Category Archives: Blog

No Kids? No Problem – Bring Your…? :-)

Blog, GeneralBy Bob Burg April 1, 2011 31 Comments

In a recent post on her Facebook page, my friend, Alice Flanders (one of the funniest people I know, and who has no idea how funny and profound she so often is) related the following: “I was thinking of attending an event. The host told me I could bring my kids for free. I told…

Creatively Moving Conditions To Possibilities

Blog, Endless Referrals, GeneralBy Bob Burg March 31, 2011 13 Comments

In a recent post we discussed the difference between “Objections” and “Conditions” in the selling process. Basically, an objection signifies a lack of perceived value compared to the price. It could also be a matter of a lack of want, perceived need, desire, or motivation to make a change. In other words, if he or…

“The Fact of The Matter Is”… It’s Just My Opinion

Blog, General, WWIBy Bob Burg March 29, 2011 36 Comments

So, on the phone recently and I hear the sound of the words, “The fact of the matter is” coming out of my mouth. I quickly realized three things… 1. It wasn’t necessarily a factual statement. It was just my opinion. 2. Even if what I said was correct, leading with those six words was…

Forgiving The Mentor?

Blog, GeneralBy Bob Burg March 28, 2011 29 Comments

Recently, I received a question regarding handling disappointment in a mentor. I’m really not certain I provided the correct answer. At most, it was an incomplete answer. I’d love to know your thoughts. Success Coach and fellow speaker, Michelle Colon Johnson asked: Bob, being in our industry we are surrounded by greatness. I had a…

Are You A Bafoostick? :-)

Blog, GeneralBy Bob Burg March 24, 2011 33 Comments

Over a period of time I’ve read posts by three highly-respected thought leaders with headlines indicating that “Passion doesn’t matter in business”, “Value is overrated” and “Networking doesn’t work.” Here’s what I noticed when reading their articles. The first one went on to say how passion doesn’t replace the other also-important aspects of business. The…

A Sample Letter For Collecting Money You Are Owed

Blog, WWIBy Bob Burg March 23, 2011 18 Comments

Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate…

Late Pay? Collecting Money Owed You…In A Winning Way

Blog, WWIBy Bob Burg March 22, 2011 9 Comments

I was asked if there is a way to utilize the positive persuasion methods we discuss in this blog when having to collect money from a late-paying client. The questioner was not referring to those who might simply have forgotten, and for the first time. When that is the case, just call and politely remind…

Advancing The Sale

Blog, Endless ReferralsBy Bob Burg March 21, 2011 15 Comments

Assuming the product or service you sell is a relatively high-priced item or takes a well thought-out decision by your prospect (and possibly others such as a committee) before buying, it’s seldom that you’ll make the sale on your first appointment. Sure, there are exceptions, but this is the general rule. As such, you may…

Repairing The Relationship After An Accepted Apology

Blog, General, WWIBy Bob Burg March 18, 2011 18 Comments

After the recent article on options regarding apologies that are not accepted, I received the following excellent question from Jodi: “Bob, my question is on the other side of the coin. After you forgive the person who genuinely apologized, how do you get your friendship back to the way it was when the person who…

“But What About When They Aren’t A Go-Giver?”

Blog, The Go-GiverBy Bob Burg March 16, 2011 25 Comments

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…

Category Archives: Blog

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