Er du involveret i noget som helst, der har med andre mennesker at gøre – kundeservice, salg, ledelse etc. Har du måske endda din egen virksomhed hvor du er afhængig af omsætning, du skal skabe? Taler du nogensinde med andre mennesker? Kunne du tænke dig at blive bedre til det hele?
Ja, så er vi vist alle dækket ind, er det ikke rigtigt? Og det er også meningen, for bogen »Go-Givers Sell More« Bob Burg og John David Mann som dette indlæg handler om, kan give de fleste mennesker en helt nyt opfattelse af positiv omgang med mennesker, professionelt såvel som privat.
Essensen i »Go-Giver-filosofien« er, at jo mere du giver, jo mere har du. I de fleste menneskers logik lyder det ikke som om filosofien holder, men det gør den altså i praksis. Go-Givers handler om at bygge netværk og skabe værdi for de mennesker vi omgås. Og jo flere der gør det samme, jo mere har vi alle sammen.
Go-Givers Sell More er en af de bedste bøger jeg har læst i flere år. Den har givet mig en række nye indsigter og strategier på områder som venskaber, kærlighed, kundepleje, salg, opfølgning og prospecting. Jeg vil meget varmt anbefale dig at læse den hurtigst muligt.
Her er en lille historie fra bogen hvor John skal ud og købe en bil. Han skal vælge mellem BMW, Lexus og Mercedes. Læs her hvordan det går…
First was the local BMW man, Mike.
I’d been there a few times, checking out a few cars on the floor, and Mike remembered me vaguely. He took my kids and me for a test spin, and on our drive we made small talk. I left the lot sort of liking Mike, but feeling I hadn’t learned much about the car or gotten much value.
Next was Lexus.
The nearest Lexus dealer was a good ninety minutes away, and I was too busy to go that distance. No problem. Tink Doyle from Lexus returned my call immediately and said she could bring cars out for me to look at. What was I looking for in a car, she asked (hmm, Mike had not asked me that), and what else was I looking at? I told her: BMW, Lexus, Mercedes. “All three are great cars,” she replied. “I have to admit, I personally love the Lexus line. Well, obviously—that’s why I work here. But BMW and Mercedes are excellent cars, too. You’ll do well either way.” She offered to bring a car out for me to look at. The next day, she brought another. And then another. For the next week, Tink made sure I didn’t pass a day without a Lexus to drive.
Finally, I got to Mercedes.
Like Tink, Ed at Mercedes wanted to know what else I was test-driving. When I said, “BMW—” he grunted. When I said “. . . and Lexus,” he let out a snort of derision. “Not much of a car, really,” Ed let me know, and he launched into a lecture about how many ways the Lexus was not what I wanted: it was basically a Camry body with an inflated price tag; I wouldn’t be happy with a dealer so far away; he’d heard its airbag might not be safe…
By the time I left the Mercedes dealership, Ed had made the sale: I got the Lexus.
Of course, there were features about the cars themselves that helped direct John’s buying decision. But it was the attitudes of the three salespeople that clinched the deal.
When you tear down another, you are the one on whom it reflects most poorly. And when you take the high road and build up your competition, you create a rising tide that raises all the ships in the harbor—and that reflects quite well on you.
Hvad mener du? Har du også læst »Go-Givers Sell More« eller »Go-Givers«? Hvad synes du? Skriv en kommentar…
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