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Bob Burg joins me on the Salesman Podcast to discuss if ‘sales skills’ are what makes a salesman great or if there is more to it then that.
Moving from I to others
We start the show by looking at what a ‘go-giver’ is and why shifting your viewpoint from what can a customer do for me to what can I do to serve them will instantly improve your sales results. Bob explains a few practical ways we can do this better throughout the show.
The difference between price and value
Next we move onto a topic that I’ve struggled with in the past when sales management have told me to “just add more value!”. What the heck does that even mean? Bob explains the difference between cost and value before diving into the subject further.
“Price a dollar amount, it’s finite, it is what it is. Value on the other hand is the relative worth or the desirability of something”
We discuss why making someone feel good, as simple as it sounds, can be the differentiating factor between you and your competition.
The revival of the salesperson
We wrap up the show by taking a look into the future. As products become commodities, as word-wide next day shipping (or 3D printing your own product in your kitchen) becomes a reality, companies will need to leverage real people to ‘add value’ and differentiate themselves.
“The most valuable gift you have to offer, is yourself”
We discuss what this means for salespeople now and how there roles are going to become more epic in the not to distant future.
Guest info:
Bob Burg shares information on topics vital to the success of today’s businessperson. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations.
Bob regularly addresses audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President.
Although for years he was best known for his book Endless Referrals, over the past few years it’s his business parable, The Go-Giver (coauthored with John David Mann) that has captured the imagination of his readers. The Go-Giver shot to #6 on The Wall Street Journal’s Business Bestsellers list just three weeks after its release and reached #9 on BusinessWeek.
Show notes:
Influence & Success Insights Newsletter
Books mentioned:
Endless Referrals, Third Edition
The Go-Giver: A Little Story About a Powerful Business Idea
