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The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as the Chairman. The Five somewhat counter-intuitive Laws Joe learns from this kind and caring man will make a huge difference in both his personal and professional success.
With their national bestseller The Go-Giver, Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business.
Now Burg and Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling.
In this inspirational parable, we meet Ben, a young manager charged with persuading five hundred employees of a struggling chair manufacturer to agree to a merger as a way out of their financial woes. Facing what seems like an impossible uphill climb, Ben seeks the advice of Claire, an old friend, who introduces him to an eccentric elderly lady known simply as Aunt Elle.Over the course of the week leading up to the crucial vote, Aunt Elle teaches Ben about the power of influence and positive persuasion. Ben also meets with each of the manufacturer’s four top executives in an effort to sway them to his side, and instead comes away from each meeting with a different leadership lesson. But it’s not until Ben reflects on his own experiences that he learns the critical principle so many people in positions of power fail to grasp: it’s not about me, it’s about you.
Originally published in 2011 under the title, It’s Not About You, the book has been retitled The Go-Giver Leader, given a beautiful new jacket, and the text has been revised/sharpened/clarified a bit (especially in its concluding chapters and in Ben’s fifth and final “Key to Legendary Leadership”) to better capture in words just what it was that Ben finally learned—what lies at the heart of Pindar’s leadership secret.
Over the last several years we have seen a steady stream of educators using The Go-Giver in their classes, with students at every level from high school to graduate school. The demand for an organized curriculum guide finally became so strong we decided it was time to produce one ourselves. And now it’s here!
Designed as a high school curriculum, the Guide’s content and approach can also be readily adapted for use by college professors in higher-education settings.
In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing referral-based business.
While business and technology has continued to evolve, the essence of selling and of the Endless Referrals System® remains the same:
“All things being equal, people will do business with, and refer business to, those people they know, like and trust.” — Bob Burg
Faced with the task of persuading someone to do what we want, most of us expect resistance. We see the other person as an adversary and often resort to coercion or manipulation to get our way. But while this approach might bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship is weakened and our influence dramatically decreased. There has to be a better way.
Drawing on his own experiences and the stories of other influential people, communication expert Bob Burg offers five simple principles of what he calls Ultimate Influence™—the ability to win people to your side in a way that leaves everyone feeling great about the outcome. In the tradition of Dale Carnegie’s How to Win Friends and Influence People, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.
Set yourself apart by constantly and consistently adding value to your prospects, clients and potential referral sources. You can do this by sending them “The Success Formula” booklet as a gift. The booklet — which fits right inside a standard #10 envelope — is a very inexpensive gift with a LOT of impact!
Receiving the booklet continues to position you as a “person of increase” in their lives. Whether they become clients or just start singing your praises to others, this little gem will be leveraged into potentially big gains for your business.