Recently on Facebook, a friend posted a quote from John David Mann’s and my book, Go-Givers Sell More: “Money is an echo of value. It’s the thunder to values lightning.” A person then commented, “I think that needs some refinement. Money is an echo of perceived value.” Well, he’s certainly not incorrect to use the…
Last week, I interviewed Mike Henry, Sr., Founder of The Lead Change Group, a non-profit global community of leadership authorities. Their mission is to instigate a leadership revolution that encourages, energizes and equips people to apply character-based leadership to facilitate change. 21 of these leaders got together and authored a really terrific book entitled, The…
Leadership is a topic that simply never gets old. It seems there’s always more to learn, and that which we learn we need to be reminded of. I had the opportunity to read a terrific new book on this topic, coauthored by 21 authorities in the field of Leadership; all part of The Lead Change…
Have you ever noticed that it’s nearly impossible to win an argument? That doesn’t mean you can’t persuade someone to move from their original view to your view. It’s just that it probably won’t happen as a result of an argument. The reason is that, while in the “argument” stage, the person will probably be too…
Years ago, at a National Speakers Association conference, I was in the audience while Mark Sanborn, CSP, CPAE, author of bestselling business classics including The Fred Factor, and You Don’t Need A TITLE To Be A Leader, was presenting. He related the time that a man seated next to him on a recent flight asked…
He’s entertaining, controversial, and always thought-provoking. If you subscribe to Randy Gage’s Prosperity Blog, read any of his bestselling books, heard him speak, or even listened in on any of our prior interviews, you know the man thinks. In his newest book, he says that disruptive technology, accelerating speed of change and economic upheaval are…
In a recent post, we looked at the great advice given me nearly 30 years ago when I complained that my prospect did not “get” the value of my product. I was told, “Burg, when the shooter misses the target, it ain’t the target’s fault.” Of course, it wasn’t his responsibility to get it…it was…
Mistakes are gonna’ happen. That’s just a part of life. But, the more we can create an environment where they are less likely to happen, all the better. Please don’t misunderstand this as though I’m saying we should fear mistakes. No, hopefully we learn from them and use them as a springboard for improvement. There…
I recently posted on Facebook and Twitter: “Just because you think it doesn’t mean you have to say it. Self-edit before you speak. It can make a huge difference in the results!” Yes. It can be the difference between a positive or neutral result…and a very negative one. The four steps: Pause, Think, Edit, and…
On my Facebook page, I posted remembering — nearly 30 years ago, in one of my first sales jobs — returning to the office disgusted that a prospect just didn’t “get it.” He said “no” despite the fact that the product would have helped him immeasurably. I was disgusted at my prospect for not understanding.…
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