Go-Givers Sell More

About the Author

Bob Burg is a former top sales professional and the author of Endless Referrals and Adversaries Into Allies. He is a highly sought-after speaker who teaches the principles at the core of The Go-Giver to audiences worldwide. John David Mann has been writing about business, leadership, and the laws of success for more than 20 years; he is also the coauthor of the New York Times bestsellers Flash Foresight and The Red Circle.

Main Idea

Go-Givers Sell More by Bob Burg and John David Mann is a practical guide that makes giving the cornerstone of a powerful and effective approach to selling. The book demonstrates that cultivating trusting relationships and focusing exclusively on creating value for others leads to more productive and satisfying results in sales.

Table of Contents

• Introduction: The Truth About Selling
• The Five Laws of Stratospheric Success
• The Law of Value
• The Law of Compensation
• The Law of Influence
• The Law of Authenticity
• The Law of Receptivity

Introduction: The Truth About Selling

Most people, whether in sales or not, hold misconceptions about selling. It's often viewed as convincing people to do something they don't want to do. However, selling is truly about helping people achieve what they want. The book suggests that selling should be seen as giving: giving time, attention, counsel, education, empathy, and value. This approach eliminates the anxiety associated with traditional sales tactics.

The Five Laws of Stratospheric Success

The Law of Value

Your true worth is determined by how much more you give in value than you take in payment. As a salesperson, your job is to create value. Value can be created through excellence, consistency, attention, empathy, and appreciation. The essence of the Go-Giver philosophy is that the more you give, the more you have.

"Your job is not to make a sale but to create something else: value." - Bob Burg and John David Mann

• A car salesperson who focuses on understanding the customer's needs and providing valuable advice, rather than pushing a sale.
• A real estate agent who offers consistent follow-ups and genuine empathy to clients, helping them find their dream home.
• A financial advisor who provides comprehensive and personalized financial planning, ensuring clients feel valued and understood.

The Law of Compensation

Your income is determined by how many people you serve and how well you serve them. To increase sales and cash flow, you must touch as many people's lives as possible with added value. This means creating a positive impact and forming genuine connections with people.

"Your compensation is an echo of impact." - Bob Burg and John David Mann

• A salesperson who builds a vast network by attending community events and offering free seminars on relevant topics.
• A customer service representative who goes above and beyond to resolve issues and ensure customer satisfaction.
• An entrepreneur who collaborates with other businesses to provide enhanced services and reach a broader audience.

The Law of Influence

Your influence is determined by how abundantly you place other people's interests first. Building a reputation based on genuine interest and serving others' needs creates a vast and thriving sales business. Great salespeople grow networks by focusing on giving credit away and elevating others' lives.