Here is a book that applies the lessons of the best-selling parable The Go-Giver to real-world situations.
The Go-Giver took the business world by storm with its message that giving is the most fulfilling and most effective path to success. It has inspired more than 125,000 readers and listeners—but some have wondered how the story's lessons stand up to the tough challenges of everyday, real-world business. Now Bob Burg and John David Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling.
Most of us think of sales as convincing potential customers to believe or do something they don't really want to. But that cutthroat mentality makes the process much harder than it has to be—especially in an economic downturn, when customers are more suspicious and defensive. It's far more productive (and satisfying) when salespeople think like Go-Givers and focus exclusively on creating value for the customer. Cultivate a trusting relationship and provide outstanding service, say the authors, and great results will follow automatically. Illustrating their points with a wide range of real-life examples, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.
©2010 Bob Burg, John David Mann (P)2010 Gildan Media Corp
Co-Founder, and VP of We Are Communitie, inc. The mission of helping strengthening our communities businesses, non-profits, and education system by rebuilding how marketers market, and consumers purchase. I'm also an avid cook, mountain biker, surfer, love of movies with "Star" in the title, a gadget freak, and thankful to God daily of my lovely family, friends, and the opportunities given before me.
This book is loaded with key business mindsets. Not necessarily a how to, even though it has that as well. The book's goal is to provide the reader a clear definition of giving. Why giving is so critical to a businessmen long term success, but that also good management, value products and services sold at a fare profit are just as important. The book has the balance and understanding that one cannot give if your business can not be self-sustaining. This is a great book for those just entering into sales, marketing, leadership, and as an owner/manger. It can be a bit soft/slow. Parts will challenge some peoples ego, as well as potentially upset those that are self-centered or narcissistic, but that's OK, because you'll learn how giving will benefit you. The key is balance. To listen to the book, understand your style, and look at how blending the two can add to your business, your life, and your relationships.
Other than Work Hard or Work Smart what is more obvious then Give to Get? They work hard to make what we all know interesting but this is a sermon not a book. It is Chicken Soup for salespeople who do not know what to do with their monthly credit.
I believe this book holds many straightforward valuable insights that should be inherent in sales people. To sum it up, to those courteous sales persons who take the initiative and hold integrity to a high degree will be the some successful.
"Go-Givers Sell More" encapsulates many of my observations from years of sales. I have always had a "gut feel" about concepts like paying forward and providing value to every prospect you touch, but authors Burg and Mann take it a step further and provide a framework for these practices. This is especially valuable for people just getting in to sales as traditional sales training does not generally provide this insight. I have recommended it to several people.
No. I've listened to this in the car,generally in 20 to 30 minute segments. I've listened to the book in its entirety twice.
Yes. This book really makes you consider what's important in life... work/life balance... why are you in your sales job... are you really in it to help people or are you simply trying to enrich yourself?
One of the best quotes from the book..."It's not WHO you know, it's who knows YOU." There is also a great discussion about the "Rule of 250".
This book provides a road-map to illustrate how nice people can succeed and how this path will ultimately lead to more sustainable success. Highly recommend!
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