The Go-Giver: A Little Story About a Powerful Business Idea

by Bob Burg

“I want you to try something for me. I’m going to count to thirty, and while I count, I want you to slowly exhale. That’s all; just exhale, and don’t stop. Take a good breath in first, so you have plenty of air, okay? Now, breathe in …and …go!” And as Pindar began counting, Joe began to slowly let his breath out. By the time Pindar had reached “nine,” Joe was hunching forward and turning a bit pale. At “twelve” he straightened up and abruptly drew in a big gasping breath. Pindar glanced at Joe. “Couldn’t get to thirty?” Joe shook his head. “What would you think if I told you it has been medically proven that it’s healthier for you to exhale than to inhale? Would that make a difference?” Puzzled, Joe shook his head again. “No, of course not. You can’t just go on exhaling forever, no matter what argument anyone gives you. “What if I told you that it’s better for your heart to relax than to contract? To just keep opening up, without squeezing down again. Would you give it a try?” This time he didn’t even wait for an answer. “It’s ridiculous, right? Of course it is. And so is that bit of traditional wisdom nonsense that you and I and everyone else had drummed into us. “It’s not better to give than to receive. It’s insane to try to give and not receive. “Trying not to receive is not only foolish, it’s arrogant. When someone gives you a gift, what gives you the right to refuse it—to deny their right to give? “Receiving is the natural result of giving. If you give and then try to...