Go-Give Your Way to Endless Sales By Bob Burg
Giving Without Attachment to Receiving Results in Receiving More
C Bob Burg is co-author of the Wall St. Journal and Business Week Bestseller, ‘The Go-Giver’ and the soon-to-be-released (Feb ‘10) ‘Go-Givers Sell More’. You may download a free Chapter at www.burg.com.
ontrary to what many believe, t here is nothing
“Pollyanna” about being a giver. In fact, giving without an emotional attachment to receiving is your surest route to higher sales, greater production, and ultimate prosperity. It sounds somewhat counterintuitive, doesn’t it? However, if you truly observe and take notice, you’ ll come to the conclusion that the most successful salespeople; the top-producers . . . are givers. Or, what my co-author, John David Mann and I would call, Go-Givers. This doesn’t mean they are martyrs or anyone’s doormat – not by any means. They have simply mastered the art of taking their eyes off
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of themselves and, instead, focusing on how the can bring value to the lives of others. The typical question most salespeople ask themselves before giv ing someone a referral or doing any type of kindness is, “If I do this for him, what will he do for me?” Instead, see how much you can give without feeling the need to receive anything in return. Why? Because, as speaker and author, Jim Pancero says, “ You cannot give yourself away.” It simply cannot happen. In other words, long before you’ve expended your resources, much, much more will already have come back to you. Directly from everyone you’ve helped? Certainly not. But bounty will come from three sources (in terms of “earthly sources” of course). #1 Direct referrals from some of those to whom you have given referrals. They appreciate the value you’ve provided them and feel only the most positive desire to provide value to you, as well. They know you, like you and trust you; they want to see you succeed. #2 Referrals from the referrals you received from #1. Yes, one of the nice benefits of having a referred prospect is that they already see you as a referral-
based professional. After all, that’s how they met you. So, in their belief system, you meet your prospects through referrals, you make the sale, and then you receive referrals from them to others. And . . . #3 The general population that hears about you from those whose lives you somehow touch. I love how my friend, the noted business coach and networking aut hor it y, L en i Chauv in describes it (I’m paraphrasing here – Leni says it better): “You’ll soon be the one whom others call to ask for advice. They’ll tell you that “Mary told me you’d know where to . . . “ Once that starts happening, the momentum is with you. Referrals will trickle, stream, and then gush from the fountain of prosperity. The best part is that you did it through giving first and teaching (by example) others how to do the same. By the way, notice I never suggested you give without expecting to receive? I never used that term. I want you to expect to receive. Expect to receive big-time from life. I just don’t want you to be emotionally attached to it having to be from anyone in particular. That’s a big difference. ■
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