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Bob Burg
The Art of Great Salesmanship
Bob Burg is a sought-after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former U.S. President.
Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann, itself has sold over 975,000 copies and it has been translated into 29 languages.
His and John’s newest parable in the Go-Giver Series is The Go-Giver Influencer.
Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and is a past member of the Board of Directors of Furry Friends Adoption, Clinic & Ranch in his town of Jupiter, Florida.
More from Bob…
Bob is an expert salesman and networker. He provides five laws that he says are fundamental in being the very best salesperson you could be.
The first law, he explains, is the law of value. He tells us:
“The law of value says your true worth is determined by how much more you give in value than you take in payment, which sounds counterintuitive when you think about it. Give more in value than I take in payment, isn’t that a recipe for bankruptcy?
And so we just have to understand the difference between price and the value. Price being a dollar figure or dollar amount. It’s finite. It simply is what it is. It’s the price. Value, on the other hand is the relative worth or desirability of a thing, of something to the end user or beholder.
In other words, what is it about this thing, this product, service, concept, idea, what have you, that brings so much worth or value to another human being that they will willingly exchange their money for it? Again a free market, they willingly exchange their money for this value and feel great about it while you make a very healthy profit.
And this could be something as simple as an accountant who charges you $1,000 to do your taxes and $1,000 is her fee or price. But she saves you $5,000, saves you countless hours of time, and provides you with security and peace of mind of knowing it was done correctly. So she gave you over $5,000 in value. In exchange for a $1,000 fee or price.
She gave you more in value than she took in payment. You feel great about it. But she also made a very healthy profit. Because to her it was worth releasing out her time and expertise in order for that $1,000. So both parties came away a winner.”
