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 been published in over 30 languages and has sold over a million copies. Join Bob in The Go-Giver Community Network by visiting
TheGoGiverCommunity.com
Continuing with our look at the decision-making process which, as we’ve seen, is emotion-based and logic-rationalized, how does this play out in the process of selling? After reading one of the recent posts, my great friend, Jennifer Kushell, co-author (with Scott Kaufman) of the NY Times Bestselling, Secrets of the Young & Successful and Co-founder…
Over the past two articles we’ve been discussing that, as human beings, we tend to make decisions (even – and perhaps, especially – major ones) emotionally. We then support those emotional decisions with logic or rationalization. In the previous article, I told a story on myself that – while it happened a long time ago…
In the previous article we discussed that – as human beings – we generally make decisions based on emotion and back up our emotional decisions with logic. In other words, we rationalize, or tell ourselves… “rational lies.” When we ended I said that I’d share one of mine. While this happened close to 25 years…
As human beings, we make most of our major decisions based on emotion. Yep, you do it; I do it, and so does pretty much everyone else. And, we’re so emotional about it; we don’t even realize it while in the midst of doing it. But, let’s take this a step further. We then back…
One of the most gratifying aspects of Extreme Business Makeovers 2009 was the powerful and profitable connections made between attendees. The entire weekend had a Go-Giver theme with everyone focused on providing value to others rather than on what they themselves could get from the connections they made. Not surprisingly, since that event, a lot…
A reader who offered a small amount of his services to a local organization at no cost in order to establish value and trust, got “more than he bargained for.” His letter (reprinted with permission and with blank lines used in place of descriptive words) read: “Bob, I’m stuck for a solution. I offered to…
On page 136 of John David Mann’s and my newest book, Go-Givers Sell More we write: “The truth about ‘objections’ is that, most of the time, they aren’t really objections.” One reader wrote in and asked: “If they’re not objections, are they fears? Perhaps fear of unknown factors?” Excellent question! While, on some level, fear…
In Part One, I shared my surprise and dismay at finding out that a college classmate for whom I had a lot of respect actually disliked me very much and was quite outspoken about it. I handled the situation very reactively, defensively, angrily, and in a way that was counter-productive to all concerned. How should…
People often ask if I was always a Winning Without Intimidation -type of guy. Unfortunately, I wasn’t, and certainly regret some of the ways I handled (or mishandled) situations that proved detrimental and/or hurtful to everyone involved. If I may, I’ll share one of those with you now, as I see similar incidents happen so…
How often does an argument ensue and hurt feelings result from an exchange of well-intentioned, or even neutral (i.e., information-type) words when, with a little bit of thought, clarification and definition, such misunderstandings, unhappiness and even resentment could easily be avoided? Example: Pat tells you the party tonight begins at 7:30, “dressy-casual” and it won’t…
