Do you ever look at the world around you and wonder what is going on? It seems that no one can agree with anyone else--take Washington, DC for instance! A business can implode on itself simply because people can’t agree. How can you protect your business?

 

My guest today, Bob Burg, has written several books with John David Mann called the Go-Giver series. Previous books in the series include The Go-Giver, Go-Givers Sell More, and The Go-Giver Leader. The latest book is The Go-Giver Influencer: A Little Story About a Most Persuasive Idea. The books feature a unique format of storytelling as parables, which connect with people and get the point across in a meaningful way.

 

What you’ll hear in this episode:

 

• The focus on influence in the latest book when it drills deep to define “influence” as “the ability to move a person to desired action”
• Bob explains some of the fascinating characters in the book
• Important questions asked of one character: “What do you want? What do you love?”
• The roles of mentors in the book, including a retired judge and a coach
• The “winning strategy” for getting on track
• What it means to “master your emotions”
• One character’s advice: “Step into another’s shoes” (Why this is so hard to do!)
• The value of asking questions and listening--NOT with your ears
• • You’ll be more knowledgeable
  • The other person will feel listened to and understood
• Why compromise is defined as “when nobody really gets what they want”
• Specific tips and advice from the book:
• • Influencing others is PULLING, not PUSHING
  • Influence without benevolence becomes manipulation
  • Value collaboration over compromise and persuasion over manipulation
  • Set the frame and be ready to reset
  • Communicate with tact (the language of strength) and empathy
  • Let go of “having to be right”

Resources:

 

www.thegogiver.com

 

Find Bob on Facebook and Twitter