Book summary & Key insights of GO GIVERS SELL MORE

1. BOOK SUMMARY & KEY INSIGHTS:
GO GIVERS SELL MORE
-Bob Burg & John David Mann
PREPARED BY :-
BHAAVIN SHAH
(Author | Life coach
|Healer)

2. BOOK SUMMARY
Bob Burg & John David Mann

3. CONTENTS
• LAW OF VALUE
• LAW OF COMPENSATION
• LAW OF INFLUENCE
• LAW OF AUTHENTICITY

4. BHAAVIN SHAH
www.bhaavinshah.com
AUTHOR | LIFE COACH |
HEALER

5. • Sales is not about getting, it's about giving.
• Real sales is about less talking and more listening.
• Real sales is not about presentation, it's about asking great
questions and keeping the conversation focused on others.
• Real sales is win win; it creates a swelling tide that raises all
ships.

6. LAW OF VALUE
• As a sales person, your main job is to create value.
• Don't look at your task as exchanging hours for dollars. Look at it as
CREATING VALUE.
• You may not be in love with your product as much but what you need to be in
love with is the process of helping people get what they need and want.
• The key lies in what is called the WILLING SUSPENSION OF SELF-
INTEREST.
• 'Will it make money?' Is a great question but it is a bad first question.
• If your goal is to make a sale, you are dependent on the buying decisions of
others. But if your goal is to create value, you are not dependent on others, only
on yourself.

7. LAW OF COMPENSATION
• Your compensation is not a function of your goodness, merit or
industriousness ; it's a function of the impact you create.
• Making sales is a concept. Touching lives is a reality.
• It is directly proportional to how many lives you touch.
• When you use the word prospect, you are seeing the possibility of a
future event when you meet him. You are not seeing the person.
• Be genuinely interested in other people.

8. • Rapport is to focus on similarities not on differences. Even biggest barriers
soften n resolve when u build the tiniest bit of rapport.
• Gift of gab is counterproductive. The one who prattles on shuts the other
person down.
• Listening to a person n responding genuinely is far more effective then
guiding a conversation through a preplanned pattern.
• It becomes a two hundred pound telephone (you are uncomfortable) to
make a sales call because you are thinking about yourself.
• If you focus on your curiosity and genuine interest in other person, you
won't have time to be nervous, self conscious, manipulative, awkward, self
critical etc. You will be too busy in being interested in them.

9. LAW OF INFLUENCE
• All things being equal, people like to do business with those they
know, like and trust.
• It's not what you know, it's who you know. It's not who you know,
it's about who knows you. It's now who knows you, it's about who
knows about you.
• The influence carried through pushing doesn't go so far. Pulling has
great power just like pulling a rope vs pushing a rope.
• Your biggest markets comes not from your friends, but from friends
of your friends or friends.
• Law of 250 says that each of us has a circle of 250 ppl we know each
of whom has one such circle. So the potential is huge.

10. • People like being treated as people, not as prospects.
• Don't go out there with the idea of 'hitting on' people. Go out there with the idea of
making more friends. Not so that you can convert them into prospects. But simply to
make more friends.
• When you first meet a person, there are three words you need to remember abt your
sales product: They don't care. Sure you are excited about your product or service.
Sure, you can see how much they need it and can benefit from it if they gave you a
chance. But it's not about you. It's about them.
• Go for quality, not quantity.
• Traditional sales process focuses on presentation. The go-giver sales process focuses
on connection. Presentation matters less, questions matter more.
• In order for your sale to happen, someone needs to buy your product. But it need
not be this person. So, relax enjoy the conversation and walk out there with a new
friend.

11. • Forget fifty-fifty. Fifty-fifty is a losing proposition. The only winning proposition
is one-hundred percent. Make your win about the other person. Forget win-win.
Focus on their win.
• Do follow through, not follow ups.
• Traditional sales process is like fishing. Go-givers process is like farming.
• If a pitch is about striking the other person out, the purpose of serve is to hit the
ball over the net, so the other guy can hit it back and you two can enjoy the
game together.
• Don't share features eg I am a trainer. Share benefits: I help people improve the
quality of their lives.

12. LAW OF AUTHENTICITY
• Be yourself. You don't need to push yourself and challenge your comfort zone all the
time. Rather than stepping out step more into your comfort zone.
• Before presenting to a crowd, ask yourself: who are they? What are they looking for?
What's it that I can convey to them that can be most valuable to them
• Authenticity doesn't mean you can't use preplanned words or script, it just means u
should make it your own with your head and heart.
• Delivering Facts n figures doesn't matter; what matters is the connection you make
with the client.
• Hype is the ultimate oversell. Don't need to tamp down your enthusiasm for your
product but don't be forcefully assertive or full of bravado.

13. • Ability to express is expression skills, not communication skills. Ability
to listen is a bigger part of communication skills.
• The more sincere and respectful way to listen is to simply listen, without
artificial feedbacks in between.
• The truth, as Plato told, comes out in dialogue. If you don't listen, a
conversation becomes a sparring match.
• In the face of objections, use empathy. Step over to where the person is
standing, stand next to them and look at their objections with them. It's
called turning in the direction of the skid.

14. LAW OF RECEPTIVITY
• Humans and plant kingdom - are constantly exchanging oxygen and
carbon dioxide. Our giving is their receiving; their giving is our
receiving.
• In our culture, there is a treacherous dichotomy between giving and
receiving; that we can be big-hearted and generous and also look out
for ourselves at the same time - that there is an inherent contradiction
between self-interest and altruism.
• It's not better to give than to receive. It's insane to give and not
receive.

15.  We have learned to view giving and receiving; altruism and self-interest
as two conflicting and contradictory states, at odds with each other.
One noble and the other selfish. But this is not how the genuinely
successful see it, nor is it how they live their lives.
 The genuinely successful view living with generosity as an integral part
of creating success, not as something that comes out of success or can be
done only after success. They eagerly receive, delight in the receiving
and just as eagerly pass it on. They don't stop the flow, they join in with
the flow.
 In truth, we each receive all manner of gifts constantly and throughout
the day. Genuine go-givers do not focus only on giving, they are also
intensely aware of the gifts they receive. Indeed, they delight in the gifts
they receive. And that is why they continue to receive so much

16. • Many salespeople believe despite all evidence to the contrary that they
can control the outcome; that if they study well enough, practice
diligently enough, become proficient enough, they will master the
techniques that will put the levers of control into their hands and
assure the outcome of their prospecting encounters. But the universal
truth is: people will do what people will do. All you can co is seek to
serve, look for ways to create value and trust.
• Paradoxically when you trust others, you become a better judge of
character. Surprising, but true. Living in trust turns out to be virtually
the opposite of being naïve: you become more perceptive, not less.
Why? Because you are practicing the Law of Receptivity. Being
receptive means you are open and being open means you increasingly
see things as they are, not as you wish they were or fear they might be.
• Being a go-giver does not mean you can't also be a go getter.