Sales, Differentiation, Relationships, Business, Marketing   Summary   Just how much influence does the salesperson have in terms of how the value of his or her product is perceived by their prospective buyer? Actually … quite a lot. And with that in mind, we’ll discuss the importance of sales differentiation with a true expert, Lee Salz. In fact, that’s the very title of his terrific new book. That and more on today’s show.   Interview with Lee Salz   You’ll discover:    Why you should avoid using the word “best” when describing your product or service. The power of this opening statement: “Today, I’ll share with you some differences in what we offer that our clients find beneficial, and you can decide for yourself if those are meaningful to you.” How to align your differentiators with the right opportunities. The difference between marketing differentiation and sales differentiation. Why we must give context to sales differentiators to help prospects understand them. A powerful story about a locally owned and operated waste management company in Minnesota that discovered its differentiator and became even more successful. How to use the customer’s objection to proactively differentiate your product or service.    Click to Tweet    Sales #Differentiation is a key to communicating exceptional value and selling at the price you want. Learn how from @SalesArchitects #Sales differentiation drives buyer action. @SalesArchitects On this episode, learn how to use the customer’s objection to proactively differentiate your product or service. @SalesArchitects #sales    Interview Links SalesArchitects.comSales Differentiation: 19 Powerful Strategies to Win More Deals at The Prices You Want by Lee Salz (also available on  Amazon)Hire Lee to speak  The Sales Architects E-NewsletterConnect with Lee on Facebook Connect with Lee on LinkedInFollow Lee on TwitterResources   The Go-Giver Influencers Facebook LIVE Show  Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com  The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

131 Sales Differentiation - Lee Salz

Would you like your business — and your life — to be a lot more fun, a lot less stressful, and a lot more profitable? Do you want to sell more, lead better, be more influential, and live a life of significance? In this show, based around the Five Laws of Stratospheric Success from the international bestseller, “The Go-Giver”, you'll learn how to naturally create a life of joy and prosperity. Your host, Bob Burg, coauthor of “The Go-Giver” will share his insights and interview notables including today’s top entrepreneurs, business and thought leaders.

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Innovation, Business Strategies, Creative Thinking, Ideas, Connection Summary  Not focusing on your competition is NOT the same as ignoring them. We’ll look at that in our Thought of the Day. And in our interview segment, Bob Sager shows us how to be creative and innovative as a way of distinguishing our businesses FROM the competition… in a very crowded and noisy marketplace. That and more on today’s show.  Bob’s Thought of the Day We’ll explore:  The difference between FOCUSING on your competitors and ACKNOWLEDGING them. Why it’s important to learn about your competitors but to focus on your customer. That successful people live in the world that IS, not the world they WISH it is. That your role is to create value for those in your target market—those you serve and wish to serve. Interview with Bob Sager  You’ll discover: The importance of presenting yourself in an innovative way, so people will pay attention. The top three problem areas for businesses. The principle of “magnification” in order to engage prospective customers. How Bob Sager’s game, What’s the BIG Idea? elevates your creative thinking skills. That coming up with good ideas means coming up with a lot of ideas. An overview of Bob Sager’s subscription service for business strategies. Click to Tweet People only pay attention until they THINK they know what you’re saying. Then they quickly move on. @sagerbob #communication You have 5 seconds or less to capture people’s attention. @sagerbob #attention If you want to come up with good ideas, you have to come up with a lot of ideas. @sagrebob #ideas  Interview Links Find Bob Sager on LinkedIn. Follow Bob Sager on Twitter. Chat with Bob Sager on Clubhouse: @bobsager. 101 Freaking Brilliant Business Ideas: And Ten Ways YOU Can Create Your Own by Bob Sager Discovering Your Greatness: A Higher Level Thinking and Action Guide by Bob Sager Living a Wealthy Life: Stories of Gaining an Abundance in All Five Forms of Wealth by Bob Sager Visit Spear Point Solutions’ website. Connect with Spear Point Solutions on LinkedIn. Follow Speak Point Solutions on Facebook. Explore Spear Point Solutions’ Resources. Learn More About the What’s the BIG Idea Game Show. Check Out What’s the BIG Idea Show’s Facebook Page. Watch What’s the BIG Idea Show on Youtube. Resources The Go-Giver Success Alliance look Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way The Go-Giver The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

181 Creating Your Big Idea – Bob Sager

Happiness, Success, Integrity, Accountability, Intentionality   Summary   What does it really take … to be happy? We’ll look at that in our Thought of the Day. And in our interview segment, international franchisor Sarah Nuse will share wisdom from her fantastic book, Destined for Greatness. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:    The idea that the pursuit of happiness is part of our human nature. That acting incongruently with your values makes it nearly impossible to be happy.  A converse truth: when you’re willing to stand on principle—even turning down a business opportunity others think you’re crazy to refuse—you WILL be happier. Knowing that much more often than not, staying true to your principles will not be self-sacrificial but rather the best business AND financial move you could make.    Interview with Sarah Nuse   You’ll discover:    The fascinating story of how needing to earn some extra cash in college would lead to an international business career. And how desperation can catapult you to greatness. The power (and necessity) of doing the uncomfortable when building a business.  Sarah and her sister, Megan’s Shark Tank appearance...and the intrigue that transpired. The importance of aligning your business with who you are and who you want to be. Details about Sarah’s Destined for Greatness Accountability Program. How accountability and intentionality can help you accomplish your dreams, expand your goals, and deepen your relationships.    Click to Tweet    Soil responds to seeds, not wishes. ~ Sarah Nuse #fuelyourfire If you want to be great, you just have to be good every single day. ~ Sarah Nuse #greatness Being held accountable helps me to grow, change, and dream bigger, because I’m not alone. ~ Sarah Nuse #accountability    Thought of The Day Link: Episode 16 Alignment, Success, & Happiness  https://thegogiver.com/2016/05/016-alignment-success-happiness/  Interview Links SarahNuse.com TippiToesDance.com  Destined for Greatness: Living an inspired life, from head to Tippi Toes by Sarah Nuse Listen to Sarah’s Podcast Hire Sarah to Speak Take Sarah’s Course  Follow Sarah on Facebook Follow Sarah on Instagram   Resources   The Go-Giver Success Alliance Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way   The Go-Giver   The Go-Giver Leader  The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

180 Standing on Her … Tippi Toes - Sarah Nuse

Twitter, Social Media, Quotes, Excellence, Listening   Summary   The challenge of communicating effectively on Twitter can actually help us to be better communicators. We’ll look at that in our Thought of the Day. Then in the second segment, we’ll look at a few powerful tweets and then expound on them a bit in order to attain an even deeper understanding. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:    Why Twitter can be a hotbed for misunderstanding, hurt feelings, and an insult or two. The importance of caring enough to ask ourselves how what we are about to say (and how we are about to say it) will likely be interpreted by the other person. Why we must train ourselves to communicate in a way that works for everyone involved.     Segment 2   You’ll discover several timeless, wisdom-filled quotes and why they are so powerful:    "Fight for the things that you care about, but do it in a way that will lead others to join you." –Ruth Bader Ginsburg, former United States Supreme Court Justice "Excellence is not an ‘aspiration.' Excellence is not a 'hill to climb.' Excellence is the next five minutes. Or it is nothing at all.” –Tom Peters, author of The Excellence Dividend "The older I grow the more apt I am to doubt my own judgment." –Benjamin Franklin, inventor, printer, and United States diplomat     Click to Tweet    The challenge of communicating effectively on Twitter can actually help us to become better communicators. "Fight for the things that you care about, but do it in a way that will lead others to join you." – RBG #change "The older I grow the more apt I am to doubt my own judgment." ~Benjamin Franklin #judgment "Excellence is not an ‘aspiration.' Excellence is not a 'hill to climb.' Excellence is the next five minutes. Or it is nothing at all.” @tom_peters, author of “The Excellence Dividend” #excellence    Links from Today’s Episode    Cascades: How to Create a Movement that Drives Transformational Change by Greg Satell   The Excellence Dividend: Meeting the Tech Tide with Work That Wows and Jobs That Last by Tom Peters   THINK AGAIN: The Power of Knowing What You Don’t Know by Adam Grant  Originals: How Non-Conformists Move the World by Adam Grant  Principles: Life and Work by Ray Dalio   Resources   The Go-Giver Success Alliance Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way   The Go-Giver   The Go-Giver Leader  The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review     

179 Tweets … and Deeper Meanings

Beliefs, Visualization, Brain, Mind, Success Summary   One is never too successful to retrain their brain. We’ll look at that in our Thought of the Day. And in our interview segment, Frederique Murphy shows leaders all over the world how to do that very thing. And that’s what we’ll discuss. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:    A surprising experience from a number of years ago: while speaking at the Million Dollar Round Table of Insurance’s international convention, I discovered that many of the very top producers had major issues with actually asking for referrals. The importance of developing an abundance mindset in order to overcome an unconscious belief system that keeps us from attaining success and abundance.    Interview with Frederique Murphy   You’ll discover:    How Frederique came to devote herself to the topic of neuroscience. The moment she knew she was going to help others discover what she learned herself. The difference between the mind and the brain. What neuroplasticity is, and how you can make it work for your success. Why you must lead beyond the edge of your comfort zone. Three elements you must have in order to change: beliefs, attitude, and behavior. The power of using imagery to help your brain visualize reaching your goal.      Click to Tweet    Awareness leads to change. The more aware you are, the better equipped you are to lead your life where you want to be. @IrishSmiley #awareness Use the power of your mind to rewire your brain. @IrishSmiley #brain What is neuroplasticity, and how you can make it work for your success? @IrishSmiley #knowledge    Interview Links   FrederiqueMurphy.com Lead Beyond The Edge: The Bold Path to Extraordinary Results by Frederique Murphy Frederique’s Blog, Podcast & Speaking Page  Connect with Frederique on Facebook Connect with Frederique on LinkedIn Follow Frederique on Twitter Follow Frederique on Instagram Follow Frederique on Pinterest Frederique’s YouTube channel   Resources   The Go-Giver Success Alliance Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way   The Go-Giver   The Go-Giver Leader  The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

178 Rewire Your Brain for Success - Frederique Murphy

Peace, Organization, Prosperity, Finances, Mindset Summary   What we decide to believe about ourselves is so often what we become. We’ll look at that in our Thought of the Day. And in our interview segment, Kenya Nelson Stevens will share her thoughts and wisdom on what she calls “Peaceful Prosperity.” That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:    Why financial prosperity has little to do with numbers and everything to do with our thoughts, feelings, and emotions around them. How telling myself as a kid that I was horrible at math eventually hurt me in business.   Why you should make a proactive study of financial prosperity and begin reprogramming those less-than-helpful beliefs about yourself.    Interview with Kenya Nelson Stevens    You’ll discover:    Why Kenya is called an “accountant with the heart of a teacher.” The importance of understanding accounting principles and practices such as balance sheets, profit and loss statements, and more. Kenya’s Positive Prosperity Cycle. Why organization and a clear vision is such a vital part of prosperity. The importance of health and wellness to your prosperity. Why everyone has the capacity and power to prosper in every aspect of their life, regardless of their situation or background.    Click to Tweet    “When we have peace, it leads to clarity, and clarity leads to prosperity.” ~Kenya Nelson Stevens #peacefulprosperity “The abundance of the universe is truly available for everyone.” ~Kenya Nelson Stevens #abundance #peacefulprosperity “Everyone has the capacity and power to prosper in every aspect of their life, regardless of their situation or background.” ~Kenya Nelson Stevens #peacefulprosperity    Interview Links   KNS.Solutions  Kenya’s wellness website SmallTownGirlBoss.com  Kenya’s Quickbooks page Hire Kenya to speak Connect with Kenya on Facebook Connect with Kenya on LinkedIn Follow Kenya on Instagram   Resources   The Go-Giver Success Alliance  Think Again: The Power of Knowing What You Don’t Know by Adam Grant Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way   The Go-Giver   The Go-Giver Leader  The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

131 Sales Differentiation - Lee Salz

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