NEW YORK, March 29, 2011 /PRNewswire/ -- "Sales executives at leading companies can inspire their sales teams to sell more products, sell more effectively and feel good about selling," says Bob Burg, a business development speaker and co-author (with John David Mann) of the best-selling book, "The Go-Giver."
"Selling is about giving. You are giving time, attention, counsel, education, empathy and, most of all, value," said Burg, who has sold more than 175,000 copies of "The Go-Giver" book to leading companies, including many of the Fortune 500. "Sales and sales management teams can and should be proud of what they are doing."
The first chapter of the book is available for free at http://www.thegogiver.com/
Burg has helped Fortune 500 companies improve sales training results by offering his counterintuitive sales principles and methods in a manner which he says is "contrarian, but not curmudgeon."
"Go-Givers really do sell more," says Burg, a frequent speaker at corporate sales conventions. "But don't confuse giving with giving things away. That's not it at all. It is really about shifting one's focus from getting to giving - consistently adding value to people's lives. You provide exceptional value and you make a great profit."
In "The Go-Giver: A Little Story About A Powerful Business Idea," Burg and Mann discuss "The Five Laws of Stratospheric Success:"
1. The Law of Value - Your true worth is determined by how much more you give in value than you take in payment.
2. The Law of Compensation - Your income is determined by how many people you serve and how well you serve them.
3. The Law of Influence - Your influence is determined by how abundantly you place other people's interests first.
4. The Law of Authenticity - The most valuable gift you have to offer is yourself.
5. The Law of Receptivity - The key to effective giving is to stay open to receiving.
One might think that with a title like "The Go-Giver" the authors are simply saying "Nice guys finish first." But, that's not necessarily so.
"Being nice helps, but it takes a lot more than that to be successful," says Burg.
"We all know people who we would describe as 'simply nice' people, who we would also have to describe as 'simply broke' people."
When Burg and Mann use the word "giving" they are talking not only about "providing exceptional value, but also touching a great number of lives with that exceptional value."
This, say the authors, is the key to any type of business success within a free-enterprise based environment.
"Focus on the value and the money will follow. After all, when your customer knows you put their interests first, they are more likely to trust you and your product/service. If they sense -- and they always do -- that you are looking at them as a commission check, they will be far less likely to do business with you," Burg said.
About Bob Burg
Sharing the very principles contained in The Go-Giver and Go-Givers Sell More, Bob has addressed audiences ranging in size from 50 to 16,000, sharing the platform with notables including today's top thought leaders, broadcast personalities, athletes, and political leaders, including a former United States President.
His critically acclaimed book, Endless Referrals: Network Your Everyday Contacts Into Sales, has sold over 200,000 copies and continues to be used as a training manual for top sales organizations throughout the world.
Bob is an advocate, supporter and defender of the free enterprise system and seeks to empower individuals and organizations to thrive and grow by putting its principles to work.
He also puts his networking and Go-Giver abilities to use for charities, being a former Palm Beach County/Brooks Brothers Leukemia Society Man of the Year for his fundraising efforts on their behalf, and serving on the Board of Directors of Safe Harbor, which is the Humane Society of Jupiter, Florida.
For information about "The Go-Giver," please go to http://www.thegogiver.com.
For information about Bob Burg's speaking availability, please visit http://www.burg.com.
SOURCE Bob Burg