In our workshops and coaching with sales people, sales leaders and sales teams we spend a lot of time exploring authenticity. Of the five Go-Giver principles we share, The Law of Authenticity seems to be one of the most challenging, both for individuals and inside the cultures of the organisations they work for.
In The Matrix movie there’s a particularly memorable scene where Morpheus (Lawrence Fishburne) is explaining to Neo (Keanu Reeves) what the matrix is. If you haven’t seen it or would like a refresher check out the video below. I would like to highlight the following section of the dialogue to share a revelation I’ve had.
Early on in The Go-Giver, Joe, upon realising he would not land a desired account, referred them to one of his competitors who was in a better position to help them. No, he didn’t want to do that, but he understood it was the right thing to do for the client. This later came back to Joe in a big way.
I've known Julian Khursigara for several years now. We met as a result of a collaboration between the companies each of us worked for at the time and have continued to collaborate many times since. I've always thought of Julian as a very natural Go-Giver so I'm not at all surprised the principles Bob and John share in the book have resonated so strongly. In this guest post Julian shares his thoughts on the laws of Value and Authenticity and how they have helped him to form the foundations for success in his thriving business. Enjoy Julian's wisdom.
We recently heard from a lawyer in Canada named Peter Carayiannis, who was given a copy of The Go-Giver by another lawyer, Aaron Hall of Minneapolis. Browsing Peter’s firm’s site, www.conduitlaw.com, we noticed they feature something they call a “Client Value Adjustment,” which goes like this:
Roland Hanekroot is a big guy. His impressive dimensions and powerful posture are amplified by his quirky European style. He has this magnetic quality. You find yourself being drawn to him and wanting to engage in deep conversation. As a business coach extraordinaire these are all great qualities for Roland to have but I think the one quality that makes Roland so attractive to others is that he is a Giver. Enjoy Roland’s thoughts on this subject in this truly wonderful post.