Yes, if you learn just one thing from reading a book, that one…thing can help you become a better reader and a more effective human being. How is that? Let’s look at just a few examples: How To Read A Book by Mortimer Adler and Charles Van Doren. First published in 1940, it has terrific…
The last two posts, dealing with the value difference of empathy and the importance of effectively communicating it, reminded me of one of the many, many wise teachings of Zig Ziglar. It dealt with the difference between empathy and – what I call – it’s close cousin, sympathy. The lesson was included on one of…
In the previous article we witnessed totally opposite ends of the spectrum in terms of empathy; one person’s seemingly total lack of it provided no (actually, negative) value to my “customer experience” while — in total contrast — her associate’s excellent display of such added great value. Night and day! At the conclusion, I said…
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…
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