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Jan 27, 2011

 
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STRENGTH FINDER

            
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The BABM Business Group is the conduit between great business tips, advice and inspiration from industry experts and business owners and entrepreneurs 

Business cards may be on the way out. How are you connecting?

By Jeffrey Gitomer

 

I'm in Las Vegas at The Venetian having coffee at Espressamente Illy where they serve (arguably) the world's best coffee. At the bar, I recognize someone obviously not from America. (Fashion reveals all.)

 

"Where are you from?" I asked. "Belgium," he replied triumphantly and with pride. "I'll buy your coffee," I said. "As a welcome to America".

 

He said, "I'm also buying coffee for two of my friends." I said, "Fine, put it on my bill!"

 

We began to exchange cultural information, and I discovered all three of them were in sales, like me. Their name badges revealed they are attendees of the same conference I am a featured speaker at tomorrow evening.

 

Now we had a link.

 

They wanted to know what I knew, and I wanted to know what they knew.

 

Marcel's (one of the group) first question to me was one I have been asked a thousand times, "What's the secret of selling against fierce competition?" My immediate answer was, "Differentiate with value, or die with price."

 

He said, "I agree. I'm a value provider."

 

I said, "Hey, let's tweet it," and immediately we turned the conversation to social media. I asked them how many followers they had on twitter. The first guy had none. The second guy had none. The third guy, Marcel, said, "Not too many," and sheepishly smiled.

 

Turns out they want to use social media, but they just don't know how to use it.

 

NOTE: I am amazed at how many savvy business people don't take the AHA! or impactful information shared or exchanged in a business conversation, and send it out to the world.

 

IT'S YOUR CHOICE: You can tell three people, or 30,000 people - even 3,000,000 people. The power of Twitter, when applied to business social media, allows you to broadcast your brilliance to your followers and all the followers of those who re-tweet you. From a casual conversation in a coffee bar. YIKES.

 

We spoke for an hour. We had lots to talk about. We were familiar with the American culture and the European culture, and had their company in common. I gave them my business card, my business coin, and two signed books and said, "May I have your business cards." Each of them said, "I didn't bring any," and I thought to myself, that doesn't work.

 

But my thinking was 1990, not 2011.

 

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 the bookbinder

(continued)

  If you have ever felt like you are burning out --- you will want to read this inspirational story about the journey back to a fulfilling life and career. 
We will be publishing the entire book in one chapter installments.  To read previous chapter click HERE 
 
the bookbinder
by: Brian Beirl
 
Chapter Two
 

He who knows others is learned;

he who knows himself is wise.

-Lao-Tsu

 

Over the next week, I pondered the question of where my life was heading, and I really enjoyed my time with the bookbinder. I wondered if I should sell my dental practice and find a simple job like bookbinding with a lot less stress.

The office was as busy as ever and I worried that my schedule might run over into Wednesday afternoon like it had so often. I put a concerted effort into using my time more efficiently. I was motivated to leave on time for the bookbinder's shop.

Despite my best efforts, my last patient on Wednesday cost me an extra hour as I carefully presented her with the options for treating a lower first molar that had been giving her intermittent trouble for almost a year. Her response was to tell me that she did not want to lose the tooth. I tried to learn how she wanted to proceed. We went back and forth without her telling me more until I bluntly said, "I know what you don't want to do. Please tell me what you want to do!"

She immediately became defensive and told me that I was the doctor and should make a recommendation. I apologized for my frustration and said I would work out the best solution for her. We rescheduled but I thought that she probably would not come back, as my explanations had seemed to only confuse her. What should I have said or done differently to help her? That was a riddle that would have to wait. I was late for my appointment with the bookbinder.

The best parking place in front of Mr. Tautell's shop was open again, a real find in this part of town. Was this a coincidence? As I picked up my dad's book on the seat, I remembered that I had not even glanced at it since our meeting last week. He had wanted me to study the book's condition and discuss it with him. I felt a glimmer of guilt that quickly dissipated, as I was a well-practiced procrastinator and accomplished at rationalization. It was evident what was wrong with it. How much study did it require?

I made a dash for the entrance of the shop as the cold wind blew up my collar, like the last time. The door swung open and a warm rush of air surrounded me.

The bookbinder greeted me with a look of concern on his face. "I was concerned about you. Did something hold you up?"

I detected his genuine concern. "Why no," I replied. "Well yes, I guess I am a little late. The office was really busy but at least I found a place to park."

He tilted his head and looked at me, saying, "You are welcome."

I didn't remember thanking him for anything, but he had already turned, and with a determined gait, he was heading for the chairs. I matched his strides and sat opposite him. He didn't seem irritated with me, although that thought had crossed my mind. His warm smile was evident as he asked, "So, how was your morning at the office?"

I sat back in my chair and explained the trouble I had had with my last patient. He poured us cups of aromatic tea and gave me his full attention. Eventually I concluded, "She was clear that she did not want to lose the tooth but she wasn't able to choose from the treatment options I presented her."

Harris took a small well-worn leather pouch from the shelf behind him. The top of it was gathered and tied with a thin leather cord. He set the small bag on the table and carefully opened it. He selected three coins and set them down with care in front of me. I leaned forward to examine them. "Please don't touch them, but tell me what you observe with your eyes,"

 

                                                                  
                                                            Continue reading chapter HERE   

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Attitude will make you or break you!
 "LOOK ON THE BRIGHT SIDE OF LIFE"
 
 
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