Go-Givers Sell More [Hardcover]

Bob Burg (Author), John David Mann (Author)

Book Description

Release date: February 18, 2010

With their national bestseller The Go-Giver, Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business.

Now Burg and 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 do something they don't really want to. This mentality sets up an adversarial relationship and makes the sales process much harder than it has to be.

As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically.

Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.

Editorial Reviews

Review

About the Author

Bob Burg is a popular public speaker who teaches the tenets of The Go-Giver to audiences around the world. A former sales professional, he is also the author of Endless Referrals. John David Mann has been writing about business and leadership for more than twenty years; he is also co-author of The Secret Language of Money. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Hardcover: 208 pages
• Publisher: Portfolio Hardcover (February 18, 2010)
• Language: English
• ISBN-10: 1591843081
• ISBN-13: 978-1591843085
• Product Dimensions: 5.5 x 0.7 x 8.3 inches
• Shipping Weight: 10.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (61 customer reviews)
• Amazon Best Sellers Rank: #18,215 in Books (See Top 100 in Books)
  • #64 in Books > Business & Investing > Marketing & Sales > Sales & Selling

Most Helpful Customer Reviews

86 of 88 people found the following review helpful

5.0 out of 5 stars My Favorite Sales Philosophy Book of All Time February 18, 2010

By Dave Carpenter VINE™ VOICE

Format:Hardcover|Amazon Verified Purchase

The heart of our economy is selling. And, for decades, sales experts have written wonderful books detailing ways to improve the sales process. Having spent much of the early years of my career on the front lines of selling professional services (high-end consulting) and having taught professionals selling for the last 20 years, I have long been a voracious reader of the latest books on how to improve the selling process. At long last, someone has written the perfect companion to all those wonderful process books - this a beautiful gem on a winning sales philosophy. The perfect companion for all those wonderful process books.

I loved this book! It jumped off the bookshelf and into my arms on Sunday while passing through the Orlando airport. On the ensuing plane ride, I read with delight a book which captures the essence of the philosophy that I have personally seen as the differentiator among professionals selling high-end services (i.e., lawyers, accountants, consultants, and investment bankers). The five "laws" are brilliant, the explanations of the laws are very clear, and the short stories crisply support the point being made.

I thought the Go-Giver, the prequel to this book, was a delightful book. This book takes the concept espoused in that gem and transforms the concept into a comprehensive and implementable sales philosophy. This is the starting point for being successful at selling. Compliment it with your favorite sales process (eg "Consultative Selling," "High Trust Selling," "Integrity Selling," etc.) and you will have the winning combination for times that require every sales person to be at their very best.

If I have one concern about the book, it is that the book will get thought of as being just for "sales people." I share the belief that authors Bob Burg and John David Mann point out that almost all of us are involved with sales, in some dimension of our life. From the President of the United States, to non-profit CEOs, to professionals, to solo-entrepeneurs, we all need to be sell effectively and honorably. This book lays out the guidemap for building the foundation for doing so. Best of all, it does so with five laws that any of us can master.

The best indicator of the depth of my feelings about any book is when I start gifting a book in significant numbers. Not only have I started doing that with this book, but I already have one CEO who has told me that he appreciated my gift, loved the book and is buying copies for his entire sales force and his senior management team. And another CEO is giving copies to each of the lawyers in his firm. Their actions have me convinced this book is going to the top of the charts, and deservedly so.

This my 100th review here on Amazon, where I write reviews only on the best of the best of the many dozens of books that I read each year. Because I only write on the best of the best, my ratings here are generally a 4 or 5 star. This book not only deserves a 5 rating, but also goes down as one of the most important of the 100 top books I have reviewed here. It really is that good! And, that important for a world that needs principled approaches to all the important things in life!!

25 of 26 people found the following review helpful

5.0 out of 5 stars Building Relationships - Why Go-Givers Sell More February 22, 2010

By Terry L., Brock

Format:Hardcover

Length: 1:37 Mins

Go-Givers Sell More is about the new way to connect with people. Watch this video to discover a key concept that might be different from what you've heard before. This book is a must-have for serious business people who want to move beyond the old way of "control" and into a much better way to dealing with people through relationships. Watch this short video and learn about how it can help you.

8 of 8 people found the following review helpful

5.0 out of 5 stars It's Not Just About Sales February 18, 2010

By Rebel E. Brown

Format:Hardcover|Amazon Verified Purchase

Whether in business or our personal lives, relationships are all about adding value to other peoples' lives. Creating giving relationships is the core of Go Giver's Sell More. Yes, the book guides up to be better sales people. But it's SO MUCH MORE than that. This book guides everyone of us toward a better way to be, as human beings, friends, lovers, partners, associates or strangers who pass on the street.

Go Givers Sell More helps us remember our truth - that giving is the key to all relationships. Giving for the sake of pure joy, for the sake of the giving, without a thought for personal gain - or the popular Win/Win that has us keeping score on our relationships. That universal law is quite simple. We just have a hard time remembering it, much less following it.

Our social training is all about getting ahead, doing for ourselves, giving to receive - keeping track of our family and friends in the balance of giving vs getting. Sure, some of what we're taught in sales (and marketing) is useful. But the core premise is flawed. We're all taught to focus on our product and our goal of selling it. We're taught tactics that take us out of the focus on relationship building for the joy of relationships - and into the 'me, me, me' zone.

Human relationships weave the fabric of all business. Relationships also weave the fabric of life. When we put our relationships and others first, focus on creating value for them and give freely of ourselves - that's when we return to our truth. The pure goal of sales, and life, is to create VALUE for others. That's what Go Givers Sell More teaches us to do.

This little book shares life-returning concepts. Many of us are stuck in society's training. We are like gerbils on a wheel - racing as fast as we can to get ahead by working hard, refining our business skills, doing what everyone else has taught us to do along the way. Focus on Our Goal, Our Lives, creating Our Value.

What if everyone else is wrong? What if success, in life and business, is as easy as giving to others, creating value for them, helping them succeed. Trusting in the knowing that the more you give, the more you have. That's what Go-Givers Sell More shares with us. A better way to live, be and create relationships. When we do that - the rest just happens.

Go Givers Sell More is eye-opening. Applying its lessons is life-changing. I highly recommend it and its sister book - Go Givers. Both will change the way you view life and the pursuit - forever.