Do you want more referrals, customers and sales?
Bob Burg, bestselling co-author of “The Go-Giver,” has the answer. And it’s really pretty simple. Shift your focus from getting to giving. That’s it.
All you have to do is provide more value to others than what you’re asking in return, Bob said during an interview on the Sales Acceleration Show podcast.
People will buy from you when they believe they will be better off by doing so than by not doing so.
Not only is this a more enjoyable way to do business, it’s also a profitable way to do business, Bob noted.
It might seem kind of obvious – and even a little old school – but people still prefer to buy from those they know, like and trust.
“In a world in which there is a lack of trust, the salesperson who can communicate their trustworthiness is nine steps ahead in a ten-step game,” Bob said.
He also shared the five elements of value that allow salespeople to differentiate from the competition and avoid selling on price.