Bob Burg is coauthor of the International Bestseller, The Go-Giver, Go-Givers Sell More and The Go-Giver Leader and soon to be released, The Go-Giver Influencer. He is author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 21 languages and has sold over 700,000 copies. To receive Bob's Influence & Success Insights via email, visit www.burg.com.

109 Attention Revolution

Attention … we all need it. And so do those in our lives, both personally and professionally. We’ll look at that in our Thought of the Day. And in our interview segment: Neen James has begun an “Attention Revolution” and she’ll show us not only why that’s so important but how to begin with ourselves and dramatically increase our effectiveness. That and more on today’s show.

Set the Frame… and Sometimes Reset It

Jackson Hill and his mentor, Judge Henshaw, are back at Rachel’s Famous Coffee for another lesson. One that Jackson badly needs as he’s about to continue his negotiations with the formidable Gillian Waters later that day. And his first meeting with the buyer at Smith & Banks had not gone well.

“Set the frame,” the Judge said. “The frame is more important than the content, because the frame is the context. Whoever sets the frame of the conversation also sets the tone and the direction in which it will go.