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Be a “Go-Giver”!
By Lauren | January 29, 2010
Continuing my Friday series on keeping your business out of court, I want to recommend a book that can positively transform your approach to sales - and reduce your litigation risk.
I’m a huge fan of The Go-Giver by Bob Burg and John David Mann, a wonderful little story about how giving is the best route to success. Recently, I was delighted to receive an advance copy of the soon-to-be-released book Go-Givers Sell More. No surprise, I love it, too. All too many how-to books on sales encourage sellers to strong-arm “prospects” into buying products or services they might not really want or need. Go-Givers Sell More takes a much more humane approach, demonstrating that giving great service and personal attention is both a gentler and more successful way to increase sales.
There’s an added benefit to the Go-Giver approach. Customers who come away from a business transaction feeling as though they’ve been bullied into a deal aren’t likely to think well of the seller. If something goes wrong with a product or service they’ve purchased, they’ll be much more inclined to get angry and sue sellers who pushed unwanted items down their throats. If, on the other hand, the salesperson followed the Go-Giver approach, the customer may be more likely to forgive the flaws and work with the selling company to find an out-of-court solution. Go-Givers Sell More wasn’t written specifically to help companies reduce their litigation risk, but following its tenets may well have that happy side-effect.
To read the Introduction and a free chapter of Go-Givers Sell More, visit http://www.gogiverssellmore.com/chapter.php.
Topics: Business Ethics |
January 29th, 2010 at 3:02 pm
Lauren,
Thank you so much for your very, very kind words about John David Mann’s and my latest book. You honor us!
I’m so glad you enjoyed it, and found it to be of value. Keep up the great work. I love the value you add to the lives of so many people.
Bob