Still a few weeks away from the Big Launch, I thought it might be fun to slip in 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 year 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 (this come as no surprise!) five sections. 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 Economy

Part II. The Law of Compensation
7. Touch Lives
8. People
9. Rapport
10. Skills
11. Curiosity
12. Maturity

Part 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 Competition

Part IV. The Law of Authenticity
21. Be Real
22. Present
23. Undersell
24. Listen
25. Objections
26. The “Close”
27. Silence

Part V. The Law of Receptivity
28. Stay Open
29. Left Field
30. Crisis
31. Trust

You’re probably wondering either a) what a “MacGuffin” is, or b) what it has to do with sales (hint: it started with Hitchcock, and it’s about your product). Or c), what “fuzzy influence” is supposed to mean, or d) why there is a whole chapter on “silence,” and another on “left field,” and one on “crisis” … or e) all of the above.

Stay tuned — we will answer these questions (and many more) soon: the Big Launch is just 24 days away!

This entry was posted on Monday, January 25th, 2010 at 10:40 pm. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.