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People Buy You: The Real Secret to What Matters Most in Business [Hardcover]

Jeb Blount
4.5 out of 5 stars  See all reviews (2 customer reviews)
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Book Description

13 July 2010
The ultimate guide to relationships, influence and persuasion in 21 st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company′s reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above ! You see, the most important competitive edge for today′s business professionals cannot be found on this list, your resume, or in any of your company′s marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That′s right, it′s YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You . Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break–through book pushes past the typical focus on mechanics and stale processes found in so many of today′s sales and business books, and goes right to the heart of what matters most in 21 st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You′ll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand–out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down–to–earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.

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People Buy You: The Real Secret to What Matters Most in Business + Start With Why: How Great Leaders Inspire Everyone To Take Action
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Product details

  • Hardcover: 208 pages
  • Publisher: John Wiley & Sons; 1 edition (13 July 2010)
  • Language: English
  • ISBN-10: 0470599111
  • ISBN-13: 978-0470599112
  • Product Dimensions: 21.8 x 15 x 2.5 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 207,816 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

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

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Customer Reviews

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Most Helpful Customer Reviews
4.0 out of 5 stars Pretty Good 21 May 2013
By roops
Format:Hardcover|Verified Purchase
Was recommended this book as I'm in sales but despise the usual 'sales' jargon and really related to what was being said. It's about being genuine, connecting with people and makes some good points.

Great perspective for sales people looking to do better or find a different approach!
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5.0 out of 5 stars Back to Basics!! 25 Nov 2011
By Darcy
Know, like and trust... three words, yet they make all the difference when it comes to the wonderful world of sales. If you are looking for a book that trims away all the sneaky tactics that some unprofessional individuals use, then you may want to take a look at this book.

The author takes away all the complicated myths that surrounds selling and presents to you proven techniques that have been around for ages. With all the current rage surrounding Social Media, which I agree will or already has surpassed traditional means of marketing, yet we are all intelligent enough to know that, ultimately it comes down to qualities such as interpersonal and listening skills, industry and product knowledge, trust and other internal values and beliefs.

So whether you are new to sales or you currently find yourself in a slump and need to get back to basics, we have no doubt that you will at least find one special gem inside this book which may prove to be the difference.
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Most Helpful Customer Reviews on (beta) 4.6 out of 5 stars  82 reviews
30 of 31 people found the following review helpful
5.0 out of 5 stars Great Advice from an Author Who Practices What He Preaches. 5 July 2010
By Shaun Heneghan - Published on
Jeb Blount's podcasts (Sales Guy Podcast) and web community (SalesGravy) have created high anticipation for his new book, and Blount does not disappoint.

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.
23 of 23 people found the following review helpful
5.0 out of 5 stars Excellent Book-Not just for Sales 18 Aug 2010
By kevin obrien - Published on
Format:Hardcover|Verified Purchase
I have read close to 50 sales books in the past 2 years that I been able to pick up a nugget or two that have helped in how I sell. This was the first book that all principles have not only helped me improve myself for the business world BUT also has helped me at home and in my personal life as well. Great book
14 of 17 people found the following review helpful
2.0 out of 5 stars Dont' get fooled by Amazon rating 15 Mar 2013
By H. Hai - Published on
Format:Hardcover|Verified Purchase
I don't normally write book reviews, especially in English which is not my native language. I feel compelled to write this not simply because this book is useless to me but the growing reviews and ratings it seems to get. If this is the first sales/personal relationship book you ever read, it certainly could have some value. However, if you have reached Sales 101 or Dale Carnegie, there's certainly nothing you can learn from this book.

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.
4 of 4 people found the following review helpful
5.0 out of 5 stars Must Read 8 Nov 2011
By Paul Williams - Published on
With books out there that talk about 20 guaranteed ways to close, better ways to build rapport, and top 10 opening is very easy to over complicate and confuse the "sales process". People Buy You goes back to the fundamentals and focuses on the real reason people buy...YOU! If you are looking for a book tha tries to get you to use gimmicks in order to get the close, this book isn't for you. If you are looking for something that shares proven fundamentals and teaches you how create your brand then this is a MUST READ.
6 of 7 people found the following review helpful
5.0 out of 5 stars Learn and Earn 20 Feb 2012
By Dr. Joey Faucette - Published on
Format:Hardcover|Verified Purchase
When I recently was invited to become a featured contributor for [...], I thought it a great idea to read some of Jeb Blount's work before I agreed. After reading "People Buy You," I said, "Yes, please pick me!"

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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