Sales is a topic that I consider to be a lost art. Being a great salesman or saleswoman is a rare skill to find in today’s world. We prefer to hide behind our marketing and funnels. But the ability to sell is a skill that leads to success. In this episode, I talk to the most ideal person to talk about becoming a successful salesperson. Bob Burg. He is the author of the global bestseller, The Go-Giver. In this episode, Bob Burg walks us through the 5 laws of stratospheric success. If applied, these 5 laws will skyrocket your sales ability and future success!
5 Laws for Becoming a Successful Salesperson with Bob Burg:
Bob Burg starts this episode off by explaining his meaning of “Giving” in the context of his book.
Giving means constantly and consistently providing immense value to others.
What was the reason for choosing the 5 laws?
Shifting your focus from getting to giving is not just a more pleasant way to do business but the most financially profitable way as well. It makes logical and rational sense. When you are laser-focused on making another person’s life better, people will feel good about you and will want to be connected to you. This is the premise of the book.
5 laws of stratospheric success:
1. Value: This is the foundational principle. Your true worth is determined by how much more you give in value than you take in payment. You have to understand the difference in price and value. Price is a dollar and value is the relative worth or desirability of a thing to the end-user.
5 elements of value:
“People will buy from you only because they believe they will be better off by doing so”
2. Compensation: Your income is determined by how many people you serve and how well you serve them. The more people whose lives you touch with this exceptional value, the more money with which you will be rewarded.
This law builds off of the law of value, you need to touch more people but you also still need to add value to each of these people. Value has to be the foundation!
3. Influence: Your influence is determined by how you place other people’s interests first. When we way this we don’t mean for you to be anyone’s doormat or to be self-sacrificial. It is simply that people will do business with and refer business to the people they know, like, and trust. There is no more effective way to elicit these feelings toward you from others than by genuinely shifting from a ‘me’ focus to an ‘other’ focus.
4. Authenticity: The most valuable gift you have to offer is yourself. All the skills in the world are all for not if you do not come at it with your true authentic core. We need to understand the value that we provide in order to come off authentically. You cannot effectively communicate your value if you do not know your value.
There are 2 types of authentic value.
1. Intrinsic value – the very nature of being human.
2. Market value – the combination of strengths, traits, talents, and characteristics that allow you to add value to individuals and to the marketplace.
“Sometimes you feel foolish and you even look foolish, but you do the thing anyway.”
5. Receptivity: this is the law that brings them all together. The key to effective giving is to stay open to receiving. You cannot give without receiving. Giving and receiving are not opposite concepts, they are simply two sides of the very same coin and they work in tandem.
Bob Burg’s final thought:
If you want to make a lot of money in sales, do not have making money as your target. Your target is serving others. When you hit your target, you will be rewarded with money. Your target should always be serving others and not making money.
Resources Mentioned in this Episode:
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