In our workshops and coaching with sales people, sales leaders and sales teams we spend a lot of time exploring authenticity. Of the five Go-Giver principles we share, The Law of Authenticity seems to be one of the most challenging, both for individuals and inside the cultures of the organisations they work for.
Unfortunately a huge amount of time and energy is wasted during the prospecting phase of the sales process. Too many eager sellers are randomly smiling and dialing. Do they really think clients are sitting by the telephone excitedly waiting for calls from salespeople to hear them pitch their products or services?
In this initial episode of The Go-Giver Podcast, Bob Burg clarifies some go-giver misconceptions. Then he interviews his Go-Giver co-author John David Mann who shares quite an amazing (and unlikely) entrepreneurial venture when he was still in his teens. Also, how to provide massive value to others daily.
In sales we quickly learn that pressure comes with the territory. We typically operate in high-pressure Boiler Room style environments and our leaders focus on keeping the heat cranked up in an effort to motivate us to exceed ever-increasing revenue targets. But it doesn't work. There is a better way. It's time to release the pressure.
I've known Julian Khursigara for several years now. We met as a result of a collaboration between the companies each of us worked for at the time and have continued to collaborate many times since. I've always thought of Julian as a very natural Go-Giver so I'm not at all surprised the principles Bob and John share in the book have resonated so strongly. In this guest post Julian shares his thoughts on the laws of Value and Authenticity and how they have helped him to form the foundations for success in his thriving business. Enjoy Julian's wisdom.
We recently heard from a lawyer in Canada named Peter Carayiannis, who was given a copy of The Go-Giver by another lawyer, Aaron Hall of Minneapolis. Browsing Peter’s firm’s site, www.conduitlaw.com, we noticed they feature something they call a “Client Value Adjustment,” which goes like this:
How do you change the way the world thinks about sales? Our task was to change perceptions, and create a brand that could be open, honest, and approachable when it came to sales enablement. We had to create a platform that allowed multiple learning, coaching and technology based programmes to be housed and grow, all rooted in the principles shared in the successful Go Giver books. It was important that we built a brand that felt human, not only in the way it looked but by the way it acted.
Anyone can learn how to sell. That is if you think selling is simply about following the steps of a choreographed sales process or mastering the latest selling techniques. But of course it isn't, at least not any more. What worked before doesn’t work any longer. The truth is that selling has evolved and we need to be much more than in the past.