157: Bob Burg: How Being A Go-Giver Leads To Business Success

What is the Go-Giver philosophy and how can you use it to achieve greater business success?

In this week’s episode, Bob Burg addresses these questions and so much more. He is the co-author of The Go-Giver, a Wall Street Journal and BusinessWeek Bestseller that has sold over 650,000 copies. Since its release it has consistently stayed in the top 25 on 800ceoread’s Business Book Bestsellers List. It has been translated into 21 languages, was rated #10 on Inc. Magazine’s list of the Most Motivational Books Ever Written, and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.

In our enriching conversation with Bob Burg, he defines his Go-Giver philosophy, which has captured the business world’s attention. We explore the difference between creating value and giving stuff away for less – or for free – and how giving is not only a nice way to do business, it is also the most financially profitable.

Bob Burg goes on to define the 5 elements of value that anyone can apply and how to create sales transactions that leave both parties far better off than they were before. We also explore the Law of Receptivity, which states that giving and receiving are not opposite concepts, rather, they are two sides of the same coin.

We wind up our conversation with Bob revealing a few specific techniques that he uses to make a lasting impression on decision makers and gain more business. Packed full of valuable insights from a master salesman, author, speaker, and business leader, this episode is a must-hear for every person seeking to bring greater value to the world.

Key Takeaways

1) Constantly and consistently providing value to others is not only a nice way to do business it is also the most financially profitable.

2) Money is simply an echo of value.

3) Unless you’re Wal-Mart, trying to make low prices your unique selling proposition is not unique, it’s not selling, and it’s not a great proposition. If they buy from you on low price, they’ll leave you for the next person who lowers theirs. You’re also probably not going to leave yourself enough margin to conduct your business profitably, productively, and you’re not going to have as much fun. You’ll also have to have twice as many customers.

4) Giving away stuff for free is not being a Go-Giver, and it’s not not being a Go-Giver. It’s simply a strategy.

5) When you sell on price, you’re a commodity. When you sell on value, you’re a resource.

6) There are 5 elements of value – as you do these 5 things, you take price out of the conversation.

7) The key to effective giving is to stay open to receiving. Giving and receiving are not opposite concepts rather, they are two sides of the same coin. FOCUS on the giving, and ALLOW yourself to receive.

Additional Resources 

The Go-Giver Podcast

The Go-Giver Book
Go-Givers Sell More
The Go-Giver Leader
The Go-Giver Influencer (to be released in April 2018)
Endless Referrals

Connect With Bob Burg

https://thegogiver.com

Bob Burg Biography

Bob Burg shares information on topics vital to the success of today’s businessperson. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations.

Bob regularly addresses audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President.

Although for years he was best known for his book Endless Referrals, over the past few years it’s his business parable, The Go-Giver (coauthored with John David Mann) that has captured the imagination of his readers.

The Go-Giver, a Wall Street Journal and BusinessWeek Bestseller, has sold over 650,000 copies. Since its release it has consistently stayed in the top 25 on 800ceoread’s Business Book Bestsellers List. It has been translated into 21 languages. It was rated #10 on Inc. Magazine’s list of the Most Motivational Books Ever Written, and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.

Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies.
The American Management Association named Bob one of the 30 Most Influential Leadersand he was named one of the Top 200 Most Influential Authors in the World by Richtopia.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

He is also an unapologetic animal fanatic and served on the Board of Directors of Furry Friends Adoption and Clinic in his town of Jupiter, Florida.