life changed for thebetter._”
—Subroto Bagchi
Chairman, Mindtree Limited, Bangalore, India _“A lot of thought goes into who we invite to speak at our international conferences. In a competitive sales environment, Bob was a great choice, right on the mark and exactly what our team needed. He has vast experience, knowledge and a very engaging style that brings outstanding value with the information he provides. No matter how high-tech the world has become, business success is still all about the relationships. Bob is the best in teaching exactly how to buildthem.”_
—Audra Hollifield, SPHR Sr. VP of Human Resources, Orlando Magic _“Your presentation was, in Orlando Magic speak…”LEGENDARY”!!! Everyone was talking about you and referencing your talk all afternoon!! Our #1 sales guy who rarely likes anyone we bring in—loved you!!! You truly did an amazing job!”_—Glen Garvin
Vice-President, Dominion Dealer Specialties “_Outstanding! Our sales people and operational managers were glued to their seats and absorbing Bob’s wisdom, stories and expertise. I was particularly impressed with Bob’s preparation. Any member of the audience would have thought he had been around our business for years to speak with that level of confidence and understanding. There is an overall demeanor about Bob that gravitates the audience to his charisma and character. He is sincere and believable, which instantly makes you realize he lives by the Go-Giver concepts. You know a presentation really resonates when 6 weeks later people are still quoting and applying the message!”_—Orville Thompson
CEO, Scentsy, Inc.
_“Bob Burg was an exciting and entertaining speaker at Scentsy’s Annual Leadership Conference. His talk built confidence among our top Consultants and provided information and ideas they could put to work immediately. He’s an inspiring presenter and a pleasure to workwith.”_
—Linda Vaughan
President and CEO of ReeceNichols Real Estate “_Reece Nichols invited Bob Burg to speak to our sales force on the power of endless referrals and the principles outlined in his best-selling book The Go-Giver. Leading up to the event, Bob and his team were tremendous to work with — they were organized and really took the time to learn about our company, our culture and what we wanted our sales force to take away from the engagement. At the event Bob lived up to his reputation of being a dynamic speaker and getting across in a humorous and thoughtful way how a salesperson can grow their business by delivering true value to their customers and prospects. For all those that attended they were rewarded with very real and practical ways they could be more successful the moment they walked out of the room. We truly appreciated our opportunity to work with Bob and his team._“—Scott A. Root
President and CEO, Astra Tech Inc. _“Entertaining as well as power-packed with usable information. He came across to all of us as a ‘team player’ who had a sincere interest to support our success. I would recommend Bob to any group who wants to learn from his effective approach to businessdevelopment.”_
—Monte Salsman
COO, WinWholesale, Inc. _“As the keynote speaker at our national meeting, Bob’s message was powerful and so very much needed in today’s business environment. While we asked him to speak because of what he had written (we love The Go-Giver and Go-Givers Sell More) his ability to deliver the value came from his genuine desire to listen to us, to hear us, and to gear his presentation to exactly what we needed. Both Bob’s message and his actions made a lasting impression on ourorganization.”_
—Larry Kendall
Founder of Ninja Selling and Co-founder of The Group, Inc. Real Estate “_Bravo Bob! In a 40 year sales career I’ve heard them all. You have the best content, delivery, and connection to the audience that I have ever seen! You and your keynote speech were the buzz of our conference. All of the sales executives present are still talking about you 6 weeks later!_“ —Claudia Arnold-Sawaf Vice President of Client Services Trilogy – Financial, Tax & Estate Investment Advisor Representative with National Planning Corporation _“Bob is engaging, motivating and entertaining. As the keynote speaker at our national convention, he grabbed everyone’s attention from the get-go and continued to inspire us throughout the talk. We took copious notes and incorporated his tips into our every-day lives, reaping the rewards by doing so.”_—Mark Barton
General Sales Manager, JM Lexus – #1 Lexus Dealer in the World “_…Consider this my enthusiastic endorsement for any dealership or family of dealerships that want to significantly lower turnover and increase repeat and referral buyers in order to dramatically increase both their sales and the resulting profits as well!”_—Derek Sweeney
President, The Sweeney Agency _“Many thanks for the outstanding job you did for our client, RE/MAX. The fact that you got a standing ovation from the audience 15 minutes into your presentation proves just how powerful an impact you had. My client was so thrilled after those first 15 minutes that she actually left the room to call me and tell me how good you were and they still had another 100 mins to go! Your ideas were spot on. You obviously did your research. You took that stage and delivered1000%.”_
— Budge Huskey
President and CEO, Premier Sotheby’s International Realty “_The Go-Giver_ is one of the most impactful reads of my career, so much that the book is given to every single person who joins our company at time of onboarding as a means of conveying our culture and the desired mindset for success as entrepreneurs. While ultimately desiring to have Bob appear at a live company event to speak to our team, in our present environment it simply wasn’t possible. Therefore, we elected the next best option which was to have Bob conduct a session virtually. His ability to connect through that medium with our team and personalize his message to our company was truly impressive, and the feedback we’ve received following has been outstanding. If considering engaging a speaker to deliver invaluable lessons during this era of distancing, I can’t provide a stronger recommendation than Bob Burg. “—Steve Murray
Editor of REAL Trends and President of REAL Trends Consulting, Inc. “_You know you are going to experience something different and life changing from the first moment you hear Bob Burg. Simply put he not only gets what really matters in relationships between people but he knows how to share that knowledge with an audience in a way that is both informative, entertaining and soul searching. You don’t come away from time with Bob without having your life changed for thebetter._”
—Subroto Bagchi
Chairman, Mindtree Limited, Bangalore, India _“A lot of thought goes into who we invite to speak at our international conferences. In a competitive sales environment, Bob was a great choice, right on the mark and exactly what our team needed. He has vast experience, knowledge and a very engaging style that brings outstanding value with the information he provides. No matter how high-tech the world has become, business success is still all about the relationships. Bob is the best in teaching exactly how to buildthem.”_
—Audra Hollifield, SPHR Sr. VP of Human Resources, Orlando Magic _“Your presentation was, in Orlando Magic speak…”LEGENDARY”!!! Everyone was talking about you and referencing your talk all afternoon!! Our #1 sales guy who rarely likes anyone we bring in—loved you!!! You truly did an amazing job!”_—Glen Garvin
Vice-President, Dominion Dealer Specialties “_Outstanding! Our sales people and operational managers were glued to their seats and absorbing Bob’s wisdom, stories and expertise. I was particularly impressed with Bob’s preparation. Any member of the audience would have thought he had been around our business for years to speak with that level of confidence and understanding. There is an overall demeanor about Bob that gravitates the audience to his charisma and character. He is sincere and believable, which instantly makes you realize he lives by the Go-Giver concepts. You know a presentation really resonates when 6 weeks later people are still quoting and applying the message!”_—Orville Thompson
CEO, Scentsy, Inc.
_“Bob Burg was an exciting and entertaining speaker at Scentsy’s Annual Leadership Conference. His talk built confidence among our top Consultants and provided information and ideas they could put to work immediately. He’s an inspiring presenter and a pleasure to workwith.”_
—Linda Vaughan
President and CEO of ReeceNichols Real Estate “_Reece Nichols invited Bob Burg to speak to our sales force on the power of endless referrals and the principles outlined in his best-selling book The Go-Giver. Leading up to the event, Bob and his team were tremendous to work with — they were organized and really took the time to learn about our company, our culture and what we wanted our sales force to take away from the engagement. At the event Bob lived up to his reputation of being a dynamic speaker and getting across in a humorous and thoughtful way how a salesperson can grow their business by delivering true value to their customers and prospects. For all those that attended they were rewarded with very real and practical ways they could be more successful the moment they walked out of the room. We truly appreciated our opportunity to work with Bob and his team._“____
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“THIS MAY BE THE MOST IMPORTANT GO-GIVER BOOK YET—AND IN TODAY’S POLARIZED WORLD, IT COULD NOT BE MORE TIMELY.” — Marshall Goldsmith, Author of “What Got You Here Won’t Get YouThere”
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PUTTING THEM FIRST. THE SINGLE MOST PROFITABLE WAY TO DO BUSINESS By Bob Burg February 22, 2021 Placing your customer’s interests before your own is _not_self-sacrificial.
Actually, it’s _the most profitable_ way to do business.Continue Reading__
THE UNNECESSARY “OR” By Bob Burg February 21, 2021 It’s so very important to not fall victim to the “false dilemma” (the unnecessary use of the word “or”). More often than not it’s an “and” rather than an “or.”Continue Reading__
PERSUASIVE HUMILITY
By Bob Burg February 15, 2021 I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is…” there’s a good chance that: * It’s really just my opinion. * Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement.Continue Reading__
THE LEADERSHIP JOURNEY By Bob Burg March 4, 2021 In my leadership journey I still find myself making mistakes. Fortunately I also find myself catching more and more of those mistakes _before_ I actually make them. So, while still not where I need to be… I’m making progress. 🙂Continue Reading__
WHAT GREAT SALESMANSHIP IS REALLY ABOUT By Bob Burg February 26, 2021 Great salesmanship is never _about_ the salesperson. Great salesmanship is never _about_ the product or service. Great salesmanship is _about_ the other person…Continue Reading__
THE BEST FRAME-SETTER By Bob Burg February 24, 2021 A warm, genuine, authentic smile is the very best “frame-setter.” Before dealing with the city-hall bureaucrat, the customer service rep, your prospect, your client, your family member, etc…Continue Reading__
PUTTING THEM FIRST. THE SINGLE MOST PROFITABLE WAY TO DO BUSINESS By Bob Burg February 22, 2021 Placing your customer’s interests before your own is _not_self-sacrificial.
Actually, it’s _the most profitable_ way to do business.Continue Reading__
THE UNNECESSARY “OR” By Bob Burg February 21, 2021 It’s so very important to not fall victim to the “false dilemma” (the unnecessary use of the word “or”). More often than not it’s an “and” rather than an “or.”Continue Reading__
PERSUASIVE HUMILITY
By Bob Burg February 15, 2021 I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is…” there’s a good chance that: * It’s really just my opinion. * Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement.Continue Reading__
THE LEADERSHIP JOURNEY By Bob Burg March 4, 2021 In my leadership journey I still find myself making mistakes. Fortunately I also find myself catching more and more of those mistakes _before_ I actually make them. So, while still not where I need to be… I’m making progress. 🙂Continue Reading__
WHAT GREAT SALESMANSHIP IS REALLY ABOUT By Bob Burg February 26, 2021 Great salesmanship is never _about_ the salesperson. Great salesmanship is never _about_ the product or service. Great salesmanship is _about_ the other person…Continue Reading__
THE BEST FRAME-SETTER By Bob Burg February 24, 2021 A warm, genuine, authentic smile is the very best “frame-setter.” Before dealing with the city-hall bureaucrat, the customer service rep, your prospect, your client, your family member, etc…Continue Reading__
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