With their national bestseller The Go-Giver, Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business.
Now Burg and Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling.
Most of us think of sales as convincing potential customers to do something they don’t really want to. This mentality sets up an adversarial relationship and makes the sales process much harder than it has to be.
As Burg and Mann demonstrate, it’s far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically.
Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.
“As master storytellers with a talent for developing compelling stories to describe the essence of value and the best ways to create it, Burg and Mann have compacted dozens of important lessons and examples into the book’s entertaining, compelling and game-changing pages.”
— Editor’s Blog
Soundview Executive Book Summaries
“Burg and Mann smartly address the question that most detractors ask upon hearing about a business parable: How does this apply to the real world? It’s a worthwhile read and is already proving popular with people who had a resistance to the original book.”
— The Daily Blog
“These guys aren’t just good story-tellers (they are that, too) but actually have clear details on how to apply these principles to your business, with examples and further insights.”
— Business Lexington
“Takes the lessons from the parable and puts them into the context of today’s difficult challenges in the business world … an intriguing strategy and one suited for the times.”
— San Francisco Book Review
“A surprising new blueprint for sales success … witty and wise.”
— Microfit Small Business Blog
“The book looks at the core of who we are as people and the true value of our words … almost spiritual.”
— David Bach
The Automatic Millionaire
“The perfect companion volume to their breakout bestseller, The Go-Giver. If the first book changed your thinking, this one will change your actions.”
— Stephen M. R. Covey
The Speed of Trust
“Full of knowledge, value, service, and real-world examples of success and influence due to giving. Go-Givers Sell More will touch a lot of lives.”
— Tom Hopkins
How to Master the Art of Selling
“Demonstrates clearly how you can achieve greatness in sales.”
— Rick A. Lepley
President & CEO of A.C. Moore Arts & Crafts, Inc.
“We had all our store General Managers read it, and it helped us move the whole organization toward providing more value and better service. Go-Givers Sell More will be the next book we give them.”
— Dr. Ivan Misner
Founder of BNI
“Completely revolutionizes the way most people have traditionally viewed sales.”
— Michael Port
The Think Big Manifesto
“Burg and Mann have unlocked the key to superstar selling. Prepare to follow their suggestions and create more abundance.”
— Azim Jamal and Harvey McKinnon
The Power of Giving
“Deserves a place on your bookshelf right next to Og Mandino’s The Greatest Salesman in the World.”
— Loula Loi Alafoyiannis
President of Euro-American Women’s Council
“Simple, practical, and above all, amazingly effective — a blueprint for achieving a successful life.”
Excerpt from Go-Givers Sell More
If you are in sales in any form—as an account exec at a large firm, an independent rep working out of your home, a retail clerk, a professional marketing your own services—then this book is for you.
And if you’re not in sales? Then this book is for you, too. It’s for anyone and everyone who at any point in the course of everyday life finds themselves dealing with other human beings. Why? Because studying sales is really studying humanity. Understanding selling means understanding how people work.
Writing about The Go-Giver, one reviewer added this at the end of his column: “As a side note, I handed The Go-Giver to my thirteen-year-old son and made it a required read. Even if he never touches a sales job or owns his own business, I do believe he will be a much better person because of it.”
The five principles explored in this book govern success in sales; they also govern successful friendships and partnerships, marriages and families, and organizations large and small. This is because the laws that govern good salesmanship are the laws that govern good relationships. Selling is not at its core a business transaction; it is first and foremost the forging of a human connection.
If your goal is to make a living through sales, then we’d like to challenge you to set your sights higher. The idea of “making a living” has the sense of breaking even, of keeping your head above water. But you can do more than tread water—why not soar?
Most often a goal of keeping your head above water will only end up sinking you. Approaching your work with the attitude, “I hope I make enough to get by,” is deadly for sales—because attitudes are contagious. Regardless of what your particular product or service is, people are drawn to you (or not) because of how you make them feel. They don’t simply want to buy your product, they want to be uplifted, encouraged, changed in some way.
Our purpose in this little book is to help you not simply survive but thrive—through your encounters with other people, to enrich their lives on every level, and in so doing, to enrich your own life and the lives of everyone around you as well. The goal is not only to make a good living, but to create a great life.
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