The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg & John David Mann

Author:Bob Burg & John David Mann
Language: eng
Format: mobi
Publisher: Penguin Publishing Group
Published: 2015-10-19T14:00:00+00:00

The Third Law

THE LAW OF INFLUENCE

Your influence is determined by

how abundantly you place

other people’s interests first.

9: Susan

When Joe returned to his office that afternoon, things were in chaos. Their computer system had gone down for a few minutes, and in the process of getting it back online, three days of account records and correspondence had been lost. Everyone was frantically pulling files and restoring information to the system from hard copies.

As Joe joined his team and plowed into the growing stack of papers, all thoughts of Sam Rosen, Pindar and the Law of Influence evaporated.

It was nearly seven when he finally closed his paper-stuffed briefcase, picked it up with a groan and headed for the elevator.

He dropped into the seat of his car, his mind still churning on his work. The next thing he knew, he was pulling into his driveway twenty-five minutes later.

He switched off the engine and sat listening to the clink-clink-clink of the cooling engine. He wished there were an ignition key that would switch off his mind. Was he wasting his time with these daily lunchtime lessons and Laws of Stratospheric Success he was supposedly learning? Was any of this getting him closer to making that third-quarter quota he so badly needed to make?

He looked at the front door of his suburban duplex and sighed.

Susan would have been home for an hour already. She would be just as exhausted as he was, and her afternoon would have been just as hard as his.

He found Susan in the kitchen, pulling something from the oven. She didn’t need to tell him that he was late or that their dinner was a little dried out. Or that she was too tired to care one way or the other. Her body language said all that and more.

Over a listless dinner, notes were compared and miseries tallied as the two moved through the meal and kitchen cleanup. Joe wanted to tell her all about his appointment at the imposing Liberty office building, but he gave up without even trying.

Last Saturday, when Joe had returned home and told her his first impressions of Pindar, Susan had been intrigued. But at dinner on Monday, when he tried to tell her about Ernesto, she said only, “So this guy is actually the owner?” She repeated this a few times and couldn’t seem to get any deeper into his story. Yesterday, when he started telling her about Nicole Martin’s kindergarten conference room, she rolled her eyes and said, “You’re kidding.” It went no further.

Joe and Susan had established a sort of unwritten rule. They both had high-stress jobs and would arrive home for the evening in knots, each with at least a solid hour or two of extra office work to do. The unwritten rule was this: “We each get up to thirty minutes of complaint time, no more.”

Tonight, Susan was already well into her half hour. Joe sat on the edge of their bed, doing his best to stay sympathetic while Susan paced and talked.

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