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Go-Givers Sell More Hardcover – February 18, 2010
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About the Author
John David Mann is an award-winning author whose titles include the New York Times bestsellers The Red Circle and Flash Foresight and the international bestseller The Go-Giver.
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Top Customer Reviews
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.Read more ›
|Length: 1:37 Mins|
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.Read more ›
In an episode of Seinfeld, my all-time favorite sitcom, George Costanza starts doing the opposite of what "old George" would do, because whatever old George did, it never worked out the way he wanted. The minute he starts doing the opposite of what he would have done, George meets with success. Go-Givers Sell More preaches rather convincingly that George was right. The authors of a previous giant best selling business fable, The Go-Giver, Burg and Mann have created a sales manual for every person who wants to provide a product or service for fee. The trick is never to sell...do the opposite--give. Start with value, don't end with it. Talk less, listen more. Ask what you can do--not if they'll buy your product or service. Their model is the opposite of the old sales model that had sales people prospect, qualify, present to them, and finally close the deal. Rather, their sales model is to create value, touch people's lives, build networks, be real and stay open. There are Five Laws of Stratospheric Success: The Laws of Value, Compensation, Influence, Authority, and Receptivity. Why am I so passionate about this? Because it works! I've practiced an iteration of this model for years, but these guys have given it structure, definition, and legitimacy. It's a book I'll be buying for a number of my friends.
Most Recent Customer Reviews
This book is filled with practical examples of how to apply the techniques explained in the book. A quick read that will leave a lasting impression.Published 11 days ago by Bryan Jenkins
One of my favorite books. I bought a bunch for Christmas presents.Published 1 month ago by Alicia A. Dart
One of the best books I've ever read! Whether you are in sales or not, this book is an excellent read!Published 3 months ago by Laura Meehan
Thought I was giving before but after reading Go Givers Sell More I took it up a notch and almost immediately started to see the results.Published 3 months ago by Amazon Customer
This past spring I read the first book in the series, The Go-Givers, and really loved the message that it presented. Read morePublished 3 months ago by CWRose
Love how it puts the theory from The Go Giver into more detail so that it really sinks in. Another great book!!Published 4 months ago by Vanessa Bradley
The book clearly shows that it is more productive when sales representatives think like givers, and focus on creating value for the buyers. Finally, great results will follow! Read morePublished 5 months ago by IOSIF KOEN