In How to be a Go Giver to Grow Your Business, Bob Burg shares that being a Go Giver is all about about providing immense value to others. Nobody cares if a salesperson has a quota or needs to earn a living, the sales professional that is looking out for the interests of others.

The  book The Go Giver Leader is also similar in the sense that the priciples are the same. Leadership is influence. The essence is Pull instead of pushing their will and ideas on others.Influencers pull. People must first buy into you before they buy into your idea.

The Go Giver leader and influencer need to be asking themselves questions about our clients or team member's goals and valuies. Helping them get what they want. 

Bob is the author of Endless Referrals which was a "how to" book. Great salesmanship is not about the product or the service. It is about the person you touch. The client is going to feel the impact of the sale. 

Having a noble purpose, a Why, is going to separate  salespeople and companies. Being outwardly focused on others will lead to better results. Yet we also have to deal with our own human nature which typically means we are self focused. Bob brings up his definition of happiness which is living congruently with one's values. Just because we think something is a value for us, does not mean it is valuable for the prospect.

How can we find what is valuable to others? Ask questions and listen is the best way to do this.  Listen to understand. Remembering that we all have our own set of beliefs. Thus there is a need to constantly and gently ask for clarification. 

Read the books, the Go Giver found https://burg.com/books/

Bob Burg can be found at www.burg.com

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