The Power of Shifting Your Focus in Sales to Giving, Bob Burg, Author, The Go-Giver

Sell By Being Human

Summary:

Bob Burg is a Hall of Fame keynote speaker on referrals, relationship building, and genuine influence. He is the coauthor of the international bestseller, “The Go-Giver” and founder of The Go-Giver Success Alliance.

His message is all about shifting your focus from getting to giving (giving meaning constantly and consistently providing immense value to others) is not only personally fulfilling; it’s also the most financially profitable way of doing business.

For the past 30 years Bob shared his powerful concept in front of audiences ranging from 50 to 15,000 at hundreds of events, conferences and professional gatherings around the world. This includes sharing the stage with top business leaders, Olympic athletes and even a former U.S. President.

IN this episode you will learn a new way of what you give in a sales situation. Every sales dynamic contains a measure of giving. When we look at a sales through a lens of what we can get or what a client can receive, we lose sight of such an important human skill: giving. There is a difference between active and passive giving. Bob teaches you how to look at defining what you give in sales and how the act of giving can quickly help you become remembered by who you sell to.

Key Moments:

02:57 - Selling Literally Means Giving

3:49 - Simple definition of sales. Discovering what someone does want, what they need, and helping them go get it.

6:18 - How to shift your focus to giving without losing sight of what you want to get.

09:00 - Selling is not about being nice. The laws of success.

14:42 - Story of a roofer who implemented the principles of the Go-Giver to grow his business during the pandemic

17:05 - The difference between a passive giver and a go-giver.

18:23 - Definition of value vs price. The desirability of a thing.

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