Bob Burg
Appearances
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Your influence is determined by how abundantly you place other people's interests first, which isn't to say in any way that you should be anyone's doormat or a martyr or self-sacrificial. It's just that when you look at the all things being equal, the know, like, and trust, what do we see?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Placing that other person's interests first, okay, that is the way to develop that know, like, and trust toward you in others. And that's how referrals will happen because you're developing, you're creating these great relationships with people. The way you begin doing it is from that very first conversation to make it not about you, but about them.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It's asking them questions about themselves and their business, not in a prospecting type of way, just in a way that creates a relationship. It's asking them how they got started in their business and what they enjoy most about it.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It's asking that person what I call the one key question that will distinguish you from the rest, which is, how can I know if someone I'm speaking with is a good customer for you? which totally reframes everything from being the typical, I'm out there trying to give my elevator speech and sell you my product or service the first time I meet you, to I want to know how to help you.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
I want to know how to serve you. I want to know how to bring value to you. And it's the same whether you're in person or online. You know, you're really a LinkedIn expert. You're someone who's so, you have such a huge audience on LinkedIn. And how many times do you see when someone sends you a connection request, what's the first thing they do?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
After you connect, they send you a sales thing, right, to buy from them. Well, are you going to create a relationship with that person? Probably not. But it's probably the person who's asking themselves the question, hmm, how do I add value to Hala's life? to her business? How can I comment on one of her posts or one of her interviews? How can I share something that's gonna bring her value?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
How can I get to know her in a way that she sees that my focus is on, right? And that's how we start the referral process. Now, there's certain questions we can ask once the know, like, and trust is there to create the context where the person's probably gonna give us great referrals, but it always begins with the relationship.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
We can do 30 minutes just on that.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
We kind of did law of influence. We did that within that. So we sort of snuck that in a little bit because it's, again, it's placing the other person's interest first, not in a self-sacrificial way, but in a way that benefits everyone concerned. Yeah.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Sure, so if we ask what influence is, because remember, you know, the word influence has been thrown around so much now that people have lots of different definitions for it. And so I think if we look at it first on a very basic level, influence can be defined simply as the ability to move a person or persons to a desired action, usually within the context of a specific goal, okay?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And I stumbled and floundered for the first few months because I had no formal sales training. And the company I was with apparently didn't either. So I was sort of left on my own. Fortunately, after a few months, I was in a bookstore and I saw there were a couple of books on sales, which doesn't seem like a big deal right now, but that was 40 years ago.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
That's the definition, but it's not its essence. Because the essence of influence, as you said, is pull as opposed to push, right? How far can you push a rope? Well, at least not very fast or very effectively, which is why great influencers don't push. They don't push their will on others. They don't push their ideas on others. They're not pushy, right?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
You never hear someone say, wow, that David or that Mary, she is so influential. She has a lot of push with people, right? No, Mary's influential, she has a lot of pull with people. So how does that pull manifest itself? Well, again, and this is that law of influence, it goes back to placing the other person's interest first.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
The genuine influencer asks themselves questions to make sure they're facing the right way. See, I believe that we need to be internally motivated, but outwardly focused. Because remember, people don't do things for our reasons. They do it for their reasons. I often, when I speak at sales conferences, I'll often say, nobody's gonna buy from you because you have a quota to meet.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They're not going to buy from you because you need the money or even because you're a really nice person. They're going to buy from you because they believe they'll be better off by doing so than by not doing so, which is the only reason we could ever expect or should ever expect anyone to buy from us. So the genuine influencer asks questions of themselves to make sure they're outwardly focused.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
For example, how does what I'm asking this person to do, how does it align with their goals? with their needs, with their wants, with their desires? How does what I want this other person to do, how does it align with their values? What problems am I helping them to solve? How am I helping them to get to a direction or get to a place where they wanna be?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Now, when we ask ourselves these questions thoughtfully, intelligently, genuinely, authentically, not as a way to manipulate another human being into doing our will, but as a way of building everyone in the process. Now we've come a lot closer to earning that person's commitment, right? As opposed to trying to depend on some type of compliance or push.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Sure, so if influence is a matter of being able to move a person to a desired action, okay, there are two ways to influence. You could do it through persuading another human being, or you could do it through manipulating another human being. One's positive, one's negative, right? Now, the interesting thing is both persuaders and manipulators understand human nature.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They understand what motivates people. They understand how to move people to action. In a sense, you could say persuasion and manipulation are cousins. Now, one's the good cousin, persuasion, and one's the evil cousin, manipulation.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Sales books, they simply were not as prolific as they are now. I didn't even know such a thing existed. When I saw them, I picked them up, bought them, brought them home. And every night I'd come home after work and I would study into the wee hours of the morning. And within a few weeks of applying the information, my sales began to go through the roof. And it was really a great experience for me.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
If we want to describe manipulation, I think the person who described it best was a guy by the name of Paul W. Sweats, who wrote a book published in 1987 called The Art of Talking So That People Will Listen, which was really more about listening than it was about talking, but that was the title. It was a wonderful book. And in it, he said, manipulation aims at control, not cooperation.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It does not consider the good of the other party, and it results in a win-lose situation. Now, in direct contrast to the manipulator, the persuader always seeks to enhance the self-esteem, or I would say the position, of the other party. People respond better because they're treated as responsible, responsable, self-directing individual.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
So it begins really with intent, though that's not where it ends. But here's the thing. See, a manipulator may not be trying to necessarily hurt the other person, But if that's what it takes to get their way, they'll do so because it's all about them and their needs.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
With a persuader, that can never happen because for a persuader to be happy with the situation and with themselves, they have to know that not only has the other person benefited, but that the other person feels good about the situation.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
From there, I started to really get into the personal development aspect because I quickly learned that sales was really about building yourself on the inside. right? And that that success manifested outwardly, but it really was what you put into your mind and took into your heart.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
So I started getting all the, you know, the classics of personal development from Dale Carnegie's How to Win Friends and Influence People to Think and Grow Rich to The Magic of Thinking Big and Psycho-Cybernetics and As a Man Thinketh and Ogmandino's books and all the great books. And I just, I became a, I guess, an internal library, right?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Well, thank you. Yes. Autonomy is a key aspect of human nature. People wanna feel they're in control of their own lives, okay? An out or a backdoor is an emotional escape hatch you give someone so that they never feel as though they're back into a corner, okay?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
But who knows what their experience has been? We never know what someone's experience is. Maybe somebody took advantage of them, or maybe they really are someone who doesn't trust themselves to make decisions. I don't know. But what we can do is reframe this using the out or back door. So it might be something like,
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Susan, while we've been fortunate to be able to help a lot of people with this product, whether or not it's the right fit for you, we simply can't know without exploring deeper and both of us discovering that. So please know that this conversation is for both of us to determine whether this would be right for you. And if it is, great. If not, that's okay, too.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Very, very much.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Most valuable gift you have to offer is yourself. And... In this law, Deborah, who was the mentor in this part of the story, explained that all the skills in the world, the sales skills, technical skills, people skills, as important as they are, and they are all very important, they're also all for naught if you don't come at it from your true authentic core.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
But when you do, when you show up as yourself day after day, week after week, month after month, people feel good about you. People feel comfortable with you. They feel safe with you. And why not? They know who it is they're getting. So authenticity is a very powerful part of building trust.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And, you know, so I really enjoyed it and eventually worked my way up to sales manager of a company. And people began to ask me to show their sales team what was working for me and eventually just morphed into a speaking business.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Now, I think, you know, today, authenticity, just like influence, it's a word that gets bandied about so much. I think people kind of... confuse aspects of it. I think a lot of people, I believe, think authenticity means you have no boundaries. Say whatever you want, do whatever you want, this is how I am, take it or leave it.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Which, by the way, good philosophy if you want no happy relationships and you don't feel like being successful in business. Then it's a good philosophy. But otherwise, no, it's really not. Authenticity does not mean you have no boundaries. Authenticity simply means you act congruently with your values, okay? It should never be used as an excuse for staying where you are.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It's like the person who says, well, I have anger issues, and I yell at a lot, and I yell at people a lot, and if I were to act any differently, that wouldn't be authentic of me. That's baloney, that's hogwash. It simply means that person has an authentic problem. that that person needs to authentically work on in order to become a better, more effective, higher version of their authentic selves.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Yeah, the law of receptivity says the key to effective giving is to stay open to receiving. This means nothing more than understanding that, yeah, you breathe out, you also have to breathe in. It's not one or the other. It's both. You breathe out carbon dioxide, you breathe in oxygen, you breathe out which is giving, you breathe in which is receiving.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Giving and receiving, despite the many anti-prosperity messages we receive from the world around us, which is really a shame, despite that, giving and receiving are not opposite concepts. They're simply two sides of the very same coin and they work in tandem. The key is that you focus on the giving
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And you allow the receiving, which is why John David Mann and I say that money is simply an echo of value. So you focus on the giving. And when you do this and you create such wonderful value for others, you've created that benevolent context for success. And then you allow yourself to receive as a natural result of the value you've given.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
I think it goes back to a definition, as you can tell, so many things go back to definitions, right? And I think it's when we talked about authenticity, acting congruently with your values. I think happiness, which is really what it's all about, when you think about it, the end of our life, what is it? It's how happy we were, right? I personally define happiness
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
as an ongoing and genuine feeling of joy and peace of mind, the result of living congruently with one's values. So I think that with everything we do, if we're able to check on this, is what I'm about to do congruent with my values, congruent with the person who I believe I am and or want to become,
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
then I think we create that context for happiness, which doesn't mean life is, you know, rainbows and unicorns either. Life is life, okay? But it means that we have that ongoing sense of happiness.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Best place is burg.com.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
My pleasure. Thank you.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Exactly. And, you know, I think when you... And there are different types of books. There are the books that really you're just developing yourself personally and professionally. And then there are the how-to books. And they can provide, and such as the ones I purchased, and they were by Zig Ziglar and Tom Hopkins, the two that I purchased when I first saw them. They were roadmaps for me.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They told me how to do what I needed to do. It was really, it was a methodology. It was a system. And to this day, I personally define a system as the process of predictably achieving a goal based on a logical and specific set of how-to principles. The key is being predictability, right?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
If it's been documented that by doing A, you can get the desired results of B, then you know all you need to do is A and continue to do A and continue to do A and eventually you'll get the desired results of B. So yeah, absolutely. And you think about how many years Mr. Hopkins and Mr. Ziegler spent learning their craft.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And then as you said, they put it into book form and I got to read it within a few hours and and you apply the information. So yeah, I think you really hit it right on the head.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Well, kinda, let's look at that. So the basic premise of the Go-Giver is simply this, that shifting your focus, and this is really where it all begins, shifting your focus from getting to giving.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Now, when we say giving in this context, we simply mean constantly and consistently providing immense value to others, understanding that doing so is not only a more fulfilling way of conducting business, it's the most financially profitable way as well. And not for any way out there, woo-woo type of magical, mystical reasons. It makes very logical, very rational sense.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
When you're that person, Hala, who can take your focus off yourself and place it on serving others, on discovering what they need, what they want, what they desire, focusing on helping them solve their challenge and problems, taking your focus off of yourself and making it about helping to bring them closer to happiness, people feel good about you. People want to get to know you. They like you.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They trust you. They want to be part of your life, part of your business. They want to tell others about you. Now, we would say in terms of go-giver and go-getter, it always depends upon how you define terms. So what we like to say is we love go-getters because go-getters are people of action. You know, you're a go-getter as well as a go-giver. You're a person of action, right?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
You started in radio, you went into, you had your blog that you had, you led a whole group of teams. As that died down, now you went into something else. You're a go-getter, but you're always providing value to others. You're a go-giver. And so we like people to be both go-getters, people of action, and go-givers, people who are absolutely focused on providing immense value to others.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
We would say the opposite of a go-giver is a go-taker. And that's that person who feels almost entitled, if you will, to take, take, take without having added value to the person, to the process, to the situation. And they tend to be frustrated because they rarely have the kind of sustainable success that they believe they have.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Okay, so there are the laws of value, compensation, influence, authenticity, and receptivity. The law of value is all about making the experience so wonderful for the prospective customer and client and eventual customer and client that...
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Aside from just the intrinsic value of your product or service, it's the excellence, it's the consistency, it's the empathy, it's the attention, it's the gratitude, everything you put into the entire experience that makes it so worthwhile for them that they feel as though they're receiving much more in value. than what they're paying. And they do, while you also make a very healthy profit.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
In any free market-based exchange, there should always be two profits, the buyer profits and the seller profits, because each of them come away much better off afterwards than they were beforehand.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Thank you, Holla. Great to be here.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
But what value does she give you in exchange that is so immense? First, through her experience, her knowledge, her wisdom, her desire to find out about you and what you're looking to accomplish. She gets to know your business, okay? She's able to save you $5,000 in taxes. She also saves you countless hours of time.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
She also provides you and your family with the security and the peace of mind of knowing what was done correctly, right? So she's just given you well over $5,000 in value in exchange for a $1,000 payment of price. So you feel great about it, but she also made a very healthy profit because it's worth her time. It's worth her while, okay, to...
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
sell or lease her time, her energy, her expertise, her caring, her, you know what I'm saying?
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And so both of you come away much better off afterwards.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Okay, so this says that your income is determined by how many people you serve as well as how well you serve them. So where law number one says give more in value than you take in payment, law number two tells us that the more people whose lives you touch with the exceptional value you provide, the more money with which you'll be rewarded.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Nicole Martin, the CEO in that part of the story, told Joe, the protege, that law number one, the law of value represents your potential income, but it's law number two, the number of lives you impact that represent your actual income. So we could say exceptional value plus significant reach equals very high compensation.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
I just began as a sportscaster for a local radio station where I grew up, got into TV. I was the late night news guy for a very small ABC affiliate in the Midwestern United States. I wasn't very good at it though. Yeah, I could read the news. Anyone can do that. But I certainly wasn't a journalist. And so it wasn't long before I graduated into sales.
Young and Profiting (YAP) with Hala Taha
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Well, it's building the relationship. One of the things that I said, the premise of endless referrals and something that was in The Go-Giver was that all things being equal, people will do business with and refer business to those people they know, like, and trust. So this is really where law number three of the go-giver comes into play, right? The law of influence.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Your influence is determined by how abundantly you place other people's interests first, which isn't to say in any way that you should be anyone's doormat or a martyr or self-sacrificial. It's just that when you look at the all things being equal, the know, like, and trust, what do we see?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Placing that other person's interests first, okay, that is the way to develop that know, like, and trust toward you in others. And that's how referrals will happen because you're developing, you're creating these great relationships with people. The way you begin doing it is from that very first conversation to make it not about you, but about them.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It's asking them questions about themselves and their business, not in a prospecting type of way, just in a way that creates a relationship. It's asking them how they got started in their business and what they enjoy most about it.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It's asking that person what I call the one key question that will distinguish you from the rest, which is, how can I know if someone I'm speaking with is a good customer for you? which totally reframes everything from being the typical, I'm out there trying to give my elevator speech and sell you my product or service the first time I meet you, to I want to know how to help you.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
I want to know how to serve you. I want to know how to bring value to you. And it's the same whether you're in person or online. You know, you're really a LinkedIn expert. You're someone who's so, you have such a huge audience on LinkedIn. And how many times do you see when someone sends you a connection request, what's the first thing they do?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
After you connect, they send you a sales thing, right, to buy from them. Well, are you going to create a relationship with that person? Probably not. But it's probably the person who's asking themselves the question, hmm, how do I add value to Hala's life? to her business? How can I comment on one of her posts or one of her interviews? How can I share something that's gonna bring her value?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
How can I get to know her in a way that she sees that my focus is on, right? And that's how we start the referral process. Now, there's certain questions we can ask once the know, like, and trust is there to create the context where the person's probably gonna give us great referrals, but it always begins with the relationship.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
We can do 30 minutes just on that.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
We kind of did law of influence. We did that within that. So we sort of snuck that in a little bit because it's, again, it's placing the other person's interest first, not in a self-sacrificial way, but in a way that benefits everyone concerned. Yeah.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Sure, so if we ask what influence is, because remember, you know, the word influence has been thrown around so much now that people have lots of different definitions for it. And so I think if we look at it first on a very basic level, influence can be defined simply as the ability to move a person or persons to a desired action, usually within the context of a specific goal, okay?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And I stumbled and floundered for the first few months because I had no formal sales training. And the company I was with apparently didn't either. So I was sort of left on my own. Fortunately, after a few months, I was in a bookstore and I saw there were a couple of books on sales, which doesn't seem like a big deal right now, but that was 40 years ago.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
That's the definition, but it's not its essence. Because the essence of influence, as you said, is pull as opposed to push, right? How far can you push a rope? Well, at least not very fast or very effectively, which is why great influencers don't push. They don't push their will on others. They don't push their ideas on others. They're not pushy, right?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
You never hear someone say, wow, that David or that Mary, she is so influential. She has a lot of push with people, right? No, Mary's influential, she has a lot of pull with people. So how does that pull manifest itself? Well, again, and this is that law of influence, it goes back to placing the other person's interest first.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
The genuine influencer asks themselves questions to make sure they're facing the right way. See, I believe that we need to be internally motivated, but outwardly focused. Because remember, people don't do things for our reasons. They do it for their reasons. I often, when I speak at sales conferences, I'll often say, nobody's gonna buy from you because you have a quota to meet.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They're not going to buy from you because you need the money or even because you're a really nice person. They're going to buy from you because they believe they'll be better off by doing so than by not doing so, which is the only reason we could ever expect or should ever expect anyone to buy from us. So the genuine influencer asks questions of themselves to make sure they're outwardly focused.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
For example, how does what I'm asking this person to do, how does it align with their goals? with their needs, with their wants, with their desires? How does what I want this other person to do, how does it align with their values? What problems am I helping them to solve? How am I helping them to get to a direction or get to a place where they wanna be?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Now, when we ask ourselves these questions thoughtfully, intelligently, genuinely, authentically, not as a way to manipulate another human being into doing our will, but as a way of building everyone in the process. Now we've come a lot closer to earning that person's commitment, right? As opposed to trying to depend on some type of compliance or push.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Sure, so if influence is a matter of being able to move a person to a desired action, okay, there are two ways to influence. You could do it through persuading another human being, or you could do it through manipulating another human being. One's positive, one's negative, right? Now, the interesting thing is both persuaders and manipulators understand human nature.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They understand what motivates people. They understand how to move people to action. In a sense, you could say persuasion and manipulation are cousins. Now, one's the good cousin, persuasion, and one's the evil cousin, manipulation.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Sales books, they simply were not as prolific as they are now. I didn't even know such a thing existed. When I saw them, I picked them up, bought them, brought them home. And every night I'd come home after work and I would study into the wee hours of the morning. And within a few weeks of applying the information, my sales began to go through the roof. And it was really a great experience for me.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
If we want to describe manipulation, I think the person who described it best was a guy by the name of Paul W. Sweats, who wrote a book published in 1987 called The Art of Talking So That People Will Listen, which was really more about listening than it was about talking, but that was the title. It was a wonderful book. And in it, he said, manipulation aims at control, not cooperation.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It does not consider the good of the other party, and it results in a win-lose situation. Now, in direct contrast to the manipulator, the persuader always seeks to enhance the self-esteem, or I would say the position, of the other party. People respond better because they're treated as responsible, responsable, self-directing individual.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
So it begins really with intent, though that's not where it ends. But here's the thing. See, a manipulator may not be trying to necessarily hurt the other person, But if that's what it takes to get their way, they'll do so because it's all about them and their needs.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
With a persuader, that can never happen because for a persuader to be happy with the situation and with themselves, they have to know that not only has the other person benefited, but that the other person feels good about the situation.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
From there, I started to really get into the personal development aspect because I quickly learned that sales was really about building yourself on the inside. right? And that that success manifested outwardly, but it really was what you put into your mind and took into your heart.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
So I started getting all the, you know, the classics of personal development from Dale Carnegie's How to Win Friends and Influence People to Think and Grow Rich to The Magic of Thinking Big and Psycho-Cybernetics and As a Man Thinketh and Ogmandino's books and all the great books. And I just, I became a, I guess, an internal library, right?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Well, thank you. Yes. Autonomy is a key aspect of human nature. People wanna feel they're in control of their own lives, okay? An out or a backdoor is an emotional escape hatch you give someone so that they never feel as though they're back into a corner, okay?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
But who knows what their experience has been? We never know what someone's experience is. Maybe somebody took advantage of them, or maybe they really are someone who doesn't trust themselves to make decisions. I don't know. But what we can do is reframe this using the out or back door. So it might be something like,
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Susan, while we've been fortunate to be able to help a lot of people with this product, whether or not it's the right fit for you, we simply can't know without exploring deeper and both of us discovering that. So please know that this conversation is for both of us to determine whether this would be right for you. And if it is, great. If not, that's okay, too.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Very, very much.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Most valuable gift you have to offer is yourself. And... In this law, Deborah, who was the mentor in this part of the story, explained that all the skills in the world, the sales skills, technical skills, people skills, as important as they are, and they are all very important, they're also all for naught if you don't come at it from your true authentic core.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
But when you do, when you show up as yourself day after day, week after week, month after month, people feel good about you. People feel comfortable with you. They feel safe with you. And why not? They know who it is they're getting. So authenticity is a very powerful part of building trust.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And, you know, so I really enjoyed it and eventually worked my way up to sales manager of a company. And people began to ask me to show their sales team what was working for me and eventually just morphed into a speaking business.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Now, I think, you know, today, authenticity, just like influence, it's a word that gets bandied about so much. I think people kind of... confuse aspects of it. I think a lot of people, I believe, think authenticity means you have no boundaries. Say whatever you want, do whatever you want, this is how I am, take it or leave it.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Which, by the way, good philosophy if you want no happy relationships and you don't feel like being successful in business. Then it's a good philosophy. But otherwise, no, it's really not. Authenticity does not mean you have no boundaries. Authenticity simply means you act congruently with your values, okay? It should never be used as an excuse for staying where you are.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
It's like the person who says, well, I have anger issues, and I yell at a lot, and I yell at people a lot, and if I were to act any differently, that wouldn't be authentic of me. That's baloney, that's hogwash. It simply means that person has an authentic problem. that that person needs to authentically work on in order to become a better, more effective, higher version of their authentic selves.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Yeah, the law of receptivity says the key to effective giving is to stay open to receiving. This means nothing more than understanding that, yeah, you breathe out, you also have to breathe in. It's not one or the other. It's both. You breathe out carbon dioxide, you breathe in oxygen, you breathe out which is giving, you breathe in which is receiving.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Giving and receiving, despite the many anti-prosperity messages we receive from the world around us, which is really a shame, despite that, giving and receiving are not opposite concepts. They're simply two sides of the very same coin and they work in tandem. The key is that you focus on the giving
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And you allow the receiving, which is why John David Mann and I say that money is simply an echo of value. So you focus on the giving. And when you do this and you create such wonderful value for others, you've created that benevolent context for success. And then you allow yourself to receive as a natural result of the value you've given.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
I think it goes back to a definition, as you can tell, so many things go back to definitions, right? And I think it's when we talked about authenticity, acting congruently with your values. I think happiness, which is really what it's all about, when you think about it, the end of our life, what is it? It's how happy we were, right? I personally define happiness
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
as an ongoing and genuine feeling of joy and peace of mind, the result of living congruently with one's values. So I think that with everything we do, if we're able to check on this, is what I'm about to do congruent with my values, congruent with the person who I believe I am and or want to become,
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
then I think we create that context for happiness, which doesn't mean life is, you know, rainbows and unicorns either. Life is life, okay? But it means that we have that ongoing sense of happiness.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Best place is burg.com.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
My pleasure. Thank you.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Exactly. And, you know, I think when you... And there are different types of books. There are the books that really you're just developing yourself personally and professionally. And then there are the how-to books. And they can provide, and such as the ones I purchased, and they were by Zig Ziglar and Tom Hopkins, the two that I purchased when I first saw them. They were roadmaps for me.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They told me how to do what I needed to do. It was really, it was a methodology. It was a system. And to this day, I personally define a system as the process of predictably achieving a goal based on a logical and specific set of how-to principles. The key is being predictability, right?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
If it's been documented that by doing A, you can get the desired results of B, then you know all you need to do is A and continue to do A and continue to do A and eventually you'll get the desired results of B. So yeah, absolutely. And you think about how many years Mr. Hopkins and Mr. Ziegler spent learning their craft.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And then as you said, they put it into book form and I got to read it within a few hours and and you apply the information. So yeah, I think you really hit it right on the head.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Well, kinda, let's look at that. So the basic premise of the Go-Giver is simply this, that shifting your focus, and this is really where it all begins, shifting your focus from getting to giving.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Now, when we say giving in this context, we simply mean constantly and consistently providing immense value to others, understanding that doing so is not only a more fulfilling way of conducting business, it's the most financially profitable way as well. And not for any way out there, woo-woo type of magical, mystical reasons. It makes very logical, very rational sense.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
When you're that person, Hala, who can take your focus off yourself and place it on serving others, on discovering what they need, what they want, what they desire, focusing on helping them solve their challenge and problems, taking your focus off of yourself and making it about helping to bring them closer to happiness, people feel good about you. People want to get to know you. They like you.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
They trust you. They want to be part of your life, part of your business. They want to tell others about you. Now, we would say in terms of go-giver and go-getter, it always depends upon how you define terms. So what we like to say is we love go-getters because go-getters are people of action. You know, you're a go-getter as well as a go-giver. You're a person of action, right?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
You started in radio, you went into, you had your blog that you had, you led a whole group of teams. As that died down, now you went into something else. You're a go-getter, but you're always providing value to others. You're a go-giver. And so we like people to be both go-getters, people of action, and go-givers, people who are absolutely focused on providing immense value to others.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
We would say the opposite of a go-giver is a go-taker. And that's that person who feels almost entitled, if you will, to take, take, take without having added value to the person, to the process, to the situation. And they tend to be frustrated because they rarely have the kind of sustainable success that they believe they have.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Okay, so there are the laws of value, compensation, influence, authenticity, and receptivity. The law of value is all about making the experience so wonderful for the prospective customer and client and eventual customer and client that...
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Aside from just the intrinsic value of your product or service, it's the excellence, it's the consistency, it's the empathy, it's the attention, it's the gratitude, everything you put into the entire experience that makes it so worthwhile for them that they feel as though they're receiving much more in value. than what they're paying. And they do, while you also make a very healthy profit.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
In any free market-based exchange, there should always be two profits, the buyer profits and the seller profits, because each of them come away much better off afterwards than they were beforehand.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Thank you, Holla. Great to be here.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
But what value does she give you in exchange that is so immense? First, through her experience, her knowledge, her wisdom, her desire to find out about you and what you're looking to accomplish. She gets to know your business, okay? She's able to save you $5,000 in taxes. She also saves you countless hours of time.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
She also provides you and your family with the security and the peace of mind of knowing what was done correctly, right? So she's just given you well over $5,000 in value in exchange for a $1,000 payment of price. So you feel great about it, but she also made a very healthy profit because it's worth her time. It's worth her while, okay, to...
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
sell or lease her time, her energy, her expertise, her caring, her, you know what I'm saying?
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
And so both of you come away much better off afterwards.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Okay, so this says that your income is determined by how many people you serve as well as how well you serve them. So where law number one says give more in value than you take in payment, law number two tells us that the more people whose lives you touch with the exceptional value you provide, the more money with which you'll be rewarded.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Nicole Martin, the CEO in that part of the story, told Joe, the protege, that law number one, the law of value represents your potential income, but it's law number two, the number of lives you impact that represent your actual income. So we could say exceptional value plus significant reach equals very high compensation.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
I just began as a sportscaster for a local radio station where I grew up, got into TV. I was the late night news guy for a very small ABC affiliate in the Midwestern United States. I wasn't very good at it though. Yeah, I could read the news. Anyone can do that. But I certainly wasn't a journalist. And so it wasn't long before I graduated into sales.
Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
Well, it's building the relationship. One of the things that I said, the premise of endless referrals and something that was in The Go-Giver was that all things being equal, people will do business with and refer business to those people they know, like, and trust. So this is really where law number three of the go-giver comes into play, right? The law of influence.