Books

The Go-Giver | Bob Burg & John David Mann


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Published in: 2015

Amazon | Goodreads

The Go-Giver is the fictional story of the management consultant Joe who works at a large company where there is a “dog-eat-dog” culture. In order to keep their jobs, or climb up in the organization, the employees must deliver ambitious billing goals. Joe is a typical careerist who plans to elbow his way up in the organization through hard work. But when, for the third quarter in a row, he is about to miss his sales target, he hears about “The Chairman” – a businessman who in some mysterious way has reached the absolute top. He contacts “The Chairman” and gets to spend a week with him, learning the secret behind his success – “The five laws of stratospheric success”

“Most people just laugh when they hear that the secret to success is giving… then again, most people are nowhere near as successful as they wish they were”

#1 – THE LAW OF VALUE. The first law reads “Your true worth is determined by how much more you give in value than you take in payment”. In short, the secret behind success is to give. Most people have a mindset that tells the fire “give me warmth and I will give you firewood”. This is not how the world works. If we just focus on giving, and see it as a way of life, then good things will start to happen to us. The first law determines our earning potential. But it is law number two that determines how much we actually earn.

#2 – THE LAW OF COMPENSATION. The second law reads “Your income is determined by how many people you serve and how well you serve them.” Our income is directly proportional to how many people we serve. If we seek more success, we should look for ways to serve more people. It’s about building a network of people who know us, like us and want us well. They never have to buy anything from us, the important thing is that we are in their consciousness. It’s like having an army of personal ambassadors around the world.

#3 – THE LAW OF INFLUENCE. The third law reads “Your influence is determined by how abundantly you place other people’s interest first”. Keep the other person’s interest in mind: forget 50/50 – it’s 100/0 that counts. If we focus on the other person’s interest first, then our interests will always be taken care of. Some call this enlightened self-interest. If we make sure that others get what they need, others will make sure that we get what we need.

“Don’t keep track. That’s not networking – that’s poker. You know how people say “win-win”? It sounds great, in theory. But most of the time, what people call “win-win” is really just a disguised way of keeping track. When you base your relationships – in business or anywhere else in your life – on who owes who what, that’s not being a friend. That’s being a creditor.”

#4 – THE LAW OF AUTHENTICITY. The fourth law reads “The most valuable gift you have to offer is yourself”. Real “people skills” are to be a person, to be oneself, to be authentic. It trumps the knowledge of all the sales and influence tricks that exist.

“Everyone likes to be appreciated. And that’s the golden rule of business. All things being equal, people will do business with and refer business to those people they know, like and trust.”

#5 – THE LAW OF RECEPTIVITY. The fifth law reads “The key to effective giving is to stay open to receiving”. Being able to receive is connected with being able to give. We humans are born with an appetite and a baby’s survival is based on being able to receive help. As children, we have dreams, are curious and believe in ourselves. To be able to achieve all this, we as children are open to receive help – something we lose with age. Many become too proud in adulthood to receive help – which hinders them. In the end, the secret to success is to give. The secret to receiving is to give. And the secret behind giving is to be open to receiving.

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