Category Archives: Blog

An Additional Thought On Empathy

Blog, General, WWIBy Bob Burg July 16, 2010 2 Comments

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…

The “Value Difference” Of Empathy, Part 2

Blog, The Go-Giver, WWIBy Bob Burg July 15, 2010 5 Comments

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…

The “Value Difference” Of Empathy, Part 1

Blog, The Go-Giver, WWIBy Bob Burg July 13, 2010 5 Comments

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…

Assessing Character

Blog, Endless Referrals, General, WWIBy Bob Burg July 9, 2010 10 Comments

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…

A Final (And Important) Word on Referring Your Competition

Blog, Endless Referrals, The Go-GiverBy Bob Burg July 5, 2010 13 Comments

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.…

Love Those Happy Endings

Blog, Endless Referrals, The Go-GiverBy Bob Burg July 3, 2010 7 Comments

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…

What James Suggested Next

Blog, Endless Referrals, The Go-GiverBy Bob Burg July 2, 2010 7 Comments

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…

It Just keeps Coming Back To That “Value Thing”

Blog, Endless Referrals, The Go-GiverBy Bob Burg June 29, 2010 17 Comments

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…

Create An Asset of Value

Blog, Endless ReferralsBy Bob Burg June 25, 2010 7 Comments

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…

Compliment the Uncomplimented, Part 2

Blog, WWIBy Bob Burg June 24, 2010 9 Comments

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…

Category Archives: Blog

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