Category Archives: The Go-Giver

Social Media: The Customer Service “Game-Changer”

Blog, The Go-Giver, Video, WWIBy Bob Burg January 4, 2011 10 Comments

Both good and poor examples of customer service have most likely existed since the very beginnings of business. Thus, word of mouth, whether in ye olde village or in more modern times, has always been important. However, it certainly never had the immediate and powerful impact to either make or practically destroy a business as…

Amy’s Decision To Communicate Her Value

Blog, The Go-GiverBy Bob Burg December 6, 2010 11 Comments

In the previous post, we answered a question asked by a reader on Facebook. Seeing my wall post that said, “Money is an echo of value; the thunder to value’s lightning,” she asked if that meant that those without much money held little value? My response was basically that while a lack of money doesn’t…

Is Money Really An Echo Of Value?

Blog, The Go-GiverBy Bob Burg December 3, 2010 14 Comments

Yesterday, on Facebook, I posted a quote from John David Mann’s and my book, Go-Givers Sell More: “Money is an echo of value; it’s the thunder to value’s lightning.” In other words, the value comes first. Provide value and — so long as you are willing to receive — you will make money. People tend…

Why It’s Called “Selling” And Not “Order-Taking”, Part One

Blog, Endless Referrals, The Go-GiverBy Bob Burg August 19, 2010 7 Comments

In our book, Go-Givers Sell More, John David Mann and I begin by discussing some of the fallacies and misconceptions associated with selling. The first is that people often think of sales as trying to convince someone to do something they don’t want to do (i.e., buy something they don’t want or need). Of course,…

Admit It . . . And Win (Authenticity At Its Finest)

Blog, The Go-Giver, WWIBy Bob Burg August 17, 2010 9 Comments

With the school year beginning, I thought I might reprint an article from about five years ago, when I had my weekly ezine. In my opinion, the Law of Authenticity, (Law #4 of The Go-Giver), has never been embodied better and more effectively than in this example. —– Recently, my fourth grade teacher, Miss Kadlik/Mrs.…

Belief Systems

Blog, The Go-Giver, WWIBy Bob Burg July 30, 2010 20 Comments

Ever have a disagreement with someone only to later learn that it was based totally and completely on a misunderstanding? If you’re like most of us, your answer is a definite “Yes!” Let’s look at why this is, as well as a method you can use to overcome it, making your level of communication far…

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…

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…

Category Archives: The Go-Giver

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