Go-Givers Sell More (Your Coach in a Box) Review
In December of 2007, I reviewed a business parable called The Go-Giver - and you can read my recommendation here.
I've known for over a year that a sequel was coming, titled Go-Givers Sell More. The book has just been published and I just received a copy. I was in-the-know about the title, but not clear on the content. This book isn't a sequel, in that it extends the story of the first book, or is a story at all. Rather, it is a tightly written book full of great advice, counsel and approaches that are based on the concepts of The Go-Giver cast into the world of sales.
The premise of the initial book, "Shifting your focus from getting to giving is not only a very nice way to live life and conduct business, but a very profitable one as well" is expanded and made even more practical for anyone who sells (which is all of us) in this book.
Each chapter is short and could be read as a standalone bite. These chapters are categorized into "The Five Laws of Stratospheric Success, which are:
The Law of Value
The Law of Compensation
The Law of Influence
The Law of Authenticity
The Law of Receptivity
This categorization makes sense and ties this volume back to the initial book as well. I have not yet read the entire book, as I just received my copy last evening. I can say that I have read more than enough to recommend it whole-heartedly, and I can say with confidence that before you read this, I will have completed the book.
With any book in a series the first question people ask is, "Do I need to read the first to gain value from the second?" While a valid question, this book ties the two together without making assumptions that you have read the first. Perhaps you were aware of The Go-Giver but aren't a fan of the parable/novel format. If so, I strongly encourage you to read this as the content is excellent and written in a format more useful for you.
On the other hand if you like the parable approach, I recommend you buy not just this book, but The Go-Giver as well. I will likely go back and re-read it after finishing this wonderful little book.
Go-Givers Sell More (Your Coach in a Box) Overview
from Go-Givers Sell More:
The great upside-down misconception about sales is that it's an effort to get something from others. The truth is that sales at its best-at its most effective-is precisely the opposite: it is about giving. Giving time, attention, counsel, education, empathy, and value. In fact, the word sell comes from the Old English word sellan, which means-you guessed it-to give. And curiously, the more you give, the more you receive. Great salespeople are not great because they have mastered "the close," or because they give a dazzling presentation, or because they can shoot holes in any customer objection from fifty paces. Genuinely great salespeople create a vast and spreading sphere of good will wherever they go. They enrich, enhance and add value to people's lives. They make people happier.
The Go-Giver took the business world by storm with its message that giving is the simplest, most fulfilling, and most effective path to success. It has inspired more than 125,000 readers; but some have wondered how the story's lessons stand up to the tough challenges of everyday, real-world business. Bob Burg and John David Mann answer that question in Go-Givers Sell More, a practical guide that turns giving into the cornerstone of a powerful and effective approach to selling.
Most of us think of sales as a struggle to make people do something they don't really want to do. But that cutthroat mentality makes the process much harder than it has to be-especially in an economic downturn when customers are more suspicious and defensive than ever. It's far more effective (and satisfying) when salespeople think like Go-Givers and focus exclusively on creating value for the customer. Cultivate a trusting relationship and provide outstanding service, say the authors, and great results will follow automatically. Illustrating their points with a wide range of real-life examples, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.
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Customer Reviews
Outstanding practical advice - Brian Weerts - Colorado
After reading "The Go-Giver", this was an obvious choice. This is as well written and gives excellent examples for how to practice the qualities of a Go-Giver. I recommend both, in fact I believe both should be required reading for anyone, including teens, who want to have an impact on the world!
Great Sequel - Richard Kay -
Excellent business book. Goes into greater explanation of the story told in the first book, "The Go-Giver." Very practical for today's business builder.
Seinfeld and Selling - Stephen D. Gladis -
Go-Givers Sell More by Bob Burg and John David Mann (Portfolio published by the Penguin Group, 2010) reviewed by Steve Gladis, Ph.D. (For an extended review also, see: [...])
In an episode of Seinfeld, my all-time favorite sitcom, George Costanza starts doing the opposite of what "old George" would do, because whatever old George did, it never worked out the way he wanted. The minute he starts doing the opposite of what he would have done, George meets with success. Go-Givers Sell More preaches rather convincingly that George was right. The authors of a previous giant best selling business fable, The Go-Giver, Burg and Mann have created a sales manual for every person who wants to provide a product or service for fee. The trick is never to sell...do the opposite--give. Start with value, don't end with it. Talk less, listen more. Ask what you can do--not if they'll buy your product or service. Their model is the opposite of the old sales model that had sales people prospect, qualify, present to them, and finally close the deal. Rather, their sales model is to create value, touch people's lives, build networks, be real and stay open. There are Five Laws of Stratospheric Success: The Laws of Value, Compensation, Influence, Authority, and Receptivity. Why am I so passionate about this? Because it works! I've practiced an iteration of this model for years, but these guys have given it structure, definition, and legitimacy. It's a book I'll be buying for a number of my friends.
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