My next guest on The Richard Robbins Show has had a profound influence on my life. His book, Endless Referrals, was the inspiration for the way I’ve run my organization since the beginning.
Bob Burg, bestselling author and coauthor of The Go-Giver, has sold 2 million copies of his books worldwide. Although his work has been insightful and incredibly significant in my own life, Bob admits that he was not a naturally gifted salesman, “The challenge was I knew nothing about sales. I had no training in it.”
What this told me was that anyone can learn to sell, the question is: How?
Once Bob was introduced to a classic catalogue of business books, he couldn’t do anything but learn. “You can have the motivation but you’ve also got to have the information.” Bob took the lessons from these books and implemented them into his own profession. It translated into an incredible career in sales and, later in his life, an occupation in public speaking, book writing and making a significant impact on people’s lives around the world.
In this interview Bob and I talk about the importance of providing value as a salesperson. Bob explains that, “Money is simply an echo of value.” Bob and I discuss the secrets to a successful career in sales, why shifting your focus is the most important thing you can do and why your intention matters.
Regardless of what industry you work in, this podcast is filled with insights for anyone wishing to be better in sales. I hope you enjoy this interview with Bob Burg.
Listen to the Full Episode:
What You’ll Learn In Today’s Episode
- The reason why making money shouldn’t be your target in sales.
- Why you should focus on delivering value to potential customers and current clients.
- Why having a system and following basic fundamentals is crucial.
- Why growing on the inside is crucial to your success in sales.
- Internal and external advice and tips to thrive during COVID-19.
- Why a service-based approach is more effective than a sales-focused approach.
Ideas Worth Sharing
Principles are principles, they work across the board. How they're applied a lot of times can be a big difference maker. @RichardLRobbins Share on X
The process of predictably achieving a goal is based on a logical and specific set of how-to principles. The key is predictability. If it’s been proven that by doing ‘A’ you’ll get the desired result of ‘B’, then you know that all… Share on X
Great salesmanship is never about the salesperson. Great salesmanship is never about the product or service. Great salesmanship is about the other person and how they will benefit, how their life will be touched. @RichardLRobbins Share on X
Nobody is going to buy from you because you have a quota to meet. People are going to buy from you because they believe they’ll be better off by doing so than by not doing so. @RichardLRobbins Share on X
Resources in Today’s Episode
- Bob Burg
- Bob Book Books
- Jim Rohn
- Dallas, Texas
- John David Mann
- How to Master the Art of Selling by Tom Hopkins
- How to Win Friends and Influence People by Dale Carnegie
- The Magic of Thinking Big by David J. Schwartz
- Think and Grow Rich by Napoleon Hill
- As a Man Thinketh by James Allen
- Greatest Salesman in the World by OG Mandino
- The Richest Man in Babylon by George S. Clason
- Fletch
- Chevy Chase
- The Secret of Selling Anything by Harry Browne
- Zig Ziglar
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