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Go-Givers Sell More Hardcover – February 18, 2010

4.7 out of 5 stars 158 customer reviews

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Editorial Reviews

Review






About the Author

Bob Burg is a popular conference 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 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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Product Details

  • Hardcover: 208 pages
  • Publisher: Portfolio (February 18, 2010)
  • Language: English
  • ISBN-10: 1591843081
  • ISBN-13: 978-1591843085
  • Product Dimensions: 5.5 x 0.8 x 8.5 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (158 customer reviews)
  • Amazon Best Sellers Rank: #26,353 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover 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.
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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.
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Format: Hardcover 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.
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Format: Hardcover
Go-Givers Sell More by Bob Burg and John David Mann (Portfolio published by the Penguin Group, 2010) reviewed by Steve Gladis, Ph.D. (For an extended review also, see: [...])

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.
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