From Bob Burg: "Honesty is not a self-denying virtue. It's one of the greatest assets a salesperson can have.” ~Harry Browne While dishonesty certainly can result in a sale, it cannot lead to a sustainably profitable career, one in which your current customers and clients are also your greatest advocates. The sales professional with a reputation for honesty in his or her dealings not only enjoys what they do a whole lot more (and feels good about themselves as a human being)…they also find that they have developed an army of "personal walking ambassadors.” Your thoughts? Feel welcome to share in the Comment section

Communicate that you care Several years ago, I had an accident caused by severe clumsiness based on forgetting that I was in my mid-60’s and not nearly (i.e., not at all) as athletic as I used to be. I hit the parking lot pavement very hard, and by the time I drove myself to the walk-in clinic, I looked — and was — bruised, battered, and hurting. The facility staff (front desk person, X-ray technician, and practitioner) were all professional and polite. However, there was definitely something lacking, and that was…any sense of empathy and verbal/non-verbal communication of caring whatsoever. From a purely logical, rational, and intellectual basis, that should not have been an issue for me. After all, I only needed them to diagnose me and help “put Humpty-Dumpty back together again.” And they did that part well enough. However… Key Point: As a human being, I had a need to know that they cared. I wanted at least one of them to say, “Oh, you poor guy. That had to be painful. I’m so sorry that happened. Don’t worry, we’re here to help.” Silly, isn’t it, that at my age, I actually cared about that? Important: You know who else cares about that? Practically ALL of our customers and clients. They want to know (they want to feel and to believe) that we care about them — as human beings, not merely as financial currency. Setting aside how obvious this *should* be in the healthcare profession, I’d suggest that it’s important in *every* profession, because ultimately we are human beings doing business with other human beings. And we humans need to feel acknowledged and cared about. Today’s Exercise: Think back on a time when someone in business showed empathy to you in a way that made a significantly positive difference for you with the result that you just had to tell others about it…in a good way. Consider whether you and your team do this for your customers as part of your company culture and natural ethos. Bob Burg

Value can be defined as the relative worth or desirability of a thing (of some thing/something) to the end user or beholder. In our book, Go-Givers Sell More, John David Mann and I write: Right now, your total job is to focus on one thing and one thing only: providing value to other people. If you do that well, sales — and money — will find you. Indeed... Key Point: Money is simply an echo of value — the thunder to value’s lightning. (Thank you John for coining that phrase!) And whatever you provide to others — in business or in life — will echo back for you to receive according to how you have given. Give value in terms of love — receive love. Give value in terms of friendship — receive friendship. Give value in terms of support — receive support. Give value in terms of encouragement — receive gratitude/encouragement. Give value in terms of marketplace solutions — receive money. And we could come up with dozens of others, couldn’t we? We don’t always receive back directly from whom we’ve given…and sometimes we don’t receive back at all. That’s also part of business and part of life itself. However, as mentioned in past posts, when we plant these seeds of goodwill (great will), we create the “benevolent context for our success” — in this case, receiving in abundance...and typically in amounts far greater than what we have given. Want your cup to overflow? Give value! Today’s Exercise: Think about the different areas of your life in which you’d like to receive more. You know what to do. Find ways to give value accordingly! The game begins now. —Bob Burg

Have no enemies “How to be a coffee bean” Jon Gordon Damon West

In Go-Giver Leaders Unite, we don’t network to “work the room.”We network to serve the room. I created a 1-page Quickstart you can use before/during/after any networking moment so you: - show up with purpose - connect without being salesy - follow up within 24–48 hours with intention Download the Quickstart (attached):👉 The Intentional Networking Quickstart (PDF) Do this today (10 minutes) 1. Pick one networking opportunity this week 2. Choose 2–3 people to connect with 3. Walk in asking: “Who can I serve today?” 4. Follow up within 48 hours using the checklist Comment “DONE” once you’ve downloaded it + tell us what you’re using it for. Want the full system + tools? Get the complete Intentional Networking Shortcut Core Bundle (ebook + Excel tracker + 30-day plan):➡️ www.networkingshortcut.com