Category Archives: Endless Referrals

Secrets of Success – Guest Post by Richard Weylman

Blog, Endless Referrals, The Go-GiverBy Bob Burg May 14, 2009 1 Comment

The following is reprinted with permission from one of my favorite speakers/authors, Richard Weylman: Secrets of Success By Richard Weylman There are several key lessons to learn that are necessary for success, whether that be in business or your personal life. Here are some of the most important keys: 1. Be trustworthy! Whether you are dealing…

Yes, I Would

Blog, Endless ReferralsBy Bob Burg May 13, 2009 2 Comments

Walking into a place named “Good Feet” (seller of arch support products) in Juno Beach, Florida I thought about the recent blog post regarding the concept of “good profits and bad profits” based on the book, The Ultimate Question*: Driving Good Profits and True Growth by Fred Reichheld. I entered the store right before closing…

Is There Really Such A Thing As “Bad Profits?”

Blog, Endless ReferralsBy Bob Burg May 11, 2009 6 Comments

Isn’t “any profit” good profit? Not at all. In fact, “bad profits” can absolutely destroy a business. In his excellent book, The Ultimate Question*: Driving Good Profits and True Growth, Fred Reichheld explains (paraphrased) that bad profits are profis that come at the expense of customer satisfaction. In other words, just because someone buys from your company,…

“In Addition to That . . .”

Blog, Endless ReferralsBy Bob Burg April 14, 2009 11 Comments

Often, in the selling process, we encounter an objection that, while it may be very legitimate, is not the true reason for the prospect’s hesitation. This might happen because the prospect is too polite to share their real reason and doesn’t want to hurt our feelings (even though we’d rather they did) or, he or…

The Value of The Correct Phrase

Blog, Endless ReferralsBy Bob Burg April 5, 2009 24 Comments

This morning I was at Dunkin’ Donuts for my usual Sunday treat of two donuts, two cups of coffee, and three hours of reading (in between saying hello to some regulars). This was a new Dunkin’ store that opened a while back and they – just yesterday – had their official grand opening, complete with…

Authenticity and Integrity

Blog, Endless ReferralsBy Bob Burg March 21, 2009 17 Comments

In our business parable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.” In other words, as important as sales skills, technical skills and people skills absolutely are to the process of selling, without being truly authentic (and being able…

At Least Take The First Step

Blog, Endless ReferralsBy Bob Burg March 13, 2009 18 Comments

Is it just me, or do you find it a bit annoying when someone “friends” you on Facebook and then asks you what you do (i.e. what line of work you are in)…when you’ve posted a description on your Facebook Info Page? Now, before you think I’m just being “nitpicky” let me ‘splain (“Oh Luuucy,…

“Your Price Is Too High.”

Blog, Endless ReferralsBy Bob Burg March 6, 2009 12 Comments

“Your price is too high” are five words that seem to strike terror in the hearts of so many salespeople. But it really need not. In this article, we’ll look at some sage words from 19th century English philosopher John Ruskin that will help overcome this objection. I’m often asked, “What would you suggest is…

They Don’t Buy the “Is”…They Buy the “Does”

Blog, Endless ReferralsBy Bob Burg February 20, 2009 5 Comments

As people continue to ask what to do “now” in today’s economy, the answer continues to be, “the same things that work in any economy” … provide value, and be sure to communicate that value. Of course, you might have to find more people to do that with in order to get the same results,…

Play the Host; Not the Guest

Blog, Endless ReferralsBy Bob Burg January 27, 2009 5 Comments

With next week being “International Networking Week” — the brainchild of my friend, Dr. Ivan Misner, founder of BNI, the world’s largest referral organization, I thought it would be fitting to share just one method of relationship-building. As usual — and typical of true Networking, it is “other-focused” meaning that we take our eyes off…

Category Archives: Endless Referrals

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