Being A Giver in Sales Drives Longterm Success with Bob Burg
In this episode of the Peak Performance Selling podcast, Jordan talks to award-winning and bestselling sales author, Bob Burg. Bob talks about serving others as your primary target for sales, and treating money only as a reward for meeting that goal. Selling should be about adding value to your customer’s life by way of your product or service, and treating their success as your own.
For Bob, there is no faster and more sustainable way of attaining success in sales than by adopting a giving mindset. The most fulfilling way of conducting business, Bob says, is also the most profitable.
- Serving others, not money should be your primary target
- The buying process has changed
- Selling should be about giving
- Customers are buying for their reasons, not yours
- The 5 Laws of Stratospheric Success
Bob: "Great salesmanship is never about the salesperson. Great salesmanship is never about the product or services as important as those are. Great salesmanship is about the other person, it's about adding value to the life of another human being. I guess we can even say it's really about another person's life being better just because you are part of it."
Bob: "Nobody's gonna buy from you because you have a quota to meet. They're not gonna buy from you because you need the money or even because you're a really nice human being. They're gonna buy because they believe that they will be better off by doing so than by not doing so."
Bob: "When we say giving in this context, we simply mean constantly and consistently providing immense value to others and understanding that doing so is not only a more fulfilling way of conducting business, it's the most financially profitable way as well."
Bob: "All things being equal, people will do business with and refer business to those people they know, like, and trust. There's no faster, more powerful, or more effective way to elicit those feelings toward you from others than by genuinely moving from that I-focus or Me-focus to an Other-focus."
You can connect with Bob and his work in the links below:
- Linkedin: https://www.linkedin.com/in/bobburg
- Website: https://thegogiver.com/
- Podcast: https://thegogiver.com/podcast/
- Order Bob’s books: https://thegogiver.com/order-now/
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About Jordan Benjamin
Jordan is the founder of My Core OS. After spending years in sales, working with sellers and studying peak performance he found an opportunity to help sellers level up to not only build peak performance at work, but to also create harmony between work and life so you can sustain performance over the long term.