Kevin Boyle

Every now and then I have the rare privilege of speaking with someone who mirrors my values on being authentic and being genuine in their desire to help others.

Bob Burg is such a man.

This man practices what he preaches, which is relationship selling. In fact one of the principles he espouses, “All things being equal, people will do business with and refer business to those people they know, like and trust,” can also be found in my book under The First Key to Asking For and Making the Sale, “You must earn the trust of your customer”.

I would like to take this opportunity to share with you a book that Bob co-authored with John David Mann, it’s called “The Go-Giver: A Little Story About a Powerful Business Idea.” “The Go-Giver” is a business parable that presents its message in the form of a story where the authors explore what is the real value behind creating wealth and success in your business.

The book is a parable, and if you take the message to heart (like I did) it will give you and your business soul! Rather than seeking what others can do for you, seeking what we can do and how we can be of service to others. A seemingly easy concept to grasp yet for some difficult to master and to put in actual practice.

Ultimately, for me the book is a practical guide of how to make the “Laws of Attraction” work for you.

Here are the Five Laws of Stratospheric Success (as presented by the authors):

1) The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
2) The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
3) The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.
4) The Law of Authenticity: The most valuable gift you have to offer is yourself.
5) The Law of Receptivity: The key to effective giving is to stay open to receiving.

Simply put if you are looking to reaffirm what is really important in your life and learn some practical lessons along the way, then “The Go-Giver” is a must read!

To find out more about Bob Burg, his work, and his books visit him here…

** Please note, Bob is the real deal. (He does practice what he preaches).

If you are looking for a book that is practical and has real substance, then look no further!

In short, noted author John Seeley goes where I needed him to go with his powerful, insightful, and life changing book “Get Unstuck! The Simple Guide to Restart Your life!”

This book offers a practical guide for anyone who’s not really happy with where they are or who for the moment may be feeling “overwhelmed” and might not be completely sure on what steps they need to take in order to make that shift they need to improve their life circumstances.

What I liked most about John’s book is how John looks at our underlying beliefs and experiences. I think most of us at some point in our lives wrestle with our self image and how we got to here (wherever here may be for you). What most of us don’t fully understand and fully realize is that the person that drives us (our unconscious behavior patterns) for the most part comes from and through the lens of our early childhood!

And this is where John’s book really hits a home run. John’s book is chock block full of thought provoking questions, action steps for setting goals, and most importantly exercises for accomplishing change in your attitudes and your circumstances!

How many times have you found yourself making the same mistakes over and over? I think we all need help from time to time in “Getting Unstuck”! This practical, easy-to-read and all so very inspirational book is a must have for book lovers and people who are serious about real self improvement!

My thoughts, highly reccomended!

If you would like to learn more about John and this fantastic book go here!

Every now and then there comes along a person who gets you to reevaluate your approach to selling, that person for me is none other than Joe Nunziata. A long long time ago I had met a sales trainer at a networking function, basically his words of wisdom for me were, “if you haven’t taken my sales training program then you’re doing it wrong”.

Now at the time it came as a little bit of a shock to me as I was currently not only our companies best salesperson but our industries best sales rep (I was setting new and higher sales records each and every month). But, I guess what really bothered me was the arrogance of the statement.

Perhaps he thought he was being confident in his program, but for me it only diminished his stature in my eyes, probably the exact opposite effect he was hoping to elicit from people!

So what does this all have to do with Joe? Well Joe is the opposite, Joe and I share familiar phislosophies when it comes to selling, all be it, Joe has a twist. Joe and I believe that every single person (in fact I continue to learn even from my students each and every single day) bring something new and innovative to the table. We can never stop learning from each other! We are all students in this journey we call life. We all bring value to the table.

More importantly though, where the “rubber hits the road”, Joe takes a unique and valuable look at selling. He goes where other authors seldom have the courage to go, a deeper understanding of your spiritual self and it’s affects on your ability to sell and generate business success.

My takeaways from Joe Nunziata’s book, “Spiritual Selling” included but were not limited too;

1) Clearing your blocked chakras for improved success in selling.

2) Partnering with your customers to help them buy rather than “selling” them.

3) Joe’s easy to use and follow guideline to help you organize your day.

4) Joe will help you connect to the higher power that surrounds each and every one of us. “Love what you do, and what you do will love you back!”

For those of you who don’t know Joe, he is real, he is genuine, his message is powerful and his book is definately worth putting on your “books worth reading list”!

If you would like to learn more about Joe Nunziata and his book “Spiritual Selling” go here…

From time to time, I like to introduce you to new material that I believe will be of great benefit in helping you getting more out of your life and more out of your business.

Recently, I had the pleasure of speaking with Alan Tutt, celebrated Author and self-empowerment coach. Alan, is one of those rare authentic individuals who’s main concern is helping others. This is quite evident, when you get the opportunity to speak with Alan and see the quality of his materials.

While speaking to Alan, he introduced me to his Pathway to Power program. The Pathway to Power program consists of three recordings that come in MP3 format in which you can download to your iPod or burn to into a CD.

For those of you who know me, you know I’m pretty well working six days a week in and on my business. For me it’s love, but it does come with it’s challenges and there are days when I used to feel overwhelmed. Although there are three CDs in the series; Sharpen your Focus, The Power of Intention, and my personal favorite by far is Alan’s meditation “Awaken your Power”.

It’s been a week since I started listening daily to the meditation “Awaken your Power” and I noticed a difference in what I was able to manifest in my life after the first couple of days. In the “Awaken Your Power” meditation, you’re guided to relax and open yourself up to the Power of the Universe. Alan does the meditations himself, and you will find ways very soothing, relaxing and reassuring.

As with most of these programs, there just simply isn’t enough time to really utilize the full power of all three audio programs that can take up an hour of your day. Because of this reason, I try to fit in; Sharpen your Focus and the Power of Intention when and where I can.

Overall the quality of the recordings and the background music is very professional and well done, and I would have to say that you are looking for something to help you to relax and access a higher power than yourself, then I would highly recommend this material for you.

From what I understand, Alan is also coming out with a new book called, Choose to Believe. Therefore, I copied and pasted the following from Alan’s web site so you can get a mini preview:

Within this revolutionary new book, Alan presents some VERY interesting concepts – including some that have NEVER been presented before.

Concepts such as:

why thoughts DO NOT create reality
how quantum irregularities become real magic
why you’re not ALWAYS responsible for the things that happen to you
why we sometimes experience things that conflict with our surface beliefs
why some people use affirmations or visualizations and get the opposite of what they focus upon
why the connection between reality and the Power of Belief is not always obvious
the role the Placebo Effect plays in creating the life of your dreams.

Of course, understanding WHY things happen is not nearly as important as knowing HOW to change things as you desire.  That’s why this new book presents a POWERFUL system for doing exactly this, and offers some UNIQUE tools.

You can find out more about Alan and his TRANSFORMATIONAL work here…

First, break all of the rules “What the world’s greatest managers do differently.” is a must read in my opinion for anyone who manages a sales team. If you ever have wondered how to pick out the best hires, the best producers, or how to actually get more out of the people you have on your sales team right now, then this book is for you!

I’ve actually owned this book for a fairly long time. I know a book is good when; a) I’ve read it several times and b) I’ve earmarked half the pages in the book!

The book is extremely easy to read and understand, the authors’ Marcus Buckingham and Curt Coffman of the Gallop Organization  present their huge findings from an indepth study of more than 80,000 managers from over 400 companies! What impressed me most about the book is it’s breadth of scale, it really does get to the heart of the matter of what makes a great management team, customer service team and company. If you are looking to be a GREAT manager or business leader you can’t go wrong by buying this book. It will definately earn it’s place as a permanent fixture on your booksshelf!

Perhaps what I like most about the book is that the authors primarily use a lot of metaphoric stories, case studies and real world examples to illustrate their findings.

They cover everything from customer service, what customers really expect, how customer and employee satisfaction directly relate to business outcomes, the four basic roles of a great manager, the differencee between controlling people and managing people,how important is talent vs experience, and much much more.

What are some of the things I learned of value from the book?

1) At the absolute lowest level, customers expect accuracy.
2) At the next level they expect availability.
3) At the third level customers expect partnership. (customer loyalty programs, being responsive to your clients needs).
4) At the very last level customers expect good solid advice.

5) Excellent teams are built around indiviual excellence.
6) You succeed by finding ways to capitalize on who you are, not by trying to fix who you aren’t.
7) Select your partners and team members for attitude, a person’s prevailing attitudes are part of their mental filter.
8 The power of skills and knowledge is that they are transferrable from one person to another, while the power of talent is that talent is transferrable from one situation to another.
9) When developing someone, find the right “fit” for that person (don’t try and fit a round peg into a square hole).
10) If you are a manager of salespeople, select people people who initiate rather than respond, you need achievers.

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how to get moreo ut of your sales team? Please feel free to add your comments!

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