Go-Givers Sell More Summary

Go-Givers Sell More

by Bob Burg • 2010 • 208 pages
4.29
3.1K ratings
Business Personal Development Self Help
Send EPUB to your Kindle
Chapters summary Summary FAQ Reviews

Key Takeaways

1. Create Value Beyond Payment

Your true worth is determined by how much more you give in value than you take in payment.

Focus on adding value. In sales, your primary goal should be creating value for others, not making a sale. This shift in mindset transforms the entire sales process. Instead of pushing products, concentrate on how you can genuinely improve people's lives through your offerings.

Exceed expectations. Strive to provide more in value than what you receive in payment. This approach builds trust, loyalty, and long-term relationships. For example:

  • Offer exceptional customer service
  • Provide additional resources or information
  • Go above and beyond in solving problems

By consistently over-delivering, you establish a reputation for excellence that attracts more customers and referrals.

2. Expand Your Impact to Increase Income

Your income is determined by how many people you serve and how well you serve them.

Reach more people. To grow your income, focus on expanding your reach and touching more lives. This doesn't mean aggressive prospecting, but rather:

  • Networking genuinely
  • Building relationships
  • Seeking opportunities to help others

Improve your service. Simultaneously, work on enhancing the quality of your service. Continuously refine your skills, knowledge, and offerings to provide maximum value to each person you interact with.

By combining a wider reach with excellent service, you create a powerful formula for increasing your income and impact.

3. Build Influence Through Selfless Service

Your influence is determined by how abundantly you place other people's interests first.

Prioritize others' needs. True influence comes from consistently putting others' interests before your own. This doesn't mean neglecting your goals, but rather aligning them with serving others. When you genuinely help people without expecting immediate returns, you build trust and credibility.

Create a network of goodwill. By focusing on giving rather than taking, you:

  • Establish a reputation as a valuable resource
  • Generate positive word-of-mouth
  • Attract opportunities through your expanded network

Remember, influence isn't about manipulating others, but about becoming a person others naturally want to follow and support.

4. Authenticity Is Your Greatest Asset

The most valuable gift you have to offer is yourself.

Be genuine. In sales, authenticity is paramount. Don't try to adopt a fake persona or use manipulative techniques. Instead, embrace your true self and let your unique personality shine through.

Connect on a human level. People buy from those they know, like, and trust. By being authentic, you:

  • Build stronger relationships
  • Create more meaningful connections
  • Stand out in a world of scripted sales pitches

Share your own stories, experiences, and genuine enthusiasm for your product or service. This authenticity will resonate with customers and make you more memorable and effective in your sales efforts.

5. Listen More, Talk Less

The most important words that will ever pass between you and your prospective customers are the words spoken by them—not by you.

Practice active listening. The key to effective communication in sales is not in what you say, but in how well you listen. Give your full attention to the other person, seeking to understand their needs, desires, and concerns.

Ask thoughtful questions. Instead of launching into a sales pitch, focus on asking questions that:

  • Uncover the customer's true needs
  • Demonstrate your genuine interest
  • Guide the conversation naturally

By listening more than you talk, you gain valuable insights that allow you to tailor your approach and offer solutions that truly address the customer's needs.

6. Reframe Objections as Opportunities

Dealing with what most people call "objections" is often the point in the process when the sale really happens.

Welcome objections. Instead of seeing objections as obstacles, view them as opportunities to provide clarity and create value. Objections often reveal the customer's true concerns and priorities.

Respond with empathy. When faced with an objection:

  • Acknowledge the concern
  • Ask for more information
  • Collaborate on finding a solution

By addressing objections openly and honestly, you build trust and demonstrate your commitment to the customer's best interests. This approach often leads to stronger relationships and more successful sales outcomes.

7. Embrace Receiving to Complete the Cycle of Giving

The key to effective giving is to stay open to receiving.

Balance giving and receiving. While focusing on giving is crucial, it's equally important to be open to receiving. Refusing to receive disrupts the natural flow of value exchange and can hinder your success.

Practice gratitude. Cultivate an attitude of appreciation for what you receive:

  • Accept compliments graciously
  • Acknowledge help and support from others
  • Recognize the value you provide and deserve in return

By embracing both giving and receiving, you create a sustainable cycle of value creation that benefits everyone involved. Remember, your willingness to receive allows others the joy of giving and keeps the flow of abundance moving.

Last updated:

Report Issue