David A. Fields Consulting Group A few weeks ago my friend Bob Burg, author of the New York Times bestseller, The Go-Giver, and I had a conversation about his fabulous book.
It was an irresistible opportunity to interview Bob, to talk about how the Go-Giver concept applies to consulting and to share that thinking with smart, passionate consultants like you!
You can hear our conversation by clicking on the button below. (There are some technical problems with the player, so you may want to just download the recording, which you can do by right clicking on this link and using “save as” to save the file to your computer: Conversation with Bob Burg.)
Some highlights of our conversation (along with the time-stamp… though there’s no way to skip ahead):
[2:40] – What Bob realized after an unsuccessful sales call “when the prospect just didn’t get it”
[4:08] – “If you want to make a lot of money in business…”
[8:30] – The transition between giving value and getting paid
[13:20] – Moving from a “me” focus to an “other” focus
[15:31] – Developing confidence
[22:30] – Earning the right to receive, as a consultant
[27:35] – How to be a Go-Giver even if…well… you’re not always nice
[33:45] – A generous request from Bob
Enjoy the recording and, if you haven’t read The Go-Giver, I highly recommend you move it to the top of your reading list today.
Text and images are © 2024 David A. Fields, all rights reserved.
David – Why does this recording keep skipping back to the beginning before it has played all the way through. Most annoying
John, apologies for that problem. There are some technical problems with the player, so you may want to just download the recording, which you can do by right clicking on this link and using “save as” to save the file to your computer: Conversation with Bob Burg
David, that worked a treat. Thanks
Thanks so much for sharing this awesome gift with us, David.
Amen, always provide value by sharing what prospects DON’T know. Nobody wants ‘Captain Obvious’.
You’re absolutely welcome, Lacey. Bob is great, isn’t he?!
Re sharing what clients don’t know, my rule of thumb is: 80%-90% of what you say should confirm what the prospect already suspects and 10-20% should be an Aha! If too much of what you tell them doesn’t jive with their view of the world, they simply won’t believe you.