Go-Givers Sell More by Bob Burg and John David Mann

Last updated: Aug 16, 2023

Summary of Go-Givers Sell More by Bob Burg and John David Mann

Go-Givers Sell More is a book written by Bob Burg and John David Mann that provides a comprehensive guide on how to achieve success in sales by adopting a giving mindset. The authors emphasize the importance of focusing on providing value and building relationships rather than solely focusing on making sales.

The book begins by introducing the concept of the "go-giver," which refers to someone who consistently and genuinely provides value to others. The authors argue that by adopting this mindset, individuals can achieve greater success in sales and business. They emphasize that selling is not about taking from others, but rather about giving and adding value to their lives.

The authors outline the Five Laws of Stratospheric Success, which serve as the foundation for the go-giver philosophy. These laws include:

The Law of Value: Your true worth is determined by how much more you give in value than you take in payment. This law emphasizes the importance of providing exceptional value to customers.
The Law of Compensation: Your income is determined by how many people you serve and how well you serve them. By focusing on serving others and meeting their needs, individuals can increase their income.
The Law of Influence: Your influence is determined by how abundantly you place other people's interests first. Building genuine relationships and prioritizing the needs of others can lead to greater influence.
The Law of Authenticity: The most valuable gift you have to offer is yourself. Being authentic and true to oneself is crucial in building trust and connecting with others.
The Law of Receptivity: The key to effective giving is to stay open to receiving. Being open to receiving allows individuals to create a cycle of giving and receiving, which leads to greater success.

The authors provide practical strategies and techniques for implementing these laws in sales situations. They emphasize the importance of listening to customers, understanding their needs, and finding ways to add value to their lives. The book also explores the power of storytelling and how it can be used to connect with customers on a deeper level.

Throughout the book, the authors share numerous real-life examples and success stories from individuals who have embraced the go-giver philosophy and achieved remarkable results. These stories serve as inspiration and provide practical insights into how to apply the principles outlined in the book.

In conclusion, Go-Givers Sell More is a comprehensive guide that teaches individuals how to achieve success in sales by adopting a giving mindset. By focusing on providing value, building relationships, and prioritizing the needs of others, individuals can achieve greater success and fulfillment in their sales careers.

1. The Law of Value

The Law of Value states that your true worth is determined by how much more you give in value than you take in payment. This concept challenges the traditional notion of selling, which often focuses on extracting as much money as possible from customers. Instead, the authors argue that the key to success is to provide exceptional value to customers, going above and beyond their expectations. By doing so, you build trust and loyalty, which ultimately leads to long-term success.

This principle is actionable because it encourages sellers to constantly seek ways to add value to their customers' lives. It prompts you to ask yourself, "How can I provide more value to my customers?" This mindset shift can lead to innovative solutions, improved products or services, and ultimately, a more successful business.

2. The Law of Compensation

The Law of Compensation states that your income is determined by how many people you serve and how well you serve them. In other words, the more people you help and the better you serve them, the more successful you will be. This principle challenges the idea that success is solely based on personal effort and highlights the importance of building strong relationships and delivering exceptional service.

This insight is profound because it emphasizes the importance of focusing on others rather than solely on yourself. By genuinely caring about your customers and going the extra mile to serve them, you create a positive reputation and attract more opportunities for success. This principle reminds us that success is not a solo endeavor, but rather a result of the value we bring to others.

3. The Law of Influence

The Law of Influence states that your influence is determined by how abundantly you place other people's interests first. This principle challenges the common belief that influence is gained through power or manipulation. Instead, the authors argue that true influence comes from genuinely caring about others and seeking to understand and meet their needs.

This principle is original to general knowledge because it highlights the importance of empathy and selflessness in building influence. By prioritizing the interests of others, you create a positive impact and earn the trust and respect of those around you. This principle encourages us to shift our focus from ourselves to others, ultimately leading to more meaningful and influential relationships.

4. The Law of Authenticity

The Law of Authenticity states that the most valuable gift you have to offer is yourself. This principle challenges the idea that success requires conforming to societal expectations or putting on a facade. Instead, the authors argue that true success comes from embracing your unique qualities and being genuine in your interactions.

This insight is actionable because it encourages individuals to embrace their authenticity and bring their true selves to their work. By being genuine, you attract like-minded individuals and build stronger connections. This principle reminds us that success is not about fitting into a mold, but rather about embracing our individuality and using it to make a positive impact.

5. The Law of Receptivity

The Law of Receptivity states that the key to effective giving is to stay open to receiving. This principle challenges the belief that giving should be a one-way street and highlights the importance of being open to receiving help, support, and opportunities from others.

This principle is profound because it reminds us that giving and receiving are interconnected. By being receptive to the help and support of others, we create a cycle of giving and receiving that fosters growth and success. This principle encourages us to let go of our pride and ego and embrace the power of collaboration and mutual support.

6. The Power of Asking

The authors emphasize the power of asking questions as a key tool for effective selling. By asking thoughtful and insightful questions, you can uncover your customers' needs, desires, and challenges. This allows you to tailor your offerings to meet their specific needs and provide exceptional value.

This insight is actionable because it encourages sellers to shift their focus from talking to listening. By asking open-ended questions and actively listening to the responses, you can gain a deeper understanding of your customers and build stronger relationships. This principle reminds us that effective selling is not about pushing products or services, but rather about understanding and meeting the needs of our customers.

7. The Importance of Building Trust

The authors emphasize the importance of building trust as the foundation of successful selling. Trust is built through consistently delivering on your promises, being transparent and honest, and genuinely caring about your customers' well-being.

This insight is original to general knowledge because it highlights the crucial role of trust in sales. By prioritizing trust-building efforts, you create a solid foundation for long-term success. This principle reminds us that trust is not built overnight but requires consistent effort and integrity.

8. The Power of Gratitude

The authors emphasize the power of gratitude in building successful relationships and attracting opportunities. By expressing genuine gratitude for your customers, colleagues, and partners, you create a positive and appreciative atmosphere that fosters loyalty and collaboration.

This insight is actionable because it encourages individuals to cultivate a mindset of gratitude and express it regularly. By acknowledging and appreciating the contributions of others, you strengthen your relationships and create a positive reputation. This principle reminds us that success is not just about achieving personal goals but also about recognizing and appreciating the support and contributions of others.