#105 Bob Burg

The Essence of Influence

author 'The Go Giver' series

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Bob Burg  was best known for his book Endless Referrals but 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 950,000 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 28 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.

Talking Points:

 

  • Bob discusses the origins of the parables of the Go Giver series 'stories that connect on a heart level', collaborating with John David Mann, how to work through his editor - Portfolio Books his publisher

 

  • talking about paid and unpaid forewords - explaining what is influence 'move people to a desired action, the essence of influence is pull as opposed to push, (9)

 

  • difference between the fakers and the originals, consistently put out good work, bringing out value, be so good that they cannot ignore but still need a marketing plan in place - The Go Giver is out 11 years, and he still does interviews 6 days a week

 

  • how to diversify your brand, the core message still has to remain the same

 

  • how changing the book title can dramatically increase success - talking to Tom Ziglar, and why to change the title 

 

  • learning cultural differences when speaking around the world 22

 

  • discussing how money is an echo of value - ‘no-one is going to buy you because you have a quota to meet’ - bring immense value to another human, talking about how value must come first 

 

  • moving the focus from what we want to the needs of our customer, discussing how discovery is still the most important part of the sales process, we need to match benefit to what they want need or desire 

 

  • being the observer and how it is contrary to human nature (30)

 

  • his masterclass on asking for referrals - making people comfortable for the process, networking, don’t ask questions which are too big, because they say no, make it narrow 

 

 To contact Bob click on the following social links

https://burg.com/

  • Twitter
  • Facebook
  • LinkedIn - Black Circle

recent guests

Ed Andrew is the host of Human Impact. Initially a lawyer in London Ed has for the past 20 years been a global entrepreneur. He battled prostate cancer at 42 and is now one of the world's leading career coaches and life strategists helping people learn how to thrive at home and work. 

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