General Archives - Page 12 of 22 - Bob Burg

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…

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…

Can An Exception Actually “Prove” The Rule?

Blog, GeneralBy Bob Burg March 8, 2011 15 Comments

After finding an unusual solution to a very minor issue, I noticed myself thinking something I’d heard and personally stated many times before: “Well, that’s the exception that proves the rule.” And, then I caught myself. You see, the exception didn’t actually prove the rule. It was simply an exception to the rule; a reversal…

Lawyers (And All Service Pros) Can Give Themselves The Edge

Blog, GeneralBy Bob Burg February 10, 2011 16 Comments

Began reading a book by my friend from “Across The Pond” Chrissie Lightfoot; a United Kingdom lawyer (non-practicing) and entrepreneur (very practicing) :-). Provocatively entitled, The Naked Lawyer, it shows attorneys and other professional services providers how to more effectively market, brand and sell themselves. I know that, whenever I address lawyers, my biggest challenge…

Aha! Moments

Blog, GeneralBy Bob Burg January 24, 2011 20 Comments

Well, this past weekend was certainly a special one. Paul Martinelli and I hosted The Big Event in West Palm Beach, FL, which brought together speakers including Carrie Wilkerson, Dr. John Maxwell, Randy Gage and Les Brown. Each speaker, including Paul, was magnificent and shared wisdom and information that led to many – what could…

A Patient By Any Other Name

Blog, GeneralBy Bob Burg January 19, 2011 2 Comments

I enjoy many of the posts my friend, Alice Flanders shares on her Facebook page. She often posts stories regarding incidents in her life. Many are funny; some are sad. There’s usually a lesson containing some very fine wisdom, although I’m not she sure always realizes it. She’s a much better teacher than she thinks…

Responsible To; Not For

Blog, GeneralBy Bob Burg January 13, 2011 18 Comments

You and I, as people who believe – greatly believe – in what we sell, how do we deal with the fact that not everyone who we feel should buy our products or services, will buy. After all, if we truly care about helping them via the exceptional value we provide, should we not take…

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