Recently, on the Facebook Go-Givers Sell More “Like” page, I posted the following paraphrase from the book:
Perhaps the greatest secret of ultra-successful selling is understanding: “It’s not about you — it’s about them.”
One of the reader responses was from Michael Fisher, who wrote:
You got that right.
I learned this a long time ago from an incredibly successful salesman in Manhattan. I used to watch him walk the halls of all these companies and stop people and ask them “How’s your wife Karen doing? Did she enjoy her trip back home?”
It was incredible – not only for the number of people he knew, but also the details he knew about them – and asked about them. They loved him because he showed a sincere interest in them.
He also happened to make a bunch of money in the process. We went into these companies competing against some of the largest companies in our industry and he won the contract in a huge majority of the cases. If only we could bottle that… Wait, you just did – Thank you Bob Burg and John David Mann!”
I love what Michael wrote. And, the thing is, this is not rare. These stories abound. Please keep in mind that the key regarding the mega-success of the salesman Michael referred to was his sincerity. He wasn’t trying to manipulate these people; he truly cared about them … and they knew it!
As Sam told Joe in the first book, “All things being equal, people will do business with and refer business to those people they know, like and trust.” And there’s no better, quicker or more effective way to elicit those feelings toward you in others than by genuinely focusing on them.
Thank you, Michael, for sharing that terrific example.
I haven’t read the book…yet (it’s on my list!), but this sounds a lot about another concept I’m studying called Servant Leadership by Robert K. Greenleaf (https://www.greenleaf.org/). In this concept of leadership, the leader figures out what he or she can do to help others achieve the common goal, rather than trying to figure out what others can do to help the leader achieve his or her goals.
The Go-Giver is definitely a book I will be reading in the coming weeks. Thanks for this insight!
You know, once you understand this principle, it’s also fun. I enjoy this. Taking the focus of yourself takes alot of pressure off and yes, everyone seems to notice. It’s as if the world returns those goodnesses back to you. It’s funny how many people comment on how many people I know, but I have to tell you I flat out enjoy the whole process. BTW, guys, thanks for this book.
Thank you, Joe. I agree with everything you said, absolutely 100 percent!!
Hey Bob, first time on your blog and enjoyed the post very much.
Justin Brooke told me about your book, great work!
AirHammer
Hi Catherine, sorry about that; didn’t see your comment until just now. Yes, very familiar with Robert Greenleaf and his organization. Truly exceptional.
Hi Air, thank you for your kind words. I appreciate Justin recommending John’s and my book. Much appreciated!
There is a concept in Catholic theology called the fundamental option which, in essence says don’t keep score. It will take care of itself.
One of the advantages of getting older is seeing how everything keeps getting more clear.
Hi John, yes, that is such a terrific concept. And, I agree about the advantage of getting older. 🙂
To sincerely care about people and show it in your interaction with them, is such an easy, fun and rewarding way to live. On a flight from NY to LA a few years ago my daughter said “Mom I don’t see how you can talk to a complete stranger for 5 hours asking him personal questions!” LOL
Hi….I already love you and your book….honestly I have not read it yet….but on my way to the store to get one…I have loved the concept for years….in the last 1.5 year I have been “testing” the concept of focusng on others…it is the only way to live on this earth and remain sane…which is important to me…I am hoping to bring you to my town to speak…..God Bless Peg
One of the all time greatest book that really focus on THEM is Dale Carnegie’s book – How to Win Friends and Influence People. I applied its technique and it changed my life forever.