Can you build authority and trust by just being yourself?
Legendary sales trainer and author Bob Burg joins host Alastair McDermott on Episode 134 of The Recognized Authority to discuss how to build authority and influence through authenticity and generosity.
They explore the difference between moral and positional authority, and why character and consistency are key to establishing trust.
Bob explains his “feel good questions” for connecting with people and focuses on enlightened self-interest in giving. He shares insights from his bestselling “Go-Giver” book series and stresses acting congruently with values. He shares a crucial business mistake that cost him, and how you can avoid making the same mistake. They discuss whether AI could replace aspects of sales and marketing.
Bob leaves us with a simple but profound tip: understand others’ motivations.
- Moral authority comes from character while positional authority comes from rank.
- Consistency builds trust as people crave certainty in an uncertain world.
- Authenticity means showing up the same way consistently, not using it as an excuse.
- Balance self-interest and contribution to others – both are part of human nature.
- Ask “feel good questions” to establish rapport and create goodwill before probing needs and pain points.
- Mistakes happen but be ready to change and adapt rather than resisting progress.
- Understand others’ motivations and what solves their problems to influence them.
0:00 – Introduction
1:38 – How do we know this is the real Bob Burg?
2:34 – Moral authority vs positional authority
3:59 – Generosity: enlightened self-interest?
7:54 – Law of Authenticity
14:04 – Consistency
16:39 – Feel good questions
23:05 – Building real rapport
25:50 – Learning from business mistakes
27:53 – The impact of AI in business
Listen in for timeless wisdom on leadership, sales, marketing and the power of character from a true authority in his field.