Go-Givers Sell More

by Bob Burg, John Mann

Genres: Business

1 pages, Audio CD

Published March 1, 2021

About the author

Bob Burg shares information on topics vital to the success of today’s businessperson. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

He is a founding board member of Club 100, a charitable organization focused on helping underprivileged local area youths. A lover of animals, he is a past member of the Board of Directors of Safe Harbor, which is the Humane Society of Jupiter, Florida.

Reviews

[Biggest Little Book Talker · Rating 4 out of 5]

I enjoy the go-giver book series and the writing style designates with me throughout every chapter.
I love how it is structured by law and then broken down in to categories under that law. With each in they talk about the topic and list examples through story telling.
Extremely good book and series to read.
Take aways:
Sales is above giving, not getting
The law of value
1. Create value
- excellence, attention, consistency, empathy and appreciation
2. Muffin
3. Giving
- the more you give the more you have
4. Money
- Create value and money follows
- Bad first questions, does it serve others?
5. The paradox
- give without expectation of return, knowing there will be a return
the law of compensation
1. Touch lives
- impact that you have on others
- Create an experience of value that impacts others lives
2. People
- the hat great people skills, be a person
- Makings sales
3. Rapport
- Form (family, occupation, recreation, and message)
- 4. Skills
- Fell, felt, found
- Ask yourself, what is the truth?
- Avoid the me, me, me part
- Sales at its core is getting to know people
- 5. Curiosity
- 200 lb telephone (hard to make a call)
- If uncomfortable on a call you are thinking about yourself
- Your attention is like a flashlight and goes wherever you point it
- 6. Maternity
- Having control over your response and actions
The law of influence
1. Build networks
- Push and pull
- Push is what you want and pull is what they want
2. Fuzzy influence
- Each person has s super of influence (around 250 people)
- Warm and cold market (people you know and people you don’t)
- Fuzzy market are people you vaguely know or people who know the people you know
- 3. The perfect pitch
- First do no harm
- Don’t pitch, ask great questions
- 4. Great questions
- 5. Follow through
- Connect people to other people
- 6. Your serve
- Be them focuses
- Explain your product to make it in a way that serves the person or someone they know
7. Posture
- Staying clear on what you cant control
8. The competition
- don’t bash others, show respect
The law of authenticity
1. Be real
- Integrity (be whole)
- Words and actions are the same
2. Present
3. Undersell
- using big words to say you should trust me makes us what to trust you less
4. listen
- what is this person saying or how you can respond
- Listening can form into a valuable dialogue
5. Objections
- don’t force it, see if you can figure out the reason the objection and listen
- 6. The close
- 7. Silence
The law of receptivity
1. Stay open
- Be open to receiving help
- Keep it simple, accept the offer and say thank you
2. Left field
3. Crisis
- a choice
- loses and failures have great value
- Don’t let them demons in your trust, let them grow it
4. Trust

[Vanessa Barfield · Rating 3 out of 5]

I enjoyed the original Go-Giver more but this was a more focused read for the professional. Start with the original first!

[Silvia Escobar]

Excellent read. Aligned with my way of doing business. Very helpful.

[Steve Croft · Rating 5 out of 5]

My top book for sales. I get all my sales leaders to read it.