Friday, March 12, 2010

Good Books: Go-Givers Sell More

As I wrote a few days ago, I've been reading Bob Burg and John David Mann's new book, "Go-Givers Sell More". In this volume, they spend quite some time applying the Five Laws of Stratospheric Success to the process of sales. Not ironically, what they end up with sounds like good networking.

And, speaking from personal experience, it works.

Unlike the previous book, they don't tell this one in parable form. It also is not the type of book which contains exercises at the end of each chapter.  Rather this time the authors have created a series of essays exploring various techniques and concepts having to do with the sales process and how the follower of the Go-Giver way would implement them.

What I like especially about this book is how the authors deal with the idea that this is indeed a sales process. The ultimate goal is to have someone purchase your goods or services. In order to achieve that goal, however, the Go-Giver must create a temporary suspension of self-interest. The act of creating value for others is what drives the process and underlies almost every aspect of how to approach "selling".

Now, one misconception about the Go-Giver model is that you must give everything away for free. Bob actually addresses this in the Go-Giver blog. This is most certainly not the case and, if you read these books all the way through, you will see that it never actually says that.  It does say to provide more value than compensation, but it never says that you should give up all of your worldly goods.  In fact, both books go to great lengths to show that there is no dichotomy between doing good for others and reaping benefits for yourself.

If you enjoyed the first book and the concepts it espoused, be sure to pick up this sequel. Its application of the Laws in what many perceived as the ultimate "go-taker" pursuit, sales, can be both thought-provoking and inspiring. Perhaps you can find some wisdom to make your own pursuits (both personal and professional) more profitable and more enjoyable in every way.

2 comments:

  1. Greg, you ROCK! Thank you for your very kind review of John David Mann's and my newest book. And thank you for the link back to the blog post so we can all make sure that the term, "Go-Giver" is not misconstrued. I truly appreciate you!!

    Bob

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  2. Hi, Bob
    Thanks for checking in. I'll be looking forward to more from the "Go-Giver" series.

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