How To “Add Value” With Bob Burg

Bob Burg joins Will on this episode of the Salesman Podcast to discuss what “value” actually is to the end consumer and how salespeople can leverage it to close more deals.





What is “value” anyway?!

The show is kicked off with explaining what a ‘Go-Giver’ is and why moving to a giving mindset is critical for salespeople who want to crush it in the internet age.

“Price a dollar amount, it’s finite, it is what it is. Value on the other hand is the relative worth or the desirability of something”

The show is wrapped up with Bob and Will looking into the future of sales to dissect how it will change when everyone has a 3D printer in their home.

Bob and Will also cover –

  • Why you should be attempting to make your customers feel amazing
  • What “adding more value” actually means in the real world
  • How you can become a ‘go-giver’
  • What the future holds for the sales professional
  • Why “the most valuable gift you have to offer, is yourself”



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Guest info:

Bob Burg shares information on topics vital to the success of today’s businessperson. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations.

Although for years he was best known for his book Endless Referrals, over the past few years it’s his business parable, The Go-Giver(coauthored with John David Mann) that has captured the imagination of his readers.

The Go-Giver shot to #6 on The Wall Street Journal’s Business Bestsellers list just three weeks after its release and reached #9 on BusinessWeek.



Show notes:

Influence & Success Insights Newsletter

Bob’s blog


Books mentioned:

Endless Referrals, Third Edition

The Go-Giver: A Little Story About a Powerful Business Idea

Go-Givers Sell More


Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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