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