“Success is achieved when people change their focus from getting: in this context, ‘giving’ meaning constantly and consistently providing value to the marketplace. Now this may seem counter intuitive. But you must first understand the difference between price and value. Price is a dollar amount. Value, on the other hand, is the relative worth or desirability of the product or service to the end user or beholder.
When they feel they have received value over and above what they paid for, they will be ecstatic, continue to do business with you, and often refer you to others (become your “Personal Walking Ambassador”). You meanwhile, make a very healthy profit on each transaction while building an ongoing relationship.”
These are the wise words of long time friend and best-selling author of The Go-Giver, Bob Burg. I recently interviewed Bob to get his insights on how to achieve greater success in business and life.
Bob goes onto to say:
“Many people have the misperception of thinking that selling is trying to convince someone to buy something they don’t want or need, where in actuality it is the opposite. Selling or marketing is, in fact, finding out what someone does want or need and helping them get it. It’s not about taking advantage of someone but rather giving someone an advantage.”
Bob also discusses the 5 elements of value: Excellence, consistency, attention, empathy and appreciation. He goes on to share the importance of why we must also learn how to receive as well as give:
“The last law is the law of receptivity. Like breathing in and breathing out you must be able to do both. Across society you see people make the mistake of the “either/or” or “false dilemma”. A false dilemma is the unnecessary use of the word ‘or’. Do you want to be happy or rich? Where really the answer is YES. Are you a giver or a receiver? Yes!
All the giving (of value) in the world is great, but you also need to be able and ready to receive! Focus on the giving and allow the receiving.”
What Bob has to share is so powerful and I believe it applies to everyone (whether you’re a teacher, in sales, an entrepreneur, a parent, a student, etc.). This is a must listen so I wanted to share this interview with you and your team, family and friends.
P.S. Bob is also the author of the upcoming Lessons From Giving Value book. In addition to downloading Bob’s interview we would love to hear your best Giving Value story or lesson click here.