Bob Burg On How To Be A Go-Giver And Get Your Customer To Know, Like, And Trust You
Bob Burg is a highly acclaimed speaker and an international bestselling author of books such as Endless Referrals and The Go Giver. He’s one of the world’s authorities in relationship marketing. Through his dynamic Endless Referrals system, Ultimate Influence and Go-Giver principles, Bob teaches business professionals how to leverage their network of everyday contacts into a never ending stream of new prospects.Books Mentioned
- How to Win Friends & Influence People
- Think and Grow Rich: The Landmark Bestseller Now Revised and Updated for the 21st Century (Think and Grow Rich Series)
- The Magic of Thinking Big
- Psycho-Cybernetics, A New Way to Get More Living Out of Life
- The Secret of Selling Anything
- The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea
- Endless Referrals, Third Edition
Resources Mentioned
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Key Points (Timestamps)
00:42— Intro and overview01:25 — The Go-Giver Principles, explained by Bob Burg
02:09 — People buy only because of what’s in it for them.
02:57— Content marketing is all about delivering consistent value to the audience.
03:36 — Bob Burg explains the Know, Like and Trust relationship and how it applies to content marketing.
04:09 — How NOT to do content marketing and how NOT to be a spammer
04:40 — The marketplace decides who they do business with.
05:35 — “Money is simply an echo of value.” — Bob Burg
07:14 — Bob Burg explains what selling is all about.
10:32 — The Law of Authenticity
11:23 — The most common challenges on getting started with implementing the Go-Giver principle into business and life
12:43 — “Great leadership is never about the leader, great influence is never about the influencer, and great salesmanship is never about the salesperson.” — Bob Burg
14:20 — ”You can have everything in life you want, if you will just help enough other people get what they want.” – Zig Ziglar
15:06 — Don’t be focused on the notion of lack but rather focus on the notion of abundance.
16:17 — Action steps are what a listener can take to improve sales techniques and implement the Go-Giver principle.
17:21 — The “Go-Giver”, “Go-Getter” and the “Go-Taker”, explained beautifully by Bob Burg
19:22 — Why it’s critical to ask your customers why they’re buying from you
20:46 — “When you sell on price, you’re a commodity. When you sell on value, you’re a resource.” – Bob Burg
21:48 — A metaphor for value in a story about a high-end restaurant
22:47 — “In a free market-based exchange, there are always at least 2 profits: the buyer profit and the seller profit.” — Bob Burg
23:04 — Books that have had the biggest impact on Bob Burg and why
25:34 — How to find out more about Bob Burg
