I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects.

Meet Bob Burg

• Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve.
• After spending some time in the sales industry, he realized that he wasn’t living up to his potential.
• Until one day he had a conversation with another salesman and recalling how his parents worked to make other’s lives better, it hit him.  
• Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets.
• Great salesmanship is about the other person and how they’ll benefit from your product or service.

Focus on Value

• People aren’t going to buy from you because you need to meet quota or because you’re a nice person. They are going to buy from you because they’ll be better off after they do.
• Salespeople need to focus on bringing value to the prospect’s life. Value comes first, and the money you receive is a natural result of the value you provided.

Value Without Attachment

• Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result.
• If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result.
• Give value because it’s who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you.

Communicating Value

• Bob shares how sales reps can communicate value to prospects through these five elements: 
  • Excellence
  • Consistency
  • Attention
  • Empathy
  • Appreciation
• To the degree that you can communicate these things to your customer, that’s the degree to which you take price and competition out of the picture. 

[Tweet “Money is the thunder to lightning’s value. The value comes first.” – Bob Burg.”]

Resources

Listen to Bob Burg’s The Go-Giver Podcast for more mindset tips. 

Join the Sales Foundation Course for a blueprint to closing more deals. 

Grab Bob Burg’s The Go-Giver book set.  

Another book discussed in this episode was Everybody Matters by Bob Chapman. 

Connect with Bob Burg on Facebook and LinkedIn 

Also, don’t forget to visit his website. 

Sponsorship Offers

• This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

• This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

• This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.