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The Go-Giver Podcast

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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003 The Road to Authentic Excellence - Dondi Scumaci

Excellence, Leadership, Influence, Interview with Dondi Scumaci In this episode, Bob looks at the importance of bringing excellence to everything we do. He then interviews international keynote speaker and leadership & influence authority, Dondi Scumaci. The very embodiment of excellence, she shares some fantastic insights — and an inspiring story — on this topic. Show links: http://dondiscumaci.com/ https://www.facebook.com/DondiScumaciDSI https://twitter.com/dondiscumaci www.GoGiverSpeaker.com www.TheGoGiver.com www.TheSalesBlog.com bob@burg.com www.TheGoGiver.com/reviews

21mins

3 Mar 2016

Rank #1

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119 Creating Your Prosperity - Randy Gage

Prosperity, Dreams, Business, Truth, Responsibility Summary Embracing truth is always the best place to begin. We’ll look at that in our Thought of the Day. And in our interview segment, Randy Gage is back with some hard-hitting advice on taking responsibility for your prosperity. That and more on today’s show. Bob's Thought of the Day We’ll explore: Success begins with an understanding of what IS rather than what we’d like it to be. Once we understand what IS we can take steps to improve upon it. An example of this principle from the world of flight. The difference between truth and belief. Interview with Randy Gage You’ll discover: The value of doing your own critical thinking. The relationship between critical thinking and prosperity. Why it is important to accept that life is unfair, and why you should not allow those difficulties to turn you into someone you are not. Why you must take personal responsibility and stop playing the victim. The importance of operating from a premise of reality rather than delusion. The “testing system” the Universe has instituted to see who is really serious about their dreams--and who is just a poser. Click to Tweet From right thinking to correct action, learn from @Randy_Gage what it truly takes to become wildly prosperous on this episode of The Go-Giver #Podcast. You have to become “the #thinker of the thought.” ~ @Randy_Gage The Universe instituted the testing system to test who is really serious about their #dreams--and who is just a poser. ~ @Randy_Gage Interview Links RandyGage.comRisky is the New Safe by Randy GageMad Genius by Randy GageThe Prosperity Series booklets by Randy GageRandy Gage’s Success & Prosperity BlogThe Power Prosperity PodcastBook Randy to SpeakConnect with Randy on Facebook Connect with Randy on LinkedIn Connect with Randy on Google+ Follow Randy on Instagram Follow Randy on Twitter Randy’s https://www.youtube.com/user/randygageProsperity TV YouTube channelUpcoming Event: TRIBAL Resources 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

29mins

10 Jul 2018

Rank #2

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122 Overcome Anger

Anger, Gratitude, Emotions, Self-Control, Relationships Summary Plainly and simply, anger is one of the most destructive character traits there is. We’ll look at that in our Thought of the Day. In the second segment, we’ll look at a very effective method of overcoming it once and for all. I thank you for joining us. Bob's Thought of the Day We’ll explore: The importance of being the master of your emotions--not their servant. Practical steps to dealing with the anger that has you in its control. Why ignoring your weaknesses and just focusing only on your strengths is not always good advice. How to retrain your brain to go from negatively reacting in anger to responding positively and constructively. A mental game you can play that will increase your motivation to release anger and move right into calm and self-control. Segment #2 You’ll discover: How to use a version of Ben’s Franklin’s self-improvement system to overcome anger issues in your life. The positive results that come when you move from being an angry person to one who looks at life with a lot more gratitude and joy. That you cannot feel angry and grateful at the same time. Click to Tweet Your #emotions should be working for you, not you working for them. ~ @BobBurg on The Go-Giver Podcast Discover how to use a version of Ben’s Franklin’s self-improvement system to overcome #anger issues in your life. ~ @BobBurg on The Go-Giver Podcast We decide whether we're going to live in #gratitude or live in #anger. ~ @BobBurg on The Go-Giver Podcast Resources 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

20mins

21 Aug 2018

Rank #3

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004 The Power of Consistency - Joe Calloway

Consistency, Excellence, Brand Builder, Interview with Joe Calloway Summary In this episode, we consider the importance of consistency from cave-person days to our present day. How does consistency frame the way we see others and how they see us? Bob shares his thoughts on this critical topic. Then in our interview segment, we’ll hear from successful entrepreneur and performance expert Joe Calloway, a man who holds consistency as a core value of any high-performing business or successful individual. We’ll find out why. Powerful lessons from Joe! Bob's Thought of the Day · Consistency is a large part of the success of any franchise (perhaps even more important than quality). · Dr. Robert Cialdini, in his book Influence: Science and Practice, says that we desire consistency in others, but also have a need to appear (and be) consistent ourselves. · The more consistent you are, the more you’ll be liked and trusted. · When you combine consistency with excellence, you communicate exceptional value. Interview with Joe Calloway · Why Joe is rarely impressed by “WOW! experiences" · The importance of the “three things” in upping your performance · Consistency of performance is your brand builder Links JoeCalloway.com Magnetic: The Art of Attracting Business by Joe CallowayInfluence: Science and Practice by Robert Cialdini www.GoGiverSpeaker.com www.TheGoGiver.com bob@burg.com www.TheGoGiver.com/reviews

16mins

8 Mar 2016

Rank #4

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054 No Complaining! - Jon Gordon

Business, Attitude, Solutions, Relationships, Leadership Summary Complaining: What a wonderful habit … to rid ourselves of. We’ll look at that in our Thought of the Day. And in our interview segment, the amazingly talented entrepreneur, storyteller, and multi-bestselling author, Jon Gordon will share some great tips on overcoming the complaining habit both individually and within the business culture. That and more on today’s show. Bob's Thought of the Day You’ll discover: How complaining negatively affects the person doing the complaining, as well as the people around them. Why looking for a solution is much better than complaining. The effects of complaining on your brain. How to become the person others are seeking, instead of the one they are avoiding. Interview with Jon Gordon You’ll discover: How “energy vampires” can destroy your company. Why it’s better to focus on the solution instead of complaining about the problem. The link between complaining and feeling powerless. How to know when to surrender, and focus on controlling only what you can control. Why you can’t lead and complain at the same time. How love is the key to overcoming fear, whether you’re an athlete, business leader, educator, or any other type of leader. Click to Tweet Is complaining destroying your company culture? @JonGordon11 shows how to change the culture and focus on solutions. #culture Learn why you can’t lead and complain at the same time. @JonGordon11 #leadership Love is the key to overcoming fear. @JonGordon11 #love Interview Links JonGordon.com The No Complaining Rule by Jon Gordon The Carpenter by Jon Gordon The Energy Bus by Jon Gordon You Win in the Locker Room First by Jon Gordon All of Jon’s books: JonGordon.com/books Jon’s blog: JonGordon.com/blog Follow Jon on Twitter Resources Eloqui Tip of the Week e-newsletterSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

20mins

7 Feb 2017

Rank #5

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059 The Little Things

Perspective, Wisdom, Little Things, Choices, Relationships Summary It’s often said that it’s the little things … that make the big differences. We’ll look at that in our Thought of the Day. And in our interview segment we’ll take this topic much deeper as we hear from the great Andy Andrews why we really should … sweat the small stuff. That and more on today’s show. Bob's Thought of the Day You’ll discover: One of the most powerful principles of human nature: “How you do anything is how you do everything.” A powerful lesson one of my greatest heroes, Booker T. Washington, learned from his employer, Mrs. Ruffner--a lesson that led him to a leadership position at Tuskegee Institute in Alabama, founded for the higher education of African-Americans. How little things like “sweeping floors with excellence” can have far-reaching effects. Interview with Andy Andrews You’ll discover: That sometimes conventional wisdom is not only not conventional, it’s not the truth. How Leonardo da Vinci created one of the world’s greatest masterpieces by focusing on small brushstrokes. Why perspective is not how you see something … it’s how you choose to see it. How to determine your choices based on your will instead of your emotions. Why choosing to be offended means giving up your power. The power of asking “When” instead of “Why.” How a half nickel changed one boy’s life. Click to Tweet Perspective is not how you see something … it’s how you choose to see it. @andyandrews #perspective Sometimes conventional wisdom is not only not conventional, it’s not the truth. @andyandrews #perspective Learn how a fistful of nails turn Napoleon’s victory at Waterloo into a crushing defeat. @andyandrews #littlethings Interview Links The Little Things: Why You Really SHOULD Sweat the Small Stuff by Andy Andrews The Traveler’s Gift by Andy Andrews The Noticer by Andy Andrews Follow Andy on Twitter Podcast: In the Loop with Andy Andrews Connect with Andy on Facebook Resources Secrets of the Millionaire Mind by T. Harv Eker Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

26mins

14 Mar 2017

Rank #6

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058 Gentle Persuasion

Persuasion, Relationships, Emotions, Leadership, Ego Summary When it comes to persuasion, sometimes the most effective way is exactly opposite of what we might think. We’ll look at that in our Thought of the Day. And in our second segment, we’ll continue to look at persuasion and see how, when done correctly, it’s always about honoring the other person. That and more on today’s show. Bob's Thought of the Day You’ll discover: The difference between persuasion and manipulation (although they are related). The two conditions that must take place for true persuasion to happen. How Benjamin Franklin used persuasion to go against conventional wisdom and make a friend out of an enemy. Segment #2 You’ll discover: Bob’s account of using principles of persuasion while going through customs at Toronto International Airport. The importance of controlling your emotions in a tense situation. Why a bruised ego causes people to act in ways that are not in accordance with their personality. How to use the principle of thanking someone in advance for what you want them to do. Click to Tweet What is the difference between #persuasion and manipulation? Find out on this week’s episode. Learn how Benjamin Franklin used persuasion to make a friend out of an enemy. #persuasion Authentic #persuasion happens when 1) everyone wins, and 2) everyone feels good about the transaction. Resources Adversaries Into Allies by Bob BurgSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

16mins

7 Mar 2017

Rank #7

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082 Pursuing Our Potential - Mark Sanborn

Potential, Success, Purpose, Achievement, Passion Summary How important is pursuing our potential to living a happy, successful, and fulfilling life? We’ll look at that in our Thought of the Day. Speaking of potential, in our interview segment, a man who is one of the world’s foremost authorities in the area of personal development shows us how WE can close the gap from where we are … to where we can be. That and more on today’s show. Bob's Thought of the Day We’ll explore: A powerful story from Hasidic Jewish teaching about living up to your potential. How to measure your true success. The reason why this story bothers me. Interview with Mark Sanborn You’ll discover: One of the most exciting things you can do every day. Why you should not only look for ways to get ahead, but stay ahead. The two paths to improvement. The four areas of the Potential Matrix and how they determine your success. Why reflection is so important to your long-term success. What the stories of Marissa and Greg can teach us about the “inner” and “outer” dilemma. 3 secrets to improving your performance. The only thing that can prevent you from improving. How Mark’s “Five Friends” have helped him get better. The biggest danger that any professional makes. Click to Tweet Better always beats #best. @mark_sanborn #success #Goals are a way of keeping score of progress, but #purpose is the reason people achieve. @mark_sanborn On this episode, discover how the #Potential Matrix determines your #success. @mark_sanborn Interview Links MarkSanborn.comThe Potential Principle: A Proven System for Closing the Gap Between How Good You Are and How Good You Could Be by Mark SanbornThe Fred Factor by Mark Sanborn Fred 2.0 by Mark SanbornYou Don’t Need A TITLE to Be a Leader by Mark SanbornMark’s PodcastMark’s BlogConnect with Mark on Facebook Connect with Mark on LinkedIn Follow Mark on TwitterResources Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

22mins

5 Sep 2017

Rank #8

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071 The Perfect Day Formula - Craig Ballantyne

Success, Discipline, Transformation, Coaching, Health Summary Asking ourselves two big questions can go a long way toward business success and personal happiness. We’ll look at that in our Thought of the Day. And in our interview segment, mega-successful entrepreneur Craig Ballantyne shares powerful, life-enhancing wisdom from his terrific book, The Perfect Day Formula. That and more on today’s show. Bob's Thought of the Day You’ll discover: How I define happiness: “An ongoing feeling of joy and peace of mind; the result of living congruently with one’s values.” A powerful reminder from Joe Tye’s book, Your Dreams Are Too Small: “Is what I am about to say or do consistent with my Life’s Mission?” A saying from one of the greatest marketing minds who’s ever lived, Dan Kennedy: “Is what I’m about to do the highest and best use of my time?” Interview with Craig Ballantyne You’ll discover: How you can improve your life and own your day, every day, using Craig’s Perfect Day Formula. Why rules are like the operating system for your success. The 5 Pillars of Personal Transformation. 3 ways a deadline can help you. How far ahead Craig writes content for the Early to Rise Ezine. Craig’s journey to overcome anxiety, and how the 5 Pillars made a difference in his life. A great breathing tip for dealing with stress and anxiety. The benefit of hiring a coach to improve your performance. An action step to take control of your time and own your day. Click to Tweet Discover how the 5 Pillars of Personal Transformation can change your life. @craigballantyne How can a deadline help skyrocket your #success? Find out on this episode. @craigballantyne How does the world’s most disciplined man create the perfect day? @craigballantyne shows you how. #success Interview Links The Perfect Day Formula by Craig Ballantyne The Perfect Life Workshop Early to Rise Ezine Follow Craig on Twitter Connect with Craig on Facebook Your Dreams Are Too Small by Joe Tye Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

21mins

13 Jun 2017

Rank #9

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073 Sales EQ - Jeb Blount

Emotional Intelligence, Sales, Business, Relationships, Influence 073 Sales EQ - Jeb Blount Summary Emotional intelligence might just be the ultimate difference-maker in terms of living a successful and influential life. We’ll look at that in our Thought of the Day. And in our interview segment, one of the world’s top sales authorities shows us why and how emotional intelligence is the difference-maker in sales as well. That and more on today’s show. Bob's Thought of the Day You’ll discover: Why talent and ability can now be considered more of an entry-level to success rather than an indicator of success. A definition of emotional intelligence. The key to long-term, sustainable influence. Why there’s nothing more potentially dangerous than a bad person with good people skills. An insightful reminder from Dale Carnegie’s classic How to Win Friends and Influence People. Interview with Jeb Blount You’ll discover: How Jeb defines emotional intelligence, and why he wrote Sales EQ. Why the relationship between buyer and seller is different than any other relationship. Who has the greatest control in any sales conversation. The difference between ultra-high sales performers and others salespeople. Two stories from Sales EQ that illustrate how ultra-high performing salespeople distinguished themselves from their competitors. Why it’s not about how you (the salesperson) are different from your competitors, it’s about how your prospective client is different from their competitors.  Click to Tweet When you speak someone’s language, it causes them feel more connected to you. @SalesGravy The very best salespeople look at the relationship as an opportunity to serve another person rather than taking something from them. @SalesGravy When you speak your prospect’s language, your probability to win the deal goes up. @SalesGravy Interview Links SalesGravy.com Sales EQ by Jeb Blount Fanatical Prospecting by Jeb Blount People Buy You by Jeb Blount Sales Gravy Podcast Jeb’s Blog Connect with Jeb on Facebook Connect with Jeb on LinkedIn Follow Jeb on Twitter Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

25mins

27 Jun 2017

Rank #10

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076 Magic Words - Phil Jones

Communication, Relationships, Influence, Sales, Decisions Summary Is what we THINK we know about communication really true? We’ll look at that in our Thought of the Day. And in our interview segment, Phil Jones will help us be a lot more influential with the words we use. That and more on today’s show. Bob's Thought of the Day You’ll discover: A famous case study on communication that has been taken out of context The correct origin of the 7-38-55 ratio, and why it does NOT apply to normal communications. Why words count for much more than 7% of our communication. Interview with Phil Jones You’ll discover: The biggest difference between highly successful people and everyone else. How to create an environment for a non-threatening conversation. The value of asking someone if they are “open-minded.” The background of the term “motivation” and how it relates to human decision-making. How to use “just imagine” as the grown-up version of “once upon a time.” Why we look for safety in numbers when it comes to decision-making. A gentle but powerful way to help your customer comfortably move to the next step. Click to Tweet Discover how to create a rejection-free approach to conversation that increases a listener’s comfort. @PhilMJonesUK #communication On this episode, @PhilMJonesUK shows you the magic words for #influence and impact. #communication People make #decisions based on what feels right first. @PhilMJonesUK Interview Links PhilMJones.com Exactly What To Say: The Magic Words for Influence and Impact by Phil JonesTips for Smarter Selling BlogConnect with Phil on Facebook Connect with Phil on LinkedIn Follow Phil on Twitter Resources This Just In: Words Matter by John David Mann Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

24mins

25 Jul 2017

Rank #11

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131 Sales Differentiation - Lee Salz

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

29mins

11 Dec 2018

Rank #12

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091 The Impeccable Customer Experience - Steve Dorfman

Service, Business, Customers, Relationships, Employees Summary Customer service is important, but the customer experience is really everything. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk with Steve Dorfman, one of the foremost experts on how we can dramatically improve the customer experience … of our customers. That and more on today’s show. Bob's Thought of the Day We’ll explore: Why consistently bad customer service can ruin a company while good customer service simply keeps that company in the game. Specific ways that my favorite restaurant, The Juno Beach Cafe, provides an exceptional customer experience and retains a loyal customer base. A special way that one of the waitpersons, Nancy, provides an exceptional customer experience to my Family each week. Interview with Steve Dorfman You’ll discover: Why the customer experience isn’t likely to exceed the employee experience. Examples of companies known for providing remarkable experiences for both employees and customers. Why it’s not the customer’s responsibility to ensure a good customer experience. How to know whether you have fallen victim to the mentality of blaming customers. Why we must anticipate a customer’s most important needs and do their critical thinking for them. How to handle unmet customer expectations. The importance of showing empathy to customers. The LAST framework for handling a poor customer experience: listen, apologize, solve, thank. How to reframe an apology as taking responsibility for what happened to the customer. How technology and automation factor into the customer experience. A compelling example of using hi-tech for the sake of hi-touch. Click to Tweet The #customer experience isn’t likely to exceed the #employee experience. @driventoexcel #business Our customers didn't go to #Customer School. @driventoexcel #business It's okay to go hi-tech for the sake of hi-touch ... but never at its expense. @driventoexcel #technology #business Interview Links DrivenToExcel.comFree Resource: Customer Experience Quick Tips of the Day. You can also access it by visiting http://bit.ly/2iYixjA or by texting CUSTOMERSERVICE (all one word) to 22828.Free Resource: 36 Customer Service Quotes Connect with Steve on Facebook Connect with Steve on LinkedIn Follow Steve on Twitter Resources Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

25mins

14 Nov 2017

Rank #13

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005 The Power of Failure - Fran Tarkenton

Failure, Success, Persistence, Innovation, Attitude Summary How do you see failure? When you fail, as well all do, do you identify yourself as the failure or do you see yourself as a winner who learned a valuable lesson? Bob shares a few words of wisdom on this important topic. Later in the interview segment, we’ll be joined by the great Hall-of-Fame quarterback and Hall-of-Fame entrepreneur, Fran Tarkenton. He will help us understand how we can utilize the power of failure in order to become much more successful than we ever could without it. That and more on today’s show! Bob's Thought of the Day Persistence in the aftermath of failure is absolutely key to obtaining any kind of significant success in this world. If you want inspiration to keep going in the midst of failure, look no further than inventors such as Thomas Edison and the Wright brothers, business leaders such as Walt Disney and Colonel Sanders, and authors Agatha Christie and Mark Victor Hansen & Jack Canfield. The harder you fall, the higher you’ll bounce. Be proud of your blackened eye. The key is to learn from our failures and build upon our successes. Interview with Fran Tarkenton Failure is not evil. The only way to succeed is to fail. The essence of success is that you have to do something. You’re a potential winner if you fail. If you don’t fail, you don’t have a shot. Fail intelligently. Don’t let a positive attitude get in the way of doing your homework. Reality asserts itself. You can’t move forward unless you see the signs that something isn’t working. Links Tarkenton.com The Power of Failure: Succeeding in the Age of Innovation GoGiverSpeaker.com TheGoGiver.com TheGoGiver.com/reviews bob@burg.com

20mins

9 Mar 2016

Rank #14

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039 The Only Sales Guide … - Anthony Iannarino

Sales, Relationships, Trust, Business, Leadership Summary I often define selling as simply discovering what the OTHER person wants, needs, or desires, and helping them to get it. While this is certainly true as far as selling a product or service, it covers SO much more. We’ll take a VERY special look at that in our first segment. And later, Anthony Iannarino will move from Alice Cooper fan to sharing with us wisdom from his fantastic new book titled, The Only Sales Guide You’ll Ever Need. That and more on today’s show. Bob's Thought of the Day You’ll discover: A very unique story of a personal experience Anthony had with rock legend, Alice Cooper. How Alice sells the show but also provides the “customer experience” as well as any sales professional. Alice’s example of leadership by personally engaging with his fans. Interview with Anthony Iannarino You’ll discover: Why the first step to sales success is believing in yourself and your power to make a difference. Anthony’s reflections on a “dream client”--who they are, how to spot one, and why you should invest your time winning them over. Why caring for others is a huge competitive advantage, and how it results in trust. A helpful “equation” from sales authority Charlie Green that illustrates the value of trust in the sales process. Why the only thing you truly sell is outcomes, how to “own” your outcomes, and how to leverage this outcomes-based sales approach for your business. How to manage customers who ask for a discount or a “deal.” Click to Tweet Sales isn’t situational, it’s individual. @iannarino Trust = [Credibility x Reliability x Intimacy] / Self-Orientation via @charleshgreen @iannarino You not only SELL the outcomes … you OWN the outcomes. @iannarino Interview Links Iannarino.comTheSalesBlog.comThe Only Sales Guide You’ll Ever Need by Anthony IannarinoFollow Anthony Iannarino on Twitter Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

31mins

11 Oct 2016

Rank #15

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098 Ziglar(s) on Sales

Sales, Relationships, Success, Business, Closing Summary There’s a reason why Zig Ziglar was a hero to so many of us. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk with his proud son, Tom Ziglar, and discuss some of Zig’s sales and life philosophies. That and more on today’s show. Bob's Thought of the Day We’ll explore: Two of my favorite Zig stories. Zig’s passion for ongoing learning, which he continued throughout his life. How Zig and his family made an incredible impact on the attendees at one of the public seminars my company used to hold each year. Interview with Tom Ziglar You’ll discover: How Tom defines “closing the sale.” Why selling is the ultimate serving. Why a great salesperson anticipates a problem or pain point for their prospect, and helps them avoid it. Five basic reasons people will not buy from you. The difference between a stated objection and an actual one. The power of great questions in sales. Why price and cost are two different things. The #1 key to making the jump from an adequate salesperson to a top-tier sales professional. How Zig came up with his most famous saying. The new program Tom has developed with Kevin Harrington, inventor of the infomercial. Click to Tweet Everything is #selling and selling is #SERVING. @TheZigZiglar 5 basic reasons people will not buy from you: no need, no money, no hurry, no desire, no trust. @TheZigZiglar #sales People don’t care how much you know until they know how much you care about them. @TheZigZiglar #relationships Interview Links Free Video: Secrets of Sales SuccessTom’s BlogThe Ziglar Show Podcast Follow Tom on Twitter www.twitter.com/TomZiglar Follow Zig on Twitter Connect with Tom on Facebook  https://www.facebook.com/tom.ziglar Connect with Zig on Facebook Resources Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

27mins

23 Jan 2018

Rank #16

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029 The “Secret” of Selling

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. Click to Tweet 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

10mins

2 Aug 2016

Rank #17

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108 Genuine Influence - John David Mann

Influence, Persuasion, Relationships, Collaboration, Writing Summary What is the essence of influence? We’ll look at that in our Thought of the Day. And in our interview segment, John David Mann is here to discuss some thoughts from our new book, The Go-Giver Influencer. That and more on today's show. Bob's Thought of the Day We’ll explore: How the definition of influence, and its essence, are not the same. What the essence of influence truly is. The positive results of influencing others correctly. Interview with John David Mann You’ll discover: How to place the focus on others when you feel like focusing on yourself. The essence of communication, and of collaboration. Why it’s in your own best interest to place the other person’s interests first. What it means to “listen with the back of your neck.” A memorable story from John’s experience in bankruptcy court. Why compromise is not the first option to pursue. The benefits of collaboration. That tact and diplomacy need never be confused with compromising one’s values. How letting go of having to being right actually makes you more influential. Click to Tweet Get CHs 1&2 of The Go-Giver Influencer at bit.ly/GGInfluencer. @JohnDavidMann #influence Listen, not just with your ears. Listen with your eyes. With your posture. #Listen with the back of your neck. @JohnDavidMann Compromise comes from a Greek word meaning, “Nobody really gets what they want, and neither person comes away happy.” Seek #collaboration rather than compromise. @JohnDavidMann Interview Links JohnDavidMann.comTheGoGiver.com The Go-Giver Influencer by Bob Burg and John David MannJohn’s blogConnect with John on LinkedIn Connect with John on Facebook Follow John on TwitterResources 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

25mins

10 Apr 2018

Rank #18

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112 Never Split the Difference - Chris Voss

Negotiation, Business, Relationships, Collaboration, FBI Summary Always be wary of accepting a frame that someone else has set for you. We’ll look at that in our Thought of the Day. And in our interview segment, former FBI Lead International Kidnapping Negotiator, Chris Voss, joins us with immense wisdom on the topic of negotiating from his fantastic book. That and more on today’s show. Bob's Thought of the Day We’ll explore: That setting the proper frame creates the context for a truly win/win outcome in which everyone involved benefits greatly. How to avoid the trap of falling into someone else’s negatively set frame. Why you should not let yourself be framed into making a choice that does not serve you. Interview with Chris Voss You’ll discover: How a skilled, win-lose negotiator might try and compel an inexperienced negotiator to accept a less-than advantageous result through “splitting the difference.” The essence of negotiation and the significance of the words, “I want.” The very important distinction between “collaboration” and “cooperation.” What we naturally tend to “do wrong” when negotiating. The major difference between academic negotiation and real-world hostage negotiation. Why emotional intelligence is a key to success in both hostage negotiations and business. The importance of the extremely powerful “calibrated questions.” How to use an “accusation audit in order to diffuse defensiveness.” The huge difference in results between “you’re right” and “that’s right.” What a black swan is, and why it’s important to find it. Click to Tweet #Emotions and emotional intelligence {are} central to effective #negotiation, not things to overcome. @VossNegotiation #Listening is the cheapest yet most effective concession we can make to {help the other person to feel understood}. @VossNegotiation #negotiation #Emotions aren’t the obstacles, they are the means. @VossNegotiation #negotiation Interview Links BlackSwanLTD.comNever Split The Difference: Negotiating As Though Your Life Depended On It by Chris Voss Chris’s blogConnect with Chris on LinkedIn Connect with Chris on Facebook Follow Chris on Twitter Follow Chris on Instagram Chris’s YouTube channelResources 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

29mins

15 May 2018

Rank #19

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093 Scientific Happiness - Shane Ram

Happiness, Purpose, Goals, Thoughts, Emotions Summary Have you ever noticed that the happiest people seem to live with a purpose? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll explore this question: Is there an actual scientific method for attaining happiness? We’ll discuss that with Shane Ram. That and more on today’s show. Bob's Thought of the Day We’ll explore: A powerful quote often attributed to Mark Twain (although the chances are excellent that he didn’t actually say it): “The two most important days of your life are the day you are born and the day you find out why.” The two parts of finding out our individual mission. Why we tend to find it difficult to be truly happy when we don’t have a reason for being. Interview with Shane Ram You’ll discover: How Shane defines happiness. Why purpose and goals are closely related to happiness. How Shane’s mindset as a child helped him overcome challenges. Why Shane did not label himself as poor when he was a child. The importance of understanding how happiness in one area of your life affects every other area of your life. The TEAR formula: Thoughts + Emotions + Actions = Results. Why you must ensure that the goals you are pursuing line up with your purpose. The reason most people keep getting the same results over and over. Why conformity is so dangerous. Click to Tweet The highest emotional target is #happiness. @iamshaneram #Happiness comes from pursuing #goals that are purposeful. @iamshaneram On this episode, we explore the TEAR formula: Thoughts + Emotions + Actions = Results. @iamshaneram #happiness Interview Links ShaneRam.comShane’s blogShane’s Resources page Shane’s Speaking pageConnect with Shane on Facebook Connect with Shane on LinkedIn Follow Shane on Twitter Follow Shane on InstagramResources Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

22mins

5 Dec 2017

Rank #20