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Summary
Is it more effective to build a business through systems or relationships? Or is the very question a false dilemma? We’ll look at that in our Thought of the Day. And in our interview segment, sales authority Donald Kelly looks at why entrepreneurs often have difficulty when it comes to selling the products and services they feel so strongly about. That and more on today’s show.
Bob’s Thought of the Day
We’ll explore:
- The power of systems to achieve extraordinary results in a predictable way.
- Why systems without the “know, like, and trust” relationships are ineffective.
- How systems and relationships can work together to provide exceptional service to your clients.
- A key principle: “Make sure that the system is the servant and that you are the master … not the other way around.”
Interview with Donald Kelly
You’ll discover:
- Why so many salespeople have difficulty selling.
- The value of looking at money as a tool.
- Why you must focus on a specific niche in your selling.
- The value of looking at your competition when determining your niche.
- The process of determining the buyer for your product.
- A process for attracting and converting customers.
- The part of the sales process where most people get sidetracked.
- Why empathy is such a powerful part of the sales process.
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Interview Links
Resources
Listen to The Go-Giver Podcast on iTunes
About the Book
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Joe learns that shifting his focus from getting to giving — constantly and consistently creating value for others — leads to exceptional returns.
Rapidly going from national bestseller to global phenomenon, The Go-Giver has gained a devoted following with over a million copies sold. It’s utilized as a resource in major corporations to small businesses, in schools and churches, in book clubs, and more. Nearly a decade since its original publication, this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities.