This week, the star of the show was my guest Bob Burg. Bob Burg is a New York Times best-selling author among other things. Bob co-authored the best-selling book “The Go-Giver” Right from the moment I introduced Bob, I could tell he was sharp. Not just in the sense of being a fast talker or whatnot. Sharp intellectually. He spoke with the vocabulary of an educated man. When I pointed this out live on the show, Bob stated that it was because he is always reading books.
There is no such thing as “Giving Back”
The biggest take away I got from Bob Burg on the show today was when he talked about his dislike of the term, “giving back”. He said to use the phrase “giving back” is to assume you took something in the first place. He pointed out that there are no Robber Barons here (and those called such in the 1800’s were not, either).
As sales people we don’t take from our community, we enrich and give to it in the first place. We don’t give back when we have success, we simply continue to give. Bob told us that we need to sell as a service. A true salesperson is one that has conviction. They are convinced their product is the best, and they look for every way that their product can benefit their prospect.
Over the course of the year, the same underlying principle can be heard from all my guest. That principle is to listen. Bob said it best when he talked about finding out what your clients and prospects really want, and then helping them achieve that goal through your products or services. Bob Burg and I both agree that in 2013 and beyond you’ll understand that sales is all about guiding them into making an informed decision that serves their needs.
You can no longer corner a person into a sale. Even if you can, they won’t be back. You can however, guide them into seeing the value in what you offer them. Many times people by the person and not the product any way. As the last Rock Star Closer of 2012 I can honestly say it has been an amazing year in review. I’ve had so many sales pros, entrepreneurs, millionaires, and celebrities on my show that I can’t believe it. Today’s show was no exception. Enjoy and have a safe and happy New Year.
