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People Buy You: The Real Secret to what Matters Most in Business Hardcover – Jun 21 2010
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From the Inside Flap
What is most important to your success as a sales or business professional? Many people will tell you that it's all about crafting the right pitch, making more cold calls, or having a powerful closing technique. Some will say that it's education, experience, product knowledge, job title, territory, or business dress. Others argue that it's your company's reputation, brand awareness, product, price, or service guarantees. There are even those who say it is an investment in the latest CRM software, Sales 2.0 tools, or your social media strategy. Jeb Blount says—none of the above!
The truth is, success is powered by your ability to solve the problems of your customer. When you solve problems, your job is done, and the sale is made. But how do you get to that point?
An expert with decades of experience in the sales trenches, Jeb Blount has learned that successful sales are built around a solid knowledge of people—how they are motivated to buy and how they can respond positively to the right approach. In People Buy You, Blount provides a commonsense system, based in solid sales psychology, that will help you:
- Overcome three relationship myths that are holding you back
- Use five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits, and advance your career
- Make instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs
- Anchor your business relationships and create loyal customers who will never leave you for a competitor
- Build your personal brand to improve your professional presence and stand out in the marketplace
With strategies, stories, and fascinating examples of sales successes (and failures), Blount shows you how to evaluate your relationship tactics, customize a strategy that works for your business, and create the sales success of your dreams.
From the Back Cover
Praise for People Buy You
"People Buy You is not just a self-evident truth, it's your opportunity to discover why and how. Jeb Blount has written an easy-to-understand and easy-to-apply set of principles and actions that can help you earn more the minute you read them."
–Jeffrey Gitomer, author of Little Red Book of Selling
"Jeb Blount has written a practical, powerful book that will help any sales professional make more sales than ever before."
–Brian Tracy, author of The Psychology of Selling
"Jeb Blount nails it in People Buy You. When you turn yourself into the competitive differentiator, you're unstoppable."
–Jill Konrath, author of SNAP Selling and Selling to Big Companies
"Becoming a business leader or a sales champion transcends your ability to memorize a sales script or follow a regimented system. The real secret to unprecedented success starts with adopting this predominant universal law: who you are is always more important than what you do. In People Buy You, Jeb has effectively encapsulated this critical level of thinking. He delivers practical strategies to drive more sales and get more of what matters most in your life and career by leveraging your ultimate, authentic competitive edge—YOU!"
–Keith Rosen, executive sales coach and author of the award-winning Coaching Salespeople into Sales Champions
"People Buy You is groundbreaking because it runs counter to all the other 'sales' books currently being written that ignore common sense. That people matter most."
–Bob Beaudine, author of The Power of Who!
"People Buy You should be required reading for any professional who wants to sell more, sell faster, and build a powerful brand that people talk about and refer others to. Jeb breaks all sales myths, while exploring the right way to grow relationships, influence, and persuasion in the new economy."
–Dan Schawbel, author of Me 2.0: Build a Powerful Brand to Achieve Career Success
Inside This Book(Learn More)
Top Customer Reviews
I used to think I was already good at dealing with people but through this book I found ways to improve.
The way to ensure sales is to create sincere relationships.
This is the best & most fundamental Leadership book I've read.
Our Leadership team have read this awesome book. It is now our culture.
This KISS leadership principles that get greatness from people.
Most Helpful Customer Reviews on Amazon.com (beta)
Blount begins by noting that competition, technology and a focus on sales processes have created a dilution of personal interactions. Blount insists it is the salesperson, not technology or process, who sells. To remedy this lack of personal interactions, Blount offers this simple formula:
Likeability leads to making authentic connections...
Authentic connections lead to customers sharing real problems...
Solving customer's problems builds trust and creates positive emotional experiences, and the cycle begins again.
Two months ago, the author proved for me that his formula works. After hearing one of his podcasts, I sent a brief email to Jeb's website and asked him a question. I had never met Blount, and did not really expect a response. Within the hour, Blount sent me a detailed answer.
Jeb's podcast made him seem likeable, and I felt connected enough to ask his opinion for my business problem. He immediately offered a solution, creating a positive experience from me. When his book came out, I promptly bought a copy. My experience with Jeb proves that his formula is absolutely correct. It also shows that Jeb practices what he preaches.
What troubles me most is the many 5 star reviews it got and low useful ratings on its negative reviews. Certainly, any bad book, or anything bad for that matter, could and will have some avid fans no matter what. However, the discrepancy between quality and user reviews is so huge here, it convinced me that there must be something fishy around here. I just don't believe someone who has gone through any sales book or sales training could found this book passing the 3 star rate, not mention 4 or 5 stars.
I have long been buying books based on Amazon user reviews, and am quite satisfied with the results. However, recently, user reviews have become less and less reliable. The 2012 best rated book Power of Habit is another example. From now on, I'll certainly take a more critical view of the book ratings, and pay more attention to critical reviews when buying books.
For those of you who are realy interested in improve inter-person relationship, I will recommend How to Talk to Anyone by Leil Lowndes. It's much useable and actionable, although some of her tips can be cheesy, especially in the second half of the book.
My first experience having someone buy me was as a cute 9-year-old holding a Sales Leadership Christmas card catalog. I was definitely likeable and created as positive an experience as I could. I learned and earned.
But somehow through the years of becoming a mature, sophisticated adult, I lost touch with what was important--the relationships. Those people who bought my cards bought me because they liked me and knew me. Later in life as I sold radio advertising and other products/services, potential clients didn't know, much less like, me...and weren't interested in changing that. I agreed with them--I only wanted their money.
Frankly, many of the sales professionals I coach today have that same mental model. It was for all of them, and me sometimes, too, that Jeb Blount wrote this book which when read and implemented seriously will propel your sales career skyward, to the stars and beyond.
"People Buy You" is like sitting down with Jeb and enjoying a conversation over your favorite meal at a round table about what's important in the buying process and how you can make it happen starting today. He regales you as the reader with story after story; not Super SalesGuy stories that cause you to say, "I could never do that," but stories of when Jeb learned and earned. Made a mistake and corrected it quickly, just like you and I do. Or, learned from a client how to create a positive experience that breaks the relational ice in a totally different direction. (My favorite is his getting picked up from the airport, tired and exhausted, only to have his energy rearranged by a client.)
Jeb references the wonderful work of other authors like our mutual friend, Tim Sanders (The Likeability Factor). He does the heavy lifting of sorting through volume after volume of related reading, cherry picks the best, and serves it up with gravy...sales gravy, of course. This fact alone makes "People Buy You" worth far more than the purchase price.
I enjoyed Jeb's work so much I read it through twice, just to make sure I got it all. Like scraping your dessert plate with a fork.
"People Buy You" is a learn-and-earn read, but really should come with this disclaimer: Read this book only if you want to grow your emotional intelligence, gain more satisfaction in your work life, and increase your income.
And who doesn't want all three of those in this economy?
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