Category Archives: Blog

Responding Versus Reacting, Part One

Blog, WWIBy Bob Burg December 8, 2009 15 Comments

Though the words, “Respond” and “React” are similar, the difference is quite significant. I still recall, more than 20 years ago, on one of his audio programs, Zig Ziglar asking, “Did you respond well to the medication your doctor prescribed, or did you have a bad reaction?” The Sages asked, “Who is mighty?” and answered, “He…

A Terrific Lesson in Sales from Art

Blog, Endless ReferralsBy Bob Burg December 7, 2009 7 Comments

My friend, Art Sobczak (pronounced Sub check), President of Business By Phone,Inc. is among the world’s most highly-regarded experts on tele-selling. But, from my years of reading his works, I can tell you he is simply an expert at sales, through-and-through. In this article (excerpted), Art briefly takes us through a terrific sales process where…

Honor Other’s Egos – Persuade More Effectively

Blog, WWIBy Bob Burg December 2, 2009 7 Comments

Ego is one’s sense of self and must be honored throughout the persuasion process. It will come into play. As one who has studied the persuasion process and seen it done best both by the learned and the intuitive, I genuinely believe that about 95 percent of the time, the difference between moving a person…

Why The “Out” Gets You In

Blog, WWIBy Bob Burg December 1, 2009 8 Comments

One of the most effective ways to persuade someone to take a certain action is to communicate very clearly to them the fact that…they don’t have to take that action. Counter-intuitive? Yes. And, very productive. What I’m suggesting is that you give them an “out.” An out, or “backdoor”, is a way of letting a…

My Newfound Paranoia Regarding DMs on Twitter

Blog, GeneralBy Bob Burg November 30, 2009 38 Comments

Actually, “paranoia” might be too strong a word (“might be”) 🙂 but there is definitely concern when it comes to the DMs – or, Direct Messages – aspect of this medium. Yet, the concern is not for what would seem the obvious reasons; spam and the many automated DM welcomes from those I have newly-followed.…

“Practice in The Silence”

Blog, WWIBy Bob Burg November 25, 2009 3 Comments

In his 1918 work, The Power of Concentration (re-published in ebook form by Mike Litman), the author, Theron Dumont wrote, “It is necessary to be silent before you can speak wisely.” True enough, as stated. But then he goes on to write something I believe to be particularly profound. According to Dumont, “The person who…

The True Challenge of The Young and Inexperience in Sales (Part Two of Two)

Blog, Endless ReferralsBy Bob Burg November 24, 2009 2 Comments

In Part One, we addressed a couple examples of proper and effective responses a new (and/or young in age) salesperson might provide a concerned prospect regarding the issue of youth and inexperience. But, as I explained to the young man, while the response is simple, there is a bigger challenge he must overcome. And, that is…

The True Challenge of The Young and Inexperience in Sales (Part One of Two)

Blog, Endless ReferralsBy Bob Burg November 23, 2009 4 Comments

A young reader who has just joined the world of professional selling asked how he could overcome questions and concerns from prospects he receives regarding his youth and inexperience. He claims he is asked about this constantly and feels he has no legitimate way to respond. I explained that (based on the limited information I…

The Danger of “Thinking Payback”

Blog, Endless ReferralsBy Bob Burg November 18, 2009 7 Comments

Over the past two articles we saw from Liz Lynch that astute networkers approach a new possible business relationship by focusing, not on how the other person might be able to help him or her but on how they could possibly help the other person. In other words, purposely and purposefully taking your eyes off…

The Willing Suspension of Self-Interest

Blog, Endless ReferralsBy Bob Burg November 17, 2009 6 Comments

In yesterday’s post , Liz Lynch, author of Smart Networking: Attract A Following In Person And Online, suggested that while the typical person forms their first impression of the other by silently assessing how that person can be of help to them, the more astute Networker, the Go-Giver (and I can tell you from personal…

Category Archives: Blog

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