The Go-Giver Influencer: A Little Story About a Most Persuasive Idea

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From the bestselling authors of The Go-Giver, Go-Givers Sell More, and The Go-Giver Leader comes another compelling parable about the paradox of getting ahead by placing other people's interests first.

The Go-Giver Influencer is a story about two young, ambitious businesspeople: Gillian Waters, the chief buyer for Smith & Banks, a midsized company that operates a national chain of pet accessory stores; and Jackson Hill, the founder of Angels Clothed in Fur, a small but growing manufacturer of all-natural pet foods.

Each has something the other wants. To Jackson, Smith & Banks represents the possibility of reaching more animals with his products--if he can negotiate terms and conditions that will protect his company's integrity. To Gillian, Angels Clothed in Fur could give her company a distinctive, uniquely high-quality line that will help them stand out from their competitors--if Angels Clothed in Fur can be persuaded to give them an exclusive.

At first, the negotiations are adversarial and frustrating. Then, coincidentally, Gillian and Jackson each encounter a mysterious yet kindly mentor. Over the next week, while neither one realizes the other is doing the same, both Gillian and Jackson learn the heart of both mentors' philosophies: The Five Secrets of Genuine Influence.

The story ends in a way that surprises everyone--and with lessons we can all apply in our efforts to resolve conflicts and influence others.
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About the author

Bob Burg and John David Mann are the coauthors of The Go-Giver, Go-Givers Sell More, and The Go-Giver Leader. A former top sales professional, Burg is a sought-after conference speaker and the author of Endless Referrals and Adversaries into Allies. Mann is the New York Times bestselling coauthor of Flash Foresight, The Red Circle, and Total Focus.
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Additional Information

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Published on
Apr 10, 2018
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Business & Economics / Business Communication / General
Business & Economics / Motivational
Business & Economics / Negotiating
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Content Protection
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Eligible for Family Library

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The sages asked, “Who is mighty?” and answered, “That person who can control their own emotions and make, of an enemy, a friend.”
In the bestselling book The Go-Giver, Bob Burg and John David Mann revolutionized the way we think about success via one very simple lesson: “Shifting one’s focus from getting to giving (constantly and consistently providing value to others) is both very fulfilling and the most profitable way to do business.

Now Burg is back with a new book, offering deeper insight about what it means to be truly influential and providing powerful strategies for mastering the art of persuasion.
Faced with the task of persuading someone to do what we want, most of us expect, and often encounter, resistance. We see the other person as an adversary and often resort to coercion or manipulation in order to get our way. But while this approach might at times bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship with the person is weakened and our influence dramatically decreased.
There is a better way.
Drawing on his own experiences and the stories of other influential people, Burg offers five simple principles of what he calls “ultimate influence”—the ability to win people to your side in a way that leaves everyone feeling great about the outcome…and about themselves!:

·Control your own emotions: Responding calmly rather than allowing your emotions to get the better of you will ensure not putting the other person on the defensive but rather help them remain open to your ideas.

·Understand the clash of belief systems: Every individual operates based on an unconscious set of beliefs, experiences, and ideas, which are most likely very different from yours. Understand this and you can avoid confusion and numerous misunderstandings that stand in the way of most people’s ability to influence.

·Acknowledge their ego: People want to feel good about themselves; if you make someone genuinely feel good, you’re one step closer to making an ally.

·Set the proper frame: People react and respond to other people. Approach potential conflicts from a position of benevolence, resolution, and helpfulness and they will follow suit.

·Communicate with tact and empathy: While the first four principles are vital, this is what brings it all home. Saying the right thing at the right time makes all the difference in terms of moving people to your side of the issue and taking the appropriate action that benefits all concerned.
In the tradition of Dale Carnegie's How to Win Friends and Influence People and Robert Cialdini's Influence, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.

From the Hardcover edition.
The definitive guide to turning casual contacts into solid sales opportunities

In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.

"If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success."

--Tom Hopkins, author of How to Master the Art of Selling

"Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere."

-- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor

"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."

--Alan Weiss, Ph.D., author Million Dollar Consulting

"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure."

--Dottie Walters, author of Speak & Grow Rich

"A no-nonsense approach to building your business through relationships."

--Jane Applegate, syndicated Los Angeles Times columnist

Suntem făcuți să fim fericiți! Programul în patru pași pentru fericire de lungă durată

Cu toții am trăit, într-un moment sau altul al vieții noastre, un sentiment de fericire extatică, de euforie provocată de simpla senzație de a fi viu.

Te-ai întrebat vreodată de ce această stare este atât de rară și de efemeră?

Răspunsul este că nu trebuie să fie așa!

Toate afirmațiile, gândirea pozitivă, terapia prin dialog și produsele farmaceutice din lume nu vor fi de ajuns ca să ne facă fericiți așa cum am fost creați să fim, afirmă renumiții psihologi clinicieni dr. George Pratt și dr. Peter Lambrou. Asta deoarece abordările sus-menționate nu reușesc să valorifice un al treilea aspect al organismului uman, unul care construiește o punte peste golul dintre minte și corp: biocâmpul.

Combinând șase decenii de experiență clinică și cercetări de ultimă oră, autorii au dezvoltat un program revoluționar cu ajutorul căruia îți vei redescoperi fericirea înnăscută în patru pași simpli și demonstrați clinic.

Programul conceput de Pratt și Lambrou a schimbat deja viețile a peste 45 000 de clienți, printre care s-au numărat sportivi profesioniști, conducători ai unor firme de top și celebrități. Conținând toate instrumentele bazate pe știință și sfaturile necesare pentru a putea să devii mai concentrat, mai puternic și mai împlinit, Codul fericirii îți va schimba viața.

„Una dintre marile descoperiri ale secolului XX a fost conexiunea intimă dintre corp, minte și spirit. Doctorii Pratt și Lambrou au făcut o muncă de pionierat, transformând această descoperire în tehnici care funcționează. Dacă vreți să aveți parte de mai multă fericire și împlinire, citiți Codul fericirii. V-ar putea schimba viața.“ – Dr. Larry dossey, autorul cărților Puterea premonițiilor și Cuvinte tămăduitoare (Editura Lifestyle Publishing)

What do you do at work when a hundred crises seem to be happening at the same time? Do you pick just one priority or try to put out every fire? How can you stay composed, figure out what really matters, and act decisively? 
When former U.S. Navy SEAL sniper Brandon Webb transitioned to civilian life, he struggled to get his first startup business off the ground. He raised millions for his new venture, only to lose it all as problems spiraled out of his control.
In the wake of that failure, Webb realized that successful entrepreneurs need a skill he had already mastered: total focus. SEAL snipers define it as the ability to filter out noise and chaos so you can make life-or-death decisions under the extreme conditions of combat. If he could maintain total focus while staring through crosshairs at a man who might (or might not) be an Al Qaeda terrorist, surely he could do the same in the business world.
So Webb started over, applying total focus to a new startup, a media company called Hurricane Group. His approach was so effective that in just five years, Hurricane grew to have a staff of over fifty, an audience in the tens of millions, and a valuation of more than $100 million.
In this book, Webb teaches us to make better decisions under extreme pressure by emulating the habits of his fellow warriors, as well as other skills he learned on the job and from great friends and business leaders like Solomon Choi of 16 Handles, Matt Meeker of BarkBox, and Betsy Morgan of the Huffington Post and TheBlaze. For instance, you’ll discover:

·  The difference between total focus and tunnel vision is developing total situational awareness: the ability to spot opportunities and threats without getting distracted from your goal.
·  You can overcome indecisiveness and hesitancy by accepting violence of action: a decision to move forward with an imperfect plan, knowing that even the best-laid plans go wrong.
·  Entrepreneurs must learn to embrace the suck, refusing to quit when the going gets brutal, and recognizing that unexpected challenges may reveal your best shot at success.

By following the tactics and wisdom of a generation of legendary snipers and business leaders, you’ll find the clarity of mind you need to accomplish your own mission—whatever it takes.
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