A Master of Sales

Yesterday on Smashing The Plateau, Bob Burg discussed why providing value for others will make you a master of sales.

Here are some of his biggest influences:

1) My Parents

I have fantastic, wonderful parents who set an example of great mentorship on how to live life and how to be a person! My dad has the most people skills I’ve ever seen in anyone, so I’ve been able to watch my dad and how he worked with others.

2) Zig Ziglar and Tom Hopkins.

Their books, in only a matter of weeks, took me from knowing nothing about sales to being an effective and good salesperson.

3) Mike Frank

I met him at the first speaker’s conference I went to, and I bought one of his books and I would call him on the phone and ask him for advice. And he always took all the time that I needed. And I think for about a year he mentored me. He was so amazing in helping me, and we didn’t even work together! He was just there! What a great mentor he was and has been for so many people.

4) My Drive-by Mentor

He’s what I call a drive-by mentor because I never knew this person. He just happened to give me advice when I was open to it. It was probably a year into my selling career and at this time I was doing well but wasn’t quite there. I think he saw me needing an attitude adjustment! I only met him once or twice, and he said to me, “Burg, if you want to make a lot of money in selling, don’t have making money as your target. Your target is serving others.”

5) Benjamin Franklin

His book, The Autobiography of Benjamin Franklin, especially the part where he talked about taking your weak character traits and turning them into strengths made such a huge, huge, huge difference in my life. I believe everyone should have the book and pass it on to their children and grandchildren.