An often-asked question during corporate presentations of The Go-Giver is, “Bob, all of this is fine and well if you’re dealing with another Go-Giver, but what if you’re not?” In other words, maybe this customer is the type who will try and take advantage of you. Or, they are not respectful in the way they…
For many salespeople, the most difficult part of the referral process is how to go from the actual sale into asking for referrals without coming across as nervous, abrupt, anxious or even desperate. Enter the “Referral Bridge.” What is a bridge? Well, in the physical world, it’s simply a structure that transports a person from…
Establish a reputation for saying little, always coming through on your promises, and even over-delivering on those promises. Do this consistently and business success is yours. And, it works just as well in friendships and family relationships as it does for business relationships. In fact, the ages are filled with quotes emphasizing this very principle.…
Interesting question from Manny, a reader based out of California: “Bob, I really enjoy your suggestion that we constantly define terms so that both people are on the same wavelength. I do it out of habit. A friend of mine sometimes takes it as criticism or as if I am questioning her judgment when in…
At times we need to mend a rift; perhaps one we ourselves inadvertently caused. Often, a simple yet heartfelt apology will suffice; other times it won’t, and the person is not moved to forgive. An uncomfortable feeling, indeed. One reader, who wishes to remain anonymous, asks: “What if you’ve apologized genuinely and the person won’t…
After finding an unusual solution to a very minor issue, I noticed myself thinking something I’d heard and personally stated many times before: “Well, that’s the exception that proves the rule.” And, then I caught myself. You see, the exception didn’t actually prove the rule. It was simply an exception to the rule; a reversal…
While in Phoenix, Arizona last week for the “Endless Referrals/Go-Givers Sell More” event, I stopped by the amazing offices of my friend, Joe Polish to record a video interview which will be posted soon. Simply put, Joe is among the world’s top marketers; the creator of many hugely successful marketing and promotional campaigns. He’s also…
The burden of clarity in communication is on the “communicator.” Why? Because we can’t expect those who don’t study this topic to be as aware of the rules as you and I are. 🙂 Whenever I say this, invariably, someone says, “But Bob, the other person should also be responsible for that burden, as well.”…
Lyndsey Fennelly, a former All-American basketball standout at Iowa State University, is now a coach/instructor with PGC Basketball. While in Orlando last week, she attended the Endless Referrals Live/Go-Givers Sell More event and, afterward, sent me the following: “Bob, I’ve found so many positive experiences since reading The Go-Giver two years ago, but I’ve also…
Last article, we witnessed a condescending announcement at a local health club I was visiting. If you’ll review that article quickly, please note the tone of the announcement, as well as the words, and then the three reasons why the way the message was communicated was, at best, counterproductive. So, what might have been a…
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