I just finished reading an advance copy of Bob Burg and John David Mann's Go Givers Sell more. As most of you who read this blog often know I'm not a huge fan of parable style books but I read The Go Giver and was a convert . . . at least in a small way. Well, Bob and John have carried on the exceptional lessons in The Go Giver and shown how to apply them to sales. In case you aren't familiar with the five laws of the Go Giver they are:
The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
The Law of Influence: Your influence is determined by how abundantly you place other peoples' interests first.
The Law of Authenticity: The greatest gift you have to offer is yourself. The most significant way you have of adding value to others' lives is by honoring your own nature—by being genuine and not trying to be someone you're not.
The Law of Receptivity: The key to effective giving is to stay open to receiving.
Now these are not physical laws like gravity does the book ever intend to promote that some mystical force or law controls the outcome of your sales. Bob and John have done an amazing job of showing how simple ideas which he refers to as laws can change the way you react and interact in a sales setting with your customers while providing more value and increasing sales.
Do yourself a favor and grab this short book and read it, then read it again. Bob and John are two of my favorite writers and I'll be they become two of your favorites as well.