Christine Schlonski [0:02]
Hi Gorgeous. This is episode number 053. You are listening to Heart Sells! Podcast with your host Christine Schlonski. And I am happy to welcome you to another variety Friday.

Christine Schlonski [0:17]
On variety Fridays, I am sharing my knowledge with you. I am sharing amazing, amazing resources with you that have helped me in my business and my life. And also I am answering your questions, all you need to do is send them into info@christineschlonski.com.

Christine Schlonski [0:38]
So, today I have chosen for variety Friday, a wonderful resource. There’s a book series that I’m going to share with you. But before we dive right in, make sure you hop on over to christineschlonski.com, you find the podcast tab with all the podcasts, all the resources mentioned the transcripts, the show notes of each and every episode.

Christine Schlonski [1:04]
So today, I decided to introduce to you a wonderful book series called The Go-Giver. And The Go-Giver is written by Bob Burg and John David Mann. And it really really has changed my perspective on sales and has given me the permission to become the person I am today. Because today I allow myself to connect people with each other where I see that connection as valuable. And I’m not holding back. So the book has really made a big difference and impact in my life. So the first one was The Go-Giver, and also we have some wonderful Bob Burg on the Sales Mentality Makeover Masterclass number 3, he already was on the last one Sales Mentality Makeover Masterclass number 2, and I am so so so excited and thrilled that he is back that he’s going to give us another teaching segment and sharing his story with you. Because only I can say you will be more than inspired, you will be inspired to take action, because his work is just amazing.

Christine Schlonski [2:26]
So let’s dive in to The Go-Giver. I’m just going to give you a little insight directly out of the book. That’s the second book in the series, The Go-Givers Sell More, because that’s hard sales. And we’re talking about sales. I highly, highly recommend when you start reading the book series start with The Go-Giver, so you have the full story.

Christine Schlonski [2:56]
So here is what it says: “With the international bestseller, The Go-Giver, Bob Burg and John David Mann took the business world by storm. Showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world. But some have wondered how its lessons stand up to the tough challenges of everyday real-world business. Now Burg and Mann answer the question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling. Most of us think that sales as convincing potential customers to do something they don’t really want to. This mentality sets us an adversarial relationship and makes the sales process much harder than it has to be. As Berg and Mann demonstrate, it’s far more productive and satisfying, when salespeople think like go-givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, and great results will follow out automatically.”

Christine Schlonski [4:34]
So I’m so super excited to introduce this book serious with you to you that you can really have a very good read. The stories are inspiring, they have lots of people endorsing the book, it is a best seller. It has sold over 800,000 copies, and it was translated into over 20 languages. So you really want to make sure that you have a read, and that you get the inspiration that I got, and that so many people I know have gotten from these books.

Christine Schlonski [5:15]
So as you can hear I have some book in hand. Just to give you a little feedback on the authors as well, “Bob Burg is a highly sought after speaker who teaches the principles of the core of The Go-Giver to audiences worldwide. A former top sales professional, he is also the author of endless referrals and he lives in Jupiter Florida.”

Christine Schlonski [5:42]
So if you want to take it further tune into the interviews I have done with Bob one is on the Sales Mentality Makeover Masterclass number 2, and then here on Heart Sells! Podcast, I had the honor and he was actually my, my second guest after episode number 1 was John Lee Dumas of Entrepreneur on Fire. I interviewed the amazing Bob Burg, so that is episode number 3, and episode number 4. And you will find them by going to christineschlonski.com. And in the menu, you have the tab Heart Sells! Podcast. Just click there scroll, and you find these wonderful episodes.

Christine Schlonski [6:29]
The books are actually written, co-written with John David Mann. He has an amazing, amazing writing style. And he has been writing about business leadership and the laws of success for more than 20 years. He’s also the co-author of The Secret Language of Money, and he lives in Hadley, Massachusetts.

Christine Schlonski [6:57]
So the book is a Go-Givers Sell More. And there are 5 laws that are described in the book that will take you to stratospheric success. I just love the word and the combination. So it gives you the truth about selling. And then the authors dive into these 5 laws. So I’m just going to share the last with you that you get an idea. The first law is the law of value. The second one is the law of compensation, followed by the law of influence, the law of authenticity, and the law of receptivity.

Christine Schlonski [7:48]
As I said, I enjoyed these book series so so much. So let’s talk about the law of value. And the law of value includes that you true worth is determined by how much more you give in value than you take in payment. And I think that is so crucial. So whenever you think about how you are pricing yourself, how do you package your services, what can you ask for. Lots and lots of listeners, and you might be one of them, have some difficulties asking their price.

Christine Schlonski [8:25]
So today, I want to invite you to look at the value first, look at the value of the transformation your products and services are giving to your user or client, and then just price accordingly, and make sure you see your pricing also as an investment. Because to be able to create these products, to be able to create the services you have invested into yourself. So just think about the very special combination, that all your experiences, all your learning, all your years of study, and maybe coaching or serving other people has made already, and then go back and really think what is the value that I am giving, make a price, and ask that price.

Christine Schlonski [9:23]
So I always make sure that my services, that you know I price for myself that I’m not frustrated when delivering because I have underpriced. But I also price in a way that people can find a way to work with me, and also that I deliver much more than they expect. Which first of all, makes a client into a fan, which is much more powerful when they have the wow experience because you can’t buy a wow. And when you get that experience, and they are so happy with the results they have gotten from your services, or from your products, then you create long-lasting fans who come back and buy more of all your amazing things.

Christine Schlonski [10:16]
So make sure you think in the process of you, how you need to show up, what you need to ask for so that you can show up in the most powerful way, not being frustrated that you again, undersold yourself, but also price at a point where you can just wow your customer.

Christine Schlonski [10:40]
The second law is the law of compensation, which basically says your income is determined by how many people you serve, and how well you serve them. So that’s going into the first law basically because it’s all about serving and giving. Having that giving mentality, giving first, a very good saying that I learned a long time ago is that ‘Money follows success.’ So when you are successful with your clients, and they are happy with what you do, with the transformation you provide, then automatically money will follow. It is really, really rare, and you need to sabotage yourself really, really hard to make sure that you not receiving any money. So by just making invitations for two people to work with you, you will ask for a sale in some way, shape or form. And asking for a sale sounds pretty harsh to some of you. I always call it inviting them. Because that’s what you do. You’re inviting them to say yes to themselves., right? You see, they say yes to themselves selves, not to you, because they want the transformation, you are just, happened to be the person who provides that transformation. And I think when you can shift that mindset, and really understand that first and foremost, the client says yes to themselves, that might change the approach you’re going about sales.

Christine Schlonski [12:22]
The third law is the law of influence. So your influence is determined by how abundantly you place other people’s interests first. And I just love this law. And it’s so going back to the first book, The Go-Giver, which I highly, highly recommend you start with, where it is about this young sales person who really wanted to make a difference in his own personal life, who wanted to be successful, who wanted to be the best salesperson there is, but something was off. He couldn’t really figure out what it was, and he met a wonderful mentor. And, that mentor supported him in seeing his career, his life sails in a different way. So have a look and really find out in the first book, this beautiful, beautiful story.

Christine Schlonski [13:27]
The next law is the law of authenticity, and that is also what my work is about, and helping you to be authentic, helping you to speak your truth, to show up in the beautiful way that you truly are, so people can connect with you. So here in the book, it says that the law of authenticity is the most valuable gift you have to offer is yourself. And I think that is so beautiful. So I’m going to read it again, “The most valuable gift you have to offer is yourself.”

Christine Schlonski [14:24]
So just think about that a moment. We are not brought up in this world to think this way, but what it comes down to , to having a relationship and sales is having relationships to connecting on such a deep level is going to allow you to sell more by being authentic, by being who you truly are. With all maybe your weirdness or craziness or quirkiness, it doesn’t matter! Your ideal client for understand you, they will be gravitated to you, and you will have the best time by showing up as who you are. Because it’s so much less stress than creating a different persona all the time. So allow yourself more and more each day to be more of who you truly are. And if you haven’t figured out who you truly are, start the path today. I can tell you, it will be beautiful and breathtaking.

Christine Schlonski [15:16]
So the last law is the law of receptivity, which is the key to effective giving is to stay open to receiving, and I’m getting goose goosebumps. This is something that understanding this law will make a huge difference in your business. Because all of a sudden when you receive money from a client, you will feel amazing. You will feel wonderful. allowing yourself to receive not only in the business with the money part, receiving compliments, receiving invitations maybe to dinner or lunch, receiving a nice gifts. Are you one of those people that when you get a compliment you say, “Well, yeah, well that dress you know that was in my closet for years. I just took it out.” Are you are you playing that down? Are you somebody who gets a compliment, can’t really receive it because they have to say something back right away. Think about it.

Christine Schlonski [16:25]
And that was something I really had to learn, to be and accept a small compliment by not replying in giving a compliment back right away, by just saying thank you. If you have any difficulties doing this, I am inviting you to give it a try for the next 30 days. Whenever you receive a thank you or a gift, to just allowing yourself to receive it, and to just say thank you. No explanations. No fighting about who’s going to pay for lunch, who’s going to pay for dinner, repaying compliments right away, just allowing yourself to receive.

Christine Schlonski [17:18]
Have fun. I hope you enjoyed this episode, and I’m looking forward for you to dive in into the next one, where we have an amazing leader in the field of image therapy. So make sure you subscribe for the podcast that you get all the updates and the notifications when a new episode comes out. And also make sure that you’re signing up for Sales Mentality Makeover Masterclass, which is a free online event, teaching you spiritual and practical steps of how to increase your sales and create true wealth with out losing your authenticity. And Bob Burg is going to be one of the amazing teachers. So don’t miss out on it. Hop on over to christineschlonski.com, find in the menu, the masterclass sign in, and also in the menu you have the tab Heart Sells! Podcast where you find all the episodes, where you can dive in deep to the interviews with Bob Bug himself. That was interview numbers 3 and 4. And yeah, I’m really excited for you to be here. I hope you enjoyed, wishing you a wonderful day wherever you are in this beautiful world, and bye for now.