In John David Mann’s and my book, The Go-Giver, the foundational principle is the providing of value. It isn’t the only thing, but it’s certainly the block upon which all else is built. We’re often asked how exactly one — either as a business owner or employee in a company — can build value for…
As mentioned in a recent post, a good way to judge someone’s character is by how he or she treats those who cannot do anything for them. What’s interesting is that for the person doing the “treating,” this goes much further than just being a nice person. The results can be life-changing, as you’ll read…
Summing up a recent number of continuous articles, we saw that rather than reduce your price, it’s best to communicate value. If that doesn’t result in the sale, you can often refer your prospect to a less-expensive (and, often, less value-based) competitor. In James’ case, this worked out great. Many others have found the same.…
Over the last two articles we looked at how James Stevenson, owner of Virtual Aviation in the United Kingdom, could most effectively handle a situation with a prospect who was haggling with him on price. Understanding that coming down on price is generally not the answer (when you know the value you provide exceeds the…
In the previous article we heard from James Stevenson of Virtual Aviation in the United Kingdom, who was feeling challenged by a prospect who wanted a lower price for James’ services. It was determined that since the challenge most likely had more to do with perceived value than it did with price, that the best…
James Stevenson, who owns Virtual Aviation in the United Kingdom, just read The Go-Giver and Go-Givers Sell More and is looking to apply the principles to his business. But, he had a question, which was: “While reading the books, I had in the back of my mind a situation I currently have with a potential…
Sometime back I had the honor of sharing the platform with success coach and bestselling author, Mike Litman. During his presentation, he suggested creating an “asset of value.” This is a part of you that you “bring to the table,” a way you can always add to the relationship. What a great idea! And, an…
In Part 1 we looked at the concept of going out of our way to be kind to those people who are in positions where they are usually not shown a great deal of respect. We do this simply because it’s the right way to be. The fact is, however, at times it will also…
It’s often said, “A person who is nice to their friends but not to the waiter is not a nice person.” After all, one test of a person’s character can be said to come from how they treat those who are not in a position to help them. Yet, complimenting – or even simply being…
I love receiving emails from readers sharing with us their successes. Please note specifically how she accomplished her goal. Christine from New York writes: “Dear Bob, Recently I was facing a problem with an airline over the validity of a voucher I had. I was told to email the corporate office addressing the problem. Using…
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 sections of the website you find most interesting and useful.
Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings.
If you disable this cookie, we will not be able to save your preferences. This means that every time you visit this website you will need to enable or disable cookies again.
