Putting the Interests of Your Clients Ahead of Yourself and Your Company with Bob Burg
CONCEPTUAL VALUE CAN BE WORTH MORE THAN CASH VALUE.
If you are selling you are giving. Be it empathy, time, attention or education these things all have value to your client If you are meeting a desire they have. Adequate salespeople do a lot of the same things as top professionals minus the laser focus on the client. Serve your clients and they will serve you by thinking of you first when it comes their next need within your market. Bob enlightens us to the 5 laws of stratospheric success and the law of left field.
[4:01] Bob was the worst news anchor
[6:00] I didn’t know there were books on selling
[6:55] Bob’s definition of a system
[8:22] Negative feelings associated with sales
[9:45] Value is in the eye of the beholder
[11:30] Handling inbound requests
[13:18] Shifting one’s focus from getting to giving
[15:02] Being nice is not enough
[16:17] 5 laws of stratospheric success
[20:30] Sales is about giving
[22:09] What separates adequate salespeople from top salespeople?
[24:22] Your clients interest is money in the bank
[25:26] No one is forced to buy from you
[26:44] The law of left field
[28:42] Visit Bob’s website, burg.com
[29:29] The secret of selling anything
[31:06] Infusionsoft works for my business partner
How to Master the Art of Selling – Tom Hopkins
The Entrepreneurial Equation – Carol Roth
Give and Take – Adam Grant
The Secret of Selling Anything – Harry Browne