“The Go-Giver” is a career-changing book for many professionals. In this episode, co-author Bob Burg talks about value, influence and changing the way you look at business.
Bob starts with an overview of the 5 Laws of Stratospheric Success: Value, Compensation, Influence, Authenticity and Receptivity.
Then Bob talks about INTRINSIC VALUE: the value that’s built into your experience. These can also be broken into five parts: excellence, consistency, attention, empathy and appreciation. This is what you’re giving people. Notice that Burg lists “consistency” as part of excellence. He also emphasizes individual attention (even in a group setting) and appreciation – which doesn’t mean “discounts”.
Bob says “The key to receptivity is staying open to
“Probably the biggest upside-down misperception about selling is that it’s about taking. And it’s not! Selling is all about giving.”
“Selling is simply discovering what the other person needs, wants or desires and helping them to get it.”
Bob has never heard our “No-Sweat Intro” or “Bright Spots” interview questions, but he virtually walks through the entire conversation verbatim. Start with a conversation. Ask questions. Make a recommendation as a coach–not as a salesman. This is why offering a “free CrossFit trial”
Bob mentions “How To Win Friends and Influence People” by Dale Carnegie, which I give to every prospective coach at Catalyst.
“Ultimately, people do things for their reasons, not our reasons” – Dale Carnegie
Here are 3 things Bob learned from Harry Browne’s book, “The Secret of Selling Anything.”
- Everyone seeks happiness
- Happiness is relative
- Resources are limited.
How does a “Go-Giver” say NO to clients who are bad fits or opportunities that will squander their limited time and attention? Bob gives us tactful ways to do so.
“I’m not a big believer in being a martyr.”
A quick overview of The Go-Giver:
You can go to Bob’s website www.TheGoGiver.com and immediately download Chapter One from his international bestseller The Go-Giver and access lots of value-added resources such as the special report, The Go-Giver Way: Five Principles for Creating a Culture of Excellence.
Buy The Go-Giver series here:
Music in this episode by The Blessed Cassettes.
Recorded on August 11, 2016.
Two-Brain Business is now available on Audible.com!