I remember the jolt I received even though it was so many years ago. I was reading Dale Carnegie’s timeless classic, How to Win Friends and Influence People for the very first time and he told a story on himself. In summary, while at a banquet, Mr. Carnegie corrected a statement made by another guest…
It’s not really a “guest post” per se. My adopted human, Bob Burg is out of town and technophobe that he is, probably won’t even see this until he gets back (which, I must admit, I never know when that is, which annoys me, but not that much. I don’t really miss Bob, nor do…
Recently, I tweeted the following: “The Law of the Out: the bigger the out (or backdoor) you give someone to take…the less they’ll feel the need to take it” We’ve discussed this concept before, and how and why it is effective both in general as well as selling-specific situations. One person responded: “I think people…
One could quite correctly say that whenever we discuss the topic of persuasion (a/k/a “Winning Without Intimidation) we are within the context of negotiation. Really, any time we want something from someone, whether it’s money, an act of kindness, respect, or anything else, we are negotiating. More and more books these days are being written…
In the last post, we discussed why offering incentives (cash or other gifts) in exchange for referrals is not an effective strategy, but instead might very well be counterproductive. So, the question is, what is a better and more effective alternative for expressing our appreciation to those who refer business to us? And, what will…
I’m often asked during the Q & A portion of my live events if one should offer incentives (read: bribes) for their customers to provide them with referrals. Should they be offered cash? Perhaps, a gift? I strongly suggest not doing that. There are generally two challenges with offering incentives for referrals: If the referrals…
Like many, I’m often asked my thoughts regarding the protests taking place, first on Wall St. and now in cities throughout the world. And, my typical answer includes that often annoying term I use, “false premise.” And, truly, I can’t think of anything that is based more on a false premise than this. And, apparently,…
During the Q & A part of a recent Endless Referrals: The Go-Giver Way program, a very nice woman asked a question that was obviously troubling her: “Even after receiving a referral from someone, isn’t calling the referred prospect just one step above a cold call?” After explaining to her that the point of the…
There’s a company I do business with – for now anyway – that has a very expensive product. It’s an excellent product and it’s a case where the importance of high quality definitely beats low price. I’m happy to pay it. The only challenge I have with them is that they are very slow to…
Many years ago, in his bestselling, How to Sell Anything to Anybody, Joe Girard provided what he called his Law of 250. This basically says that most of us know about 250 people. Joe knows from whence he speak. He was named by the Guinness Book of World Records as “The Greatest Salesman in The…
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