37 min
094: Bob Burg | Temporarily Suspending Your Own Self Interest Sales Tuners
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- Management
Takeaways Accomplish More With a System: I liked Bob’s personal definition of a system as simply the process of predictably achieving a goal based on a logical and specific set of how-to principles with the key being predictability. What I’ve seen is that pretty much anything we want to do has likely already been done. So, if we will put in the work and do the research to find the processes that worked for those that came before us, we can attain our desired results in less time. Don’t Have Money Be Your Target: If you set out on any venture with money being your main driver, you’re going to take some shortcuts that could do long-term harm. Your target should be serving others. Now understand, that when you hit the target, you'll get a reward that comes in the form of money. And you can do with that money whatever you choose. Another way to think of it is, there are always two profits: the buyer profits and the seller profits because both parties come away better off afterward than they were beforehand. Pull Instead of Push: Influence is simply the ability to move a person or persons to a desired action. But the essence of influence is to pull them as opposed to push them. Great influencers attract people to themselves first and then to their idea. You’ll notice this also takes the pressure off of you. When you focus on the other person, you’ll gain more confidence because all you’ll care about is figuring out how the other person succeeds. Full Notes https://www.salestuners.com/bob-burg Book Recommendations The Secret of Selling Anything by Harry Browne How to Win Friend and Influence People by Dale Carnegie Sponsor Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.
Takeaways Accomplish More With a System: I liked Bob’s personal definition of a system as simply the process of predictably achieving a goal based on a logical and specific set of how-to principles with the key being predictability. What I’ve seen is that pretty much anything we want to do has likely already been done. So, if we will put in the work and do the research to find the processes that worked for those that came before us, we can attain our desired results in less time. Don’t Have Money Be Your Target: If you set out on any venture with money being your main driver, you’re going to take some shortcuts that could do long-term harm. Your target should be serving others. Now understand, that when you hit the target, you'll get a reward that comes in the form of money. And you can do with that money whatever you choose. Another way to think of it is, there are always two profits: the buyer profits and the seller profits because both parties come away better off afterward than they were beforehand. Pull Instead of Push: Influence is simply the ability to move a person or persons to a desired action. But the essence of influence is to pull them as opposed to push them. Great influencers attract people to themselves first and then to their idea. You’ll notice this also takes the pressure off of you. When you focus on the other person, you’ll gain more confidence because all you’ll care about is figuring out how the other person succeeds. Full Notes https://www.salestuners.com/bob-burg Book Recommendations The Secret of Selling Anything by Harry Browne How to Win Friend and Influence People by Dale Carnegie Sponsor Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.
37 min