The Latest from the ABM Experts
April 29, 2019
Multiply Your Sales with the Go-Giver Mindset
Written by Sangram Vajre
This post is based on a podcast with Bob Burg. If you’d like to listen to more #FlipMyFunnel Podcast episodes, you can check them out here and listen to this episode below!
What if I told you, you’re on the right track but there might be something missing.
You need to reverse the polarity of how you approach your entire sales process. How?
By moving from an “I-focus” or “me-focus” to an “other-focus” — where you are totally, absolutely, laser-focused on bringing immense value to them!
I know this may sound insane, but I’ve just met the man who has totally convinced me.
In a recent podcast, I spoke with Bob Burg, speaker and author of the best-selling Go-Giver series of books.
Here’s What We’re Unpacking Today:
- Fun Fact
- Facts Tell. Stories Connect.
- Why You Need to Read the Go-Giver Books
- Selling on Price Makes You a Commodity
- Sweating the Small Stuff
- Sangram’s Summary
- Bob’s Challenge
Bob Burg: I run on Dunkin coffee. I don’t need it to wake up, and it doesn’t keep me up when I drink it at night. I just really enjoy it. I grew up in the greater Boston area which is Dunkin Donuts’ home. It’s like a comfort thing for me.
Facts Tell. Stories Connect.
Burg’s first major book was called Endless Referrals: Network Your Everyday Contacts Into Sales. It was a how-to book about how people who had a product or service believed in what they did. They understood the value it brought to others.
But they didn’t feel comfortable in terms of developing the kind of relationships with people that led to what I call the “know, like, and trust relationships” that are so necessary for business and referrals.
Why You Need to Read the Go-Giver Books
The Go-Giver Series shifts the sales focus from go-getting to go-giving.
The most self-interested thing you can do is put the other person’s interest first, because that’s the only reason why they’re going to buy from you, and it’s the only reason why they should.
Selling on Price Makes You a Commodity
It tends to come down to five elements of value:
To the degree that you can, communicate one or more of these elements of value at every touchpoint, that’s the degree to which you have totally distinguished yourself in the marketplace.
Sweating the Small Stuff
When you network with a prospect, you should be cultivating mutually beneficial give and take, or give and receive, win-win relationships. When done correctly, when done with a focus on the “give” part, when done with authentic caring for and about the other person, you’re creating the environment for a great relationship to begin.
- Shift your focus from getting to giving. Giving means giving value.
- Facts tell. Stories sell. Stories connect with people, and they stick.
- People don’t buy things from sellers because they’re nice, or they’re cutting them a great deal. They buy because it’s going to make their life or job better, faster, more efficient, etc.
- Don’t take yourself too seriously but at the same time, sweat about the small touchpoints that you have with your customers.
Focus on the other person. Rather than denying your self-interest, put it to the side temporarily. Put your focus where it belongs, on your prospective customer or those you’re serving. You’re going to help them, and in doing so you’re going to help you, your company, the economy, and everyone.
It’s going to become a natural, authentic part of you.