Bob Burg on Closing More Deals with the Go-Giver Sales Strategy | Sales | YAPClassic
episode
Young and Profiting (YAP) with Hala Taha: Entrepreneurship and Self-Improvement Podcast
36 min
2 speakers
6 chapters
transcribed
Transcript
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Transcript generated automatically by AI and may contain errors.
What is the Go-Giver philosophy in sales?
I just began as a sportscaster for a local radio station where I grew up, got into TV. I was the late night news guy for a very small ABC affiliate in the Midwestern United States. I wasn't very good at it though. Yeah, I could read the news. Anyone can do that. But I certainly wasn't a journalist. And so it wasn't long before I graduated into sales. And I stumbled and floundered for the first few months because I had no formal sales training. And the company I was with apparently didn't either. So I was sort of left on my own. Fortunately, after a few months, I was in a bookstore and I saw there were a couple of books on sales, which doesn't seem like a big deal right now, but that was 40 years ago.
Sales books, they simply were not as prolific as they are now. I didn't even know such a thing existed. When I saw them, I picked them up, bought them, brought them home. And every night I'd come home after work and I would study into the wee hours of the morning. And within a few weeks of applying the information, my sales began to go through the roof. And it was really a great experience for me. From there, I started to really get into the personal development aspect because I quickly learned that sales was really about building yourself on the inside. right? And that that success manifested outwardly, but it really was what you put into your mind and took into your heart. So I started getting all the, you know, the classics of personal development from Dale Carnegie's How to Win Friends and Influence People to Think and Grow Rich to The Magic of Thinking Big and Psycho-Cybernetics and As a Man Thinketh and Ogmandino's books and all the great books. And I just, I became a, I guess, an internal library, right?
And, you know, so I really enjoyed it and eventually worked my way up to sales manager of a company. And people began to ask me to show their sales team what was working for me and eventually just morphed into a speaking business.
I love the fact that you brought up that you've read so many books. I interviewed Stephen Kotler pretty recently, and he told me that books have the best ROI on your time. And you can literally time arbitrage with books because these authors are spending years of their lives researching and pouring out their expertise that might have taken a decade to acquire. And then you get to read that book in just a few hours and absorb all that information.
Exactly. And, you know, I think when you... And there are different types of books. There are the books that really you're just developing yourself personally and professionally. And then there are the how-to books. And they can provide, and such as the ones I purchased, and they were by Zig Ziglar and Tom Hopkins, the two that I purchased when I first saw them. They were roadmaps for me.
How can books enhance personal development?
Thank you, Holla. Great to be here.
Yeah, likewise. Before we get into all that good stuff and the meat and potatoes of the interview, I do want to talk to you about your career path. Similar to me, you started in radio. So I started my career at Hot 97 and then kind of evolved from there. So I'd love to hear about your broadcasting background and how you ended up, you know, becoming such a popular writer.
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Chapters
6 chapters
1
What is the Go-Giver philosophy in sales?
1:37–13:38
2
What are the Five Laws of Stratospheric Success?
13:38
3
How does authenticity play a role in sales?
6:33
4
What is the difference between influence, persuasion, and manipulation?
5:07
5
How can books enhance personal development?
1:15–29:12
6
What strategies can increase referrals in business?
29:12–36:50
Speakers
2 identifiedMore from Young and Profiting (YAP) with Hala Taha: Entrepreneurship and Self-Improvement Podcast
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