Episode 41: Bob Burg of "The Go-Giver"

"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." 
He continues:
"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 Carnegie:

 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.

Music in this episode by The Blessed Cassettes.

Recorded on August 11, 2016.