What’s in the New Book?
Published January 25th, 2010 by John David MannStill a few weeks away from the Big Launch, we thought it might be fun to give you a sneak peek of what’s actually in the new book.
Go-Givers Sell More is not a parable or actual sequel to the first book. (We are writing a true sequel, but that’s still a ways off.) Instead, it is more like a Go-Giver Companion: a collection of short essay-like chapters about applying the Go-Giver principles to real-world situations (especially in the context of sales and selling), punctuated by several dozen real-life stories of people we know who live these principles.
It is divided into five sections (no surprise there!), and here are the chapter titles:
Part I. The Law of Value
1. Create Value
2. MacGuffin
3. Giving
4. Money
5. The Paradox
6. Your EconomyPart II. The Law of Compensation
7. Touch Lives
8. People
9. Rapport
10. Skills
11. Curiosity
12. MaturityPart III. The Law of Influence
13. Build Networks
14. Fuzzy Influence
15. The Perfect “Pitch”
16. Great Questions
17. Follow-Through
18. Your Serve
19. Posture
20. The CompetitionPart IV. The Law of Authenticity
21. Be Real
22. Present
23. Undersell
24. Listen
25. Objections
26. The “Close”
27. SilencePart V. The Law of Receptivity
28. Stay Open
29. Left Field
30. Crisis
31. Trust
We’re bet you’re probably wondering either a) what a “MacGuffin” is, or b) what it has to do with sales. Or, what “fuzzy influence” is supposed to mean — or why there is a whole chapter on “silence,” and another on “left field,” and one on “crisis” …
Stay tuned — we will answer these questions (and many more) soon: the Big Launch is just 24 days away!
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Berry Zimmerman on January 27, 2010
I know what a “MacGuffin?” and “fuzzy influence” are. They must be new “yoga” positions for Go-Giver sales professional. They’re the activities that stretch our souls, our minds and our behaviors in new, and sometimes painful ways.
Ahhh, it hurts so good.
Eric Transue on February 24, 2010
I can’t wait to read the new book. I loved The Go-Giver and have recommended it to quite a few people. The chapters you posted above look to be a great continuation for those of us living the Go-Giver philosophy.
Best of luck to you guys!
Bob Burg on February 28, 2010
Eric, thank you for your very kind words. I hope you enjoy the new book.
Gareth on March 9, 2010
I LOVE THIS BOOK ! Have just started reading it and having always had a huge issue with sales, I am now viewing it in a completly different light – thank you very much !
John David Mann on March 9, 2010
Great to hear, Gareth – thanks for taking the time to comment!