What Great Salesmanship is REALLY About
Great salesmanship is never about the salesperson.
Great salesmanship is never about the product or service.
Great salesmanship is about the other person…
Cole Slaw, Carrots, and Limiting Beliefs
We’ve often explored the concept of Belief Systems and how our personal way of understanding and relating to the world — typically on an unconscious level — directs our behaviors. Recently I heard what was perhaps the perfect example of how these…
Make Yourself DiscountProof
Are you often asked to discount your fee or price? Typically, when a prospective customer or client balks at your price, it’s because they believe that the value of your offering is less than what they are being asked to pay. But, not always. There IS another reason. It’s this…They subscribe to the theory that one should…
Announcing The Go-Giver Podcast
After a year of planning, learning, attending seminars on the topic, and all the techy things involved :-)… we have launched The Go-Giver Podcast! Okay, a bit more dramatic than necessary, but it has been a remarkable learning process and we hope you’ll find value in each episode. We also hope it will make a positive…
Kingmakers Instead of Kings
“Great leaders and top-producing salespeople develop tremendous influence because they focus their actions on looking out for the other person’s interests and serving their needs. They prefer to give the credit away rather than take it for themselves. Rather than aspire to be kings, they seek to be kingmakers. They are constantly on the lookout…
Your Customer’s Tennis Ball
My friend, branding authority, and Certified Go-Giver Speaker, Bill Ellis emailed me a great poster that showed a photo of some dogs — apparently at a museum for those of the canine persuasion — staring intently at a painting of a tennis ball. Now, personally, I can’t imagine the fascination held by a tennis ball. Though,…
Solving Their Biggest Problem
It makes sense, doesn’t it? Those who solve the biggest problems provide the biggest value and — as a result — earn the highest incomes. In her bestselling book, Lean In, Facebook Chief Operating Officer, Sheryl Sandberg shares a wonderful story in this regard. Shortly after beginning at Facebook she was contacted by a woman named…
Consciously Receiving
Both in business and personally you focus on providing lots of value to others. You enjoy doing so. It is part of your value system. Because of this, your relationships in all aspects of your life are very positive. People seem to go out of their way to want to provide value to you. So,…
The Small Stuff Worth Sweating
Years ago a little book authored by the late, Dr. Richard Carlson entitled, Don’t Sweat The Small Stuff…and It’s All Small Stuff provided some much-needed wisdom for those of us whose sense of peace of mind and happiness were continually disturbed by life’s little inconveniences. And, in that context, the phrase itself is certainly valid. Many…
Duct Tape Selling – A Chat with John Jantsch
He first stepped onto the national stage with his bestseller, Duct Tape Marketing. Then, The Referral Engine. When it comes to marketing and sales, John Jantsch simply knows what he’s talking about. The man is GOOD!! So, I was very excited to hear that he was coming out with a new book entitled, Duct Tape…
