On this Episode:

• Hear Bob tell why he was inspired to write The Go-Giver, and how it evolved from how-to to parable form.
• Bob and Stacey discuss networking and referrals and the trust that comes with that.
• Bob shares his Go-Giver philosophy for networking.
• Hear Stacey and Bob talk about adding value first to others and the difference between networking and “netselling”.
• Bob explains several of his top networking tips with Stacey.

Key Takeaways:

• Study and understand business then view them in the light of your strengths and weaknesses.
• Focus on others and meeting their need to help them succeed.
• Ask “feel-good” questions when first meeting and establishing a relationship with someone.

Today’s Guest: Bob Burg

Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.

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, a Wall Street Journal and BusinessWeek Bestseller, has sold over 975,000 copies. Since its release it has consistently stayed in the Top 25 on Porchlight’s (formerly 800-CEO-READ) Business Book Bestsellers List. The book has been translated into 29 languages. It was rated #10 on Inc. Magazine’s list of the Most Motivational Books Ever Written, and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.

Bob is the author of a number of books on sales, marketing and influence, with total book sales approaching two million copies.

The American Management Association named Bob one of the 30 Most Influential Leaders and he was named one of the Top 200 Most Influential Authors in the World by Richtopia.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

He is also an unapologetic animal fanatic and served on the Board of Directors of Furry Friends Adoption and Clinic in his town of Jupiter, Florida.

(First ~2 mins)

Hi, this is Bob Burg, co-author of the Go Giver, and if you really want to learn the science to creating six and seven figure businesses, significantly increase your revenue, and learn how to successfully build a professional organization and relationships, you should be listening to Sell Without Selling podcast with my good friend, Stacey O’Byrne.

[Intro]

Hi, I’m Stacey O’Byrne, and I get to hang out with successful entrepreneurs, business owners, sales professionals, and some of the top business influencers and thought leaders in the world. You see, I believe that it’s important to learn the art and science of how to sell without selling, and that’s the only way to achieve six and seven figure success. So, if you want to be a success magnet, attract quality people in your network, and significantly increase your sales and ultimately your success, then you’re in the right place, because this is the Sell Without Selling podcast. 

Hey, welcome back to another episode of Sell Without Selling. I’m your host, Stacey O’Byrne, and today I am speaking with a really good friend of mine, Bob Burg. [Intro for Guest]

I am so excited for you to hear today’s conversation with Bob. This is going to be a phenomenal conversation. Really quick, if you are a business owner, entrepreneur, or sales professional, and you haven’t hit the level of success that you wanted or needed, or if you’re stuck and needing a pivot in your business, in your success – or you just want more, and you understand the importance of having a coach, being accountable to help identify the blind spots, increase accountability, and help with success strategies to take you, your business, your income, and your success to the next level – if this sounds like something for you, then head over to pivotpointadvantage.com/IWantSuccess. There’s a quick application there that will lead to a personal phone call with me to see if we’re a great fit for each other.

Stacey: Hey, Bob, thanks so much for joining us today. How are you?

Bob: I am great, Stacey. Thanks for having me with you. 

Stacey: No, the honor and privilege is all mine. I am so excited for the listeners to hear you today and get to know you. I am sure they all already know who you are. I mean the Go Giver series is a phenomenal series, and I am blessed that you are with us today. I am really curious, what inspired you to write the entire Go Giver series?

Bob: Well years and years ago I had a book out called Endless Referrals. The subtitle was Network Your Everyday Contacts into Sales. It actually came out in the early to mid 90’s and we’ve done several revisions. The latest one in 2005. It was really a book on how people, entrepreneurs, sales people who knew they had a great product or service, they were proud of it, they knew it brought wonderful value to the people who were their customers and clients, but they may not have felt comfortable in the process of going out there and creating those relationships that led to sales and referrals, so it was really a how to type of book. Step 1, step 2, step 3 on how to create what I call those know, like, and trust relationships. And you know it was a regular how to book, but over the years I’d often read parables, which I’ve always enjoyed, because I think, as you know, stories kind of connect on a deeper level than how to books. 

To listen to the rest of this podcast, please click the link below.