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Episode #072: The Go-Giver Influencer with Bob Burg

In This Episode of The Buyer’s Mind with Jeff Shore:

Bob Burg, author of The Go-Giver Influencer, talks with Jeff about the difference between influence and manipulation.  Trust is powerful, and once we have it from our customer, do we as sales professionals use it to help our customers or take the opportunity to advance our own agenda? When we see sales as service, then it becomes easy to be an influencer and not a manipulator.

Topics we’re going to cover on today’s podcast:

[3:20] What is Influence to me?

[5:17] Talk about the use of business fable

[11:32] The Go-Giver Influencer

[17:05] There isn’t always a hero and a villain

[24:55] Set the frame

[34:03] Standing in another person’s shoes

More about our guest Bob Burg:

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 has sold over half a million copies and it has been translated into 21 languages. It has been reissued in a new, expanded edition with a foreword by Huffington Post founder and publisher, Arianna Huffington.

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 serves on the Board of Trustees of Furry Friends Adoption & Clinic in his town of Jupiter, Florida.

Links from today’s podcast:

HomeStreet Bank

Bob’s Website

The Go-Giver Influencer: A Little Story About a Most Persuasive Idea

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.