Bob speaks for corporations and organizations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations. 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 sold well over one million copies and been published in more than 30 languages. Join Bob in The Go-Giver Success Alliance Online Mentorship Community by visiting
GoGiverSuccessAlliance.com.
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. I believe that…
In a recent tweet, salesman extraordinaire (currently speaker and multi-bestselling author), Joe Girard wrote: “More things are bought through emotion than through logic. What are you doing to make your customer comfortable?” What a great statement and question. And, Joe Girard should know. For 12 years in a row, he was listed in the Guiness…
I remember years ago being asked to be one of several people to contribute to an article intended to answer the question, “What is the Secret to Success?” Putting aside my personal opinion that there is no one big, overreaching, magic bullet-type secret — but rather a set of proven principles — there was something…
Early in my speaking career and struggling to stay in business, I was often on the phone. Life was different back in the late 80’s. We had this thing called a…telephone. And, we actually called prospective client organizations. 😉 It had gotten bad. I mean, I was at the point where I was sneaking peeks at…
It was most likely just a random chain of images; an unconscious game of thought association; I’m really not sure. Somehow, I remembered something from back in 1994. It was the evening before I was to have surgery to repair a deviated septum that had bothered me for years. My schnozolla would finally be fixed…
I’m grateful for gratitude. I’m also cuckoo for Coco Puffs, but that’s another story (Gen Yers and younger; don’t worry — that something we used to call a commercial). 🙂 My friend, Sandy Harper even has a “Gratitude Bootcamp.” What a great idea. In my opinion, Gratitude is the foundational character trait of all other…
I love baseball. As a kid, I used to love playing it. From sun-up until sun-down when possible. Dream was to be a major league baseball player. Could’ve been one, too, but for one challenge: Injuries? Naw. Bad timing Uh uhh. I’m afraid it was talent…more accurately, a huge lack of such. None the less,…
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…
I recently posted the following on my Facebook page: “When you sell on price you are a commodity. When you sell on value you are a resource.” One person suggested: “So let’s lower the price and raise the value.” I replied that in certain very specific situations, that works. Not too often, though. By and…
Back from my recent trip and excited to begin blogging again. Unlike our friend, Randy Gage, who blogs pretty much every day regardless of whatever corner of the world he happens to be in, I generally only post when home and at my desktop computer. This trip began in Las Vegas, Nevada speaking at the…
