Education, Teaching, Genius, Passion, Schools

Summary

What is genius? Is it some supernatural ability of the mind that relatively few are born with? Or is it something that everyone has and can be unleashed if approached correctly? We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll talk with Angela Maiers, a professional educator who is on a mission to liberate the genius in school children. Learn how she and her team are doing exactly that, one classroom at a time. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• Why “genius” is much more a result of focused, concentrated effort than natural talent.
• How passion and natural skill are related to excellence.
• Why you must have both passion and a plan in order to achieve excellence.

Interview with Angela Maiers

You’ll discover:

• Why most of the innovations at Google came from employees pursuing their passion.
• How to impact a child’s life by seeing and speaking to them as a leader, reader, writer, or other change-maker.
• Why schools are not typically recruiters or incubators of talent, and why you’re only measured in your relation to being above or below average.
• The truth that no matter who you are, you are an educator.
• How to change a child’s life by seeing them as change agents rather than just recipients of our world.

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• Discover why education is everybody’s business. via @AngelaMaiers
• Our most powerful weapon for transformation is our language. via @AngelaMaiers
• We are all being educated by the web, and we are all part of the education of the web. via @AngelaMaiers

Interview Links

Choose2Matter.org

Choose2Matter.org/LiberatingGenius

Angela’s TEDx Des Moines talk

Liberating Genius: A Framework for Epic Transformation by Angela MaiersClassroom Habitudes by Angela Maiers

Follow Angela Maiers on Twitter

Connect with Angela Maiers on Facebook

During the month of September, be part of the global conversation on Facebook with the hashtag #LiberatingGenius

Interact with these groups on Twitter: #edchat, #texedchat, #tllibrarians

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Ego, Philosophy, Business, Humility, Relationships

Summary

Ego is a word often-used in the negative context. But whether that part of the human element brings positive or negative results is dependent upon whether we control it … or it controls us. We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll talk with Ryan Holiday, who wrote a brilliant book entitled Ego is the Enemy. What exactly does he mean by that, and how can we utilize that wisdom for our success and happiness? That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• The benefits of controlling your own ego.
• Why an uncontrolled or misdirected ego is the cause of most of our individual and social problems.
• How you can have great success in your relationships and benefit others by being aware of both your own ego, as well as theirs.
• The importance of understanding that the other person’s ego is driving their thoughts, words, and actions.

Interview with Ryan Holiday

You’ll discover:

• How and why Stoic philosophy plays a part in his new book.
• The distinction between ego and confidence.
• Examples of leaders whose strengths became weaknesses, including Dov Charney and Steve Jobs.
• How humility can be a path to greatness.
• Ryan’s “canvas” strategy and how it can make you indispensable in your organization.

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• Ego can cause significant damage when it controls its human host.
• Wherever you are, whatever you’re doing, your worst enemy already lives inside you: your ego. via @ryanholiday
• Discover how humility can become the path to greatness in our interview with @ryanholiday.

Interview Links

RyanHoliday.net

EGO is the Enemy by Ryan Holiday

The Obstacle is the Way by Ryan Holiday

Trust Me, I’m Lying by Ryan Holiday

Growth Hacker Marketing by Ryan Holiday

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Selling, Sales, Business, Profit, Money

029 The “Secret” of Selling

Summary

Today’s episode will feature a two-part Thought of the Day segment. Is there really a “secret” to selling? Well, yes … but as Harry Browne said, “The secret of selling … need not be a secret.”  We’ll discuss that in our first segment. In the second segment, we’ll look at Harry’s 5-step process that will make selling a lot more fun, less stressful, and more profitable for both you … AND your customer. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• The story behind the publication of Harry Browne’s influential book The Secret of Selling Anything.
• The three immutable laws of human nature that formed the basis of Browne’s sales philosophy and methodology.
• Browne’s “secret” of selling (which he believed shouldn’t be a secret).
• Why both the buyer and seller profit in a true free-market exchange.
• The five steps to Browne’s simple selling process.

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• Find out what people want … and help them get it. ~Harry Browne
• Profit is a reward for satisfying the desire of someone else. ~Harry Browne
• In every free-market exchange there are always two profits: the seller profits and the buyer profits. ~Harry Browne

Resources

The Secret of Selling Anything by Harry Browne is available in paperback form online via The System Press, by telephone at 1-845-757-5037. Or, you can order the Kindle version via Amazon.com.

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Purpose, Leadership, Business, Relationships, Money

Summary

Does focusing on bringing value to others--actually placing their interests first--mean that you’re more likely to lose out or be taken advantage of? Or, more likely to win big? We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll talk with Lisa Earle McLeod, who has created a movement of “Noble Purpose” first in selling, and now in leadership. And the results? I’ll bet you can guess? That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• Why Bob and his co-author John David Mann often say that “money is an echo of value.”
• The life-changing advice about making money Bob once received from an old mentor.
• Why the target is serving your customer, not making money. And why there’s nothing naive  about that; but it’s actually the most profitable way to do business!
• They key to experiencing immeasurable growth in your sales success and making more money.

Interview with Lisa Earle McLeod

You’ll discover:

• What it means to pursue a “noble purpose” and how it eliminates the false dichotomy between making money and making a difference.
• Why focusing on improving your customers’ lives is more profitable than focusing on making money.
• A moving story about Lisa’s Father in his final days and the impact he made on others through his business.
• Why you must move from a “money” story to a “meaning” story.
• A vital reminder that your business has a story. It starts with yourself and ends with the story you tell your customers.
• Why nobody ever created something interesting by asking, “How can we make more money?” but rather, “How can we help more customers?”

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• Discover how to lead with noble purpose by making money AND making a difference. Feat. @LisaEarleMcLeod
• Learn how to move from a “money” story to a “meaning” story. via @LisaEarleMcLeod
• Your business has a story. It starts with yourself and ends with the story you tell your customers. via @LisaEarleMcLeod

Interview Links

NobleSalesPurpose.comLEADING with Noble Purpose: How to Create a Tribe of True Believers by Lisa Earle McLeodSelling with Noble Purpose by Lisa Earle McLeodThe Triangle of Truth by Lisa Earle McLeodForget Perfect by Lisa Earle McLeodFinding Grace by Lisa Earle McLeodCheck out Lisa’s blogFind out more about Lisa’s speakingFind out more about the Noble Purpose Institute

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Leadership, Disney, Culture, Business, Customer Service

027 Disney Leadership Magic

Summary

A huge part of leadership, in business, and in life, is expressing gratitude. One of the very best ways to express gratitude is also one of most old-fashioned. We’ll discuss that in our Thought of the Day. And later in the interview segment, we’ll talk with Lee Cockerell, the man who ran Operations for the Walt Disney World Resort for many years and created much of the leadership training for which it’s so well-known.

Bob's Thought of the Day

You’ll discover:

• Why it’s so easy to distinguish yourself from others by sending handwritten thank you notes.
• How handwritten notes impact others.
• The reasons people often keep these notes.

Interview with Lee Cockerell

You’ll discover:

• The three things Disney does better than almost anyone else.
• How to get your company culture right, and why it’s so difficult.
• Why great people, not products, are the only strategic advantage you have.
• How his insecurity held him back as a young leader.
• How the RAVE strategy (Respect, Appreciate, Value Everything) can impact your life.
• What Lee’s extensive travel taught him about respecting and appreciating other people.
• The #1 reason people leave a company (and relationships).
• Why you should never underestimate the power of encouraging and thanking others.

Lee Cockerell’s 10 Strategies for Creating Magic:

1. Remember, Everyone is Important
2. Break The Mold
3. Make Your People Your Brand
4. Create Magic Through Training
5. Eliminate Hassles
6. Learn the Truth
7. Burn the Free Fuel
8. Stay Ahead of the Pack
9. Be Careful What You Say and Do
10. Develop Character

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• It’s not the magic that makes it work, it’s the way we work that makes it magic. via @leecockerell
• Culture is not part of the game, it IS the game. Get that part of it right and everything else takes care of itself. via @leecockerell

Interview Links

LeeCockerell.com Creating Magic: 10 Common Sense Leadership Strategies From A Life At Disney by Lee CockerellTime Management Magic by Lee Cockerell

The Customer Rules by Lee CockerellCreating Disney Magic (Podcast)

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Influence, Success, Reality, Relationships, Leadership

Summary

Today’s episode will only have the Thought of the Day segment, where we’ll look at the importance of grounding your influence and success inside...reality. Next week, we’ll feature a terrific interview with Lee Cockerell, the former Executive Vice President of Operations for Disney World and author of a number of books, including Creating Magic: 10 Common Sense Leadership Strategies from a Life at Disney. He’s also the creator of Disney Great Leader Strategies which was used to train and develop the 7000 leaders at Walt Disney World. As you might imagine, Lee is one of those people you learn from every time you speak with him. That’s next week. Thank you for joining us today as we look at the connection between influence, success, and reality.

Bob's Thought of the Day

• In the past we’ve defined influence (at least on a basic level) as the ability to move someone toward a desired action, usually within the context of a specific goal. While that might be the definition, it’s not necessarily the essence of influence, which is pull. It’s pull as opposed to push, commitment as opposed to compliance, persuasion as opposed to manipulation.
• Ultimate Influence™ is the ability to get the results you want when dealing with others while also helping them feel genuinely good … about themselves, about the situation, and about you. The person who does this consistently can be a great corporate or team leader, a top-producing sales professional, and an overall success in life.
• We can influence people as well as influence the physical world around us. But before we can expect someone or something to change, we must first see it as it currently is. That might seem counterintuitive because in so much personal development literature and teaching, we are taught to see things not as they are … but as they could be.
• In other words, do you want to inspire a team member to improve themselves? Your child to be more responsible? The customer service representative to allow you to return the item even without the receipt? Don’t see the people or situation as it is, but how it CAN be. Well, yes … but not so fast! :-)
• In studying success for many years, it’s always hit me that sustainably successful people are very connected to “reality.” That doesn’t mean they don’t look for ways to improve on the current reality; of course they do. But there’s a connection to that reality. This holds true for the greatest influencers. If you want someone or something to change a position, opinion, or form … you must first see it as it is. Only then can you understand exactly who or what you’re dealing with.
• There are certain natural laws of life. They are not necessarily good or bad. They just are. They are immutable and unchangeable. With those laws, you have two choices: acknowledge them, or deny/ignore them. What you cannot do is change them. They are what they are.
• Let’s take the example of gravity. Gravity works everywhere on earth. No exceptions; no excuses. It’s neither good nor bad. It just is. I guess it can be considered good in that it keeps us from floating helplessly into space. It could be considered bad when falling off a seven-story building.
• The Law of Gravity cannot be changed. And, you know what? It doesn’t matter how much you’d like it to not be true, how unfair you think it is that gravity works the way it does, or even how hard you imagine it as it could be … it is exactly what it is and works exactly as it has always worked.
• Think about this. Human beings cannot fly! Or … can we? Actually, we can. Most of us have done so. We’ve traveled great distances at high speeds in a tubular-shaped hunk of metal called an airplane. Lately, we can even check our email and post and converse on Facebook and Twitter while doing so. However, for the airplane to have been created, its developers first had to understand and acknowledge the Universal Law of Gravity and how it works. Only by tapping into the truth of gravity (and aerodynamics) could they work within its principles and actually use them to create the opposite effect, resulting in flight.
• You must first accept how something IS. Then rather than trying to change it, look for ways to work with it in order to obtain the results you want.
• It’s exactly the same with people. There are certain universal laws of human nature that, while not necessarily convenient, simply are. We can only work within them after we first acknowledge them. That is the only way to effectively influence others in a way that results in a win for everyone involved. In other words, the laws of human nature are just as true as the physical laws of nature.
• Do you ever find yourself thinking: “He doesn’t care about the facts” … “She’s only looks at the price, not the quality” … “His ego is so big” … “She argues even when she knows she’s wrong.” Or even, “All he cares about is himself!” These are some of the effects of Human Nature. Different for different people, they deal with decision-making, emotion, ego, etc. Human nature itself can be defined as the instinctive behavior that governs action concerned with the self and with self-interest.
• There are also some immutable Laws of Human Nature that apply to everyone. What I believe is the biggie of them all was eloquently summed up by Dale Carnegie in his classic, How to Win Friends and Influence People, where he wrote: “Ultimately, people do things for their reasons; not our reasons.” Even if those reasons don’t make sense to us!
• As the great Harry Browne taught, “People will do what they believe will make them happy, as they understand happiness and within the available options they believe they have.” And that is the overriding Law of Human Nature that only after one understands and accepts can they ever be an effective influencer.
• This is why the greatest influencers continually ask themselves questions such as: “How does what I want this person to do, or what I’m asking this person to do, align with THEIR goals, THEIR wants, THEIR needs, THEIR desires, and THEIR values?” When we ask these questions thoughtfully, intelligently, genuinely, and authentically--not as a way to manipulate other people to do our will but as a way of building and benefiting everyone in the process--now we’re on the right track toward powerful influence.
• When you embrace human nature and work within it in such a way that you help the other person achieve their reason, you’ll find yourself to be one of the most powerful and influential people you know. Great influencers don’t waste their time wishing people were different or that human nature wasn’t what it is, but rather work within reality--in this case, the laws of human nature--to benefit everyone involved.
• As professional educator Mark Crotty, Head of St. John’s Episcopal School in Dallas, Texas, tells his students, “If you’re going to improve the world, you’d first better understand it.” Ahhhhh, yes, indeed! Well said, Mr. Crotty.

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Thinking, Decisions, Purpose, Career, Business

Summary

How often does it happen that seemingly small decisions bring with them enormously positive gifts, or very negative consequences? We’ll discuss that in our Thought of the Day. And later, in today’s interview, super entrepreneur Steve Olsher asks: not what is your why … but what is your … what? That and more on today’s show.

Bob's Thought of the Day

• Actions without thought can potentially lead to disastrous consequences. And, even if not disastrous, consistently thoughtless actions can lead to consequences that are certainly counterproductive regarding success financially, physically, spiritually, mentally, emotionally, and in other ways.
• For instance, consider the non-thinking decision to say something hurtful to your spouse or children that, once said, you can’t take back. How will it affect them or your relationship with them?
• What about the non-thinking (or perhaps even thinking) decision to say something less-than-truthful to a prospective customer in the sales process?
• What about the decision you make to call on just one more prospective customer after a day of 27 “no’s”? 
• What about the person outside the supermarket who looks hungry and dirty, as though they haven’t eaten? You COULD just walk past them like everyone else does, but what if you give them a few dollars and wish them success? 
• What decisions have you made; what decisions are you making; and what decisions will you make … maybe seemingly small ones, that will have a long-lasting effect on your life and that of others?
• The truth is, we don’t necessarily know at the time we make these decisions. But, we can think as we’re about to. We can consciously and thoughtfully determine what the results might or might not be, both negative and positive, and make our decisions based on a new level of consciousness.

Interview with Steve Olsher

• So often we talk about finding your why. But it’s even more important to find your what. Your why is outside your personal wiring; it’s something that you choose. But your what is something that has chosen you. Your what reflects how you’re naturally wired to excel.
• Very few people of greatness have not been through great trials. There comes a point where they decide to overcome the challenges that life has given them. If they can do it, you can do it also.
• In his book What is Your WHAT?, Steve talks about the Seven Life-Altering Principles. It’s based on a premise that your power to influence yourself will always be enormously greater than your power to influence others. Principle #1 is the YaNO: facing the moment of truth where a decision you make can lead you toward your goals, or can take you in a direction that leads you away from your goals.
• It’s hard to take personal responsibility for the choices you make. The you of tomorrow should always look back and give thanks to the you or today. You can’t live in the past, and you can’t stay in the present because it goes by so quickly. You can only really live for tomorrow and lay out a game plan for where you want to go, and be conscious of the choices that will get you there.
• Steve discusses the principle of Unconscious Competence, the state of knowing that is now a part of you. Very few people ever achieve this level because most of us give up before we can reach that level of competence.

Interview Links

SteveOlsher.com

WhatIsYourWhat.com

Get your free online copy of What is Your WHAT?

Internet Prophets: The World’s Leading Experts Reveal How to Profit Online by Steve Olsher

Reinvention Radio Podcast

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Humility, Leadership, Values, Business, UPS

Summary

What IS humility? When we speak of someone being humble, do we picture them looking, being, or acting in a certain way? Is “being humble” the same as being weak, or having a lack of self-confidence? Or, is there a false premise at work there? We’ll discuss that in our Thought of the Day. And, later, in today’s interview, he began as a UPS driver and worked his way up to President of the company. Ron Wallace will share Leadership Lessons from a UPS Driver,  which just happens to be the name of his new book. That and more on today’s show.

Bob's Thought of the Day

• People generally agree that humility is one of the most worthy character traits a person can possess. However, in modern western thought, humility is a concept that is often misunderstood.
• Imagine that the humblest man in the world is knocking at your door. As you go to greet him, what do you imagine he would look like? Would he be a meek character, staring at his shoes? If he even spoke, would it be a whisper? Would he be afraid to look into your eyes? This is not humility, that’s self-loathing, or at best, just really shy.
• Many years ago I co-authored a book called GOSSIP: Ten Pathways to Eliminate It From Your Life and Transform Your Soul with Lori Palatnik. As part of the book, we looked at humility from an ancient Jewish perspective, which teaches that Moses was the humblest man who ever lived. (Please know, this is not a slight to YOUR religious tradition. I’m just using mine as an example.)
• But how could Moses be called humble since he stood up to Pharaoh? Moses spoke firmly with confidence and said, “Let G-d’s people go!” He also led the Jewish people through forty years in the desert and then to victories in war. Moses was no meek and mild man. So why is he referred to as the epitome of humility?
• It’s because humility doesn’t come from thinking, “I’m nothing.” Rather, real humility comes from knowing, “I’m something--but I know that G-d is the source of all my talents, skills, and success.”
• There are many reasons you might have success: hard work, persistence, doing what others won’t do, and other reasons. So take pleasure in your success, but don’t take pride. This is the difference between humility and arrogance.
• Arrogance says, “It’s all about me. I did it alone and didn’t need anyone’s help.” Humility says, “I took responsibility for the things I could, but also had a great deal of help along the way.” It’s hard to be humble when you think you are the sole source of your success. But it’s easy to be humble when you realize that your success is the result of a lot more than JUST you.
• Perhaps humility can best be summed up in the words of Christian Theologian and novelist, C.S. Lewis, who wrote, “True humility is not thinking less of yourself; it is thinking of yourself … less.”

Interview with Ron Wallace

• Leadership is about having a values-based culture. Many companies espouse values but don’t live them. UPS is a very team-driven culture and uses simple principles in a structure that everyone can understand. It always comes back to the people. UPS doesn’t have heroes and superstars; the company is built on ordinary people.
• Humble leaders accomplish the most. They must delegate and trust their people. Once a person is trained, they are given valuable equipment and resources to use in their responsibilities. UPS wants the company’s managers to think like owners. Once you have the best people around you, let them do their job.
• UPS doesn’t practice the principle, “If it’s not broke, don’t fix it.” If it’s near-perfect, take another look at it and see how it can be improved.
• UPS very seldom uses titles; they work on a first-name basis.
• Ron shares a story of turning around Canada’s struggling UPS operations and credits the success to the team members.

Interview Links

LeadershipLessonsByRonWallace.com

Leadership Lessons from a UPS Driver: Delivering a Culture of We, Not Me by Ron Wallace

Follow Ron Wallace on Twitter

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Morning, Change, Success, Goals, Habits

Summary

Does the early bird really get the worm? Well, it seems so. And there are other benefits to making the morning work FOR you. We’ll discuss that in our Thought of the Day. And, later, in today’s interview, Hal Elrod took morning productivity to a whole new level in his bestseller, The Miracle Morning. Actually, we’ll learn that his story is somewhat of a miracle itself. That and more on today’s show.

Bob's Thought of the Day

• “Master your morning and your master your day.” I’m not sure who said this, but it’s certainly true. It’s been said that if you tackle your biggest priority before 10 a.m., chances are that your entire day will be successful. Stories abound of people who credit their success to getting up early.
• But this can be an issue for some. Many years ago, in my mid-20’s, I was listening to a series by Zig Ziglar, and he was discussing the importance of rising early and having a great attitude about it. Although a few years earlier I was up a 3:30 a.m. every morning because I was a television anchor for a 6 a.m. newscast, I did not see myself as a “morning person.” But if Zig said it was important, I figured it was.
• My greatest hero, my Dad, had been setting that example for as long as I’d known him. He was always up at 5 a.m., praying, studying, exercising, and going to Miyan at the local Synagogue. He was always up very early, and always with a fantastic attitude. And, one of the most successful people I know!
• So, I listened to Zig teach me how to wake up with a great attitude. He said that for 21 days, get up as soon as the “opportunity clock” (not “alarm clock”) goes off, get in front of the bathroom mirror, excitedly tell yourself how great it was to be alive, how this day is going to be magnificent, and how you love being up in the morning.
• That’s exactly what I did, and it worked. It worked well before the 21 days. Others give different time frames for forming a new habit (30, 45, or 60 days), but I propose that it doesn’t matter. The most important number is however many days it takes for you.
• The key is understanding that the early mornings are your friend, your ally. Remember Ben Franklin’s words from Poor Richard’s Almanac: “Early to bed and early to rise, makes a person healthy, wealthy, and wise.”

Interview with Hal Elrod

• Hal shares a story of how a traumatic car accident dramatically changed his life.
• While blame determines who is at fault for something, responsibility determines who is committed to improving things. Blame identifies who is at fault. Responsibility means choosing to be happy in the midst of your circumstances, to choose to do the things that will get you where you want to go in your life. The degree that you take responsibility is the degree you have the power to change your life.
• How you begin your day sets the tone for who you become and how you show up for the rest of the day. If you can win the morning, you can win the day. If you want your life to be significantly different, you must do something significantly different.
• SAVERS (morning practices): Silence (Meditation/Prayer), Affirmations, Visualization, Exercise, Reading, Scribing (Writing/Journaling).
• What if you don’t have time to practice the SAVERS in the morning? Go to bed an hour earlier to get an hour earlier. The last hour before you go bed is not usually very productive. Also, you can scale these practices for how much time you have. It doesn’t have to be an all or nothing proposition.
• What if you don’t consider yourself a morning person? One of the easiest ways to begin a morning routine is to set your alarm clock alarm across the room, which forces you to get out of bed.
• The average person lets their emotions dictate their actions, while achievers let their commitments dictate their actions.

Interview Links

MiracleMorning.com

The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life … Before 8 AM by Hal Elrod

Achieve Your Goals Podcast

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Sales, Assets, Leadership, Business, Strengths

022 Selling from “Strengths” - Anthony Iannarino

Summary

We all have strengths and weaknesses. And, while improving certain weaknesses are important, we generally want to lead from--and WITH--our strengths. We’ll discuss that in our Thought of the Day. And later, in today’s interview, sales teacher extraordinaire Anthony Iannarino shows how our strengths apply to sales success. That and more on today’s show.

Bob's Thought of the Day

• Recently, while watching a boxing match on television, I noticed that one of the fighters had a better left jab than the other. They were mostly equal in skill, yet a superior jab made all the difference. You see, with a good enough left jab (for a southpaw, it would be a right jab), you can virtually control the fight. Practically all the boxing greats in history had great jabs.
• What does this have to do with sales, or with success in life in general? We all have a fundamental “punch” or “jab,” so to speak. As Mike Litman calls it, our “asset of value” that you bring to the table. It’s the frame from which all good things proceed. Of course, your jab doesn’t harm the other person, but helps them in every way that a sales professional helps a customer, or one human being helps another.
• You left jab, or main strength, might be a warm smile, a sense of empathy, an ability to ask questions that draw out information, or another valuable skill. Whatever your jab is, keep working on it and refining it.
• So what is your left jab? Did you come by it naturally, or did you have to work hard to develop it? Perhaps both.
• The final question: Do you help others in your life understand and develop their jab so they can help more people as well?

Interview with Anthony Iannarino

• In order to be effective, you must lead from your strengths. Some salespeople will do very well in some areas, but do poorly in other areas.
• The larger a deal is, the more typical “closing” behaviors tend to work against you (i.e. the “always be closing” mentality).
• Empathy and trust become more valuable when risk and the strategic outcome goes up. Other valuable skills in this context include negotiation and being able to show people the tradeoffs they are making.
• If you’re not others-oriented, selling will be hard no matter what sales level your skills are.
• If you’re a manager, you need to help people develop the skills they need. You have to provide them with a set of experiences to help them.

Interview Links

The Only Sales Guide You’ll Ever Need by Anthony IannarinoTheSalesBlog.comFollow Anthony Iannarino on Twitter

Resources

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review