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Monday, August 2, 2010

Go-Givers Sell More: Post #2

The Law of Value: Give more than you take. Give with no immediate expectation of return. It’s the flip side of Return on Investment (ROI). When you go in looking first what you get from people (ROI), they sense it, and their defenses go up, which is why so many sales people fail. “Giving” up front in any relationship allows the other person to be open and receptive. So, it ends up more like a conversation between friends than a debate between adversaries. The authors put it this way: “The point is not to act generously in order to create a strategic result; it is to act generously, period.”

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