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People Buy You: The Real Secret to What Matters Most in Business Hardcover – 13 Jul 2010

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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: 14.7 x 2.1 x 22.4 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 176,067 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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Most Helpful Customer Reviews

By roops on 21 May 2013
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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By Darcy on 25 Nov 2011
Format: Hardcover
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) 83 reviews
30 of 31 people found the following review helpful
Great Advice from an Author Who Practices What He Preaches. 5 July 2010
By Shaun Heneghan - Published on
Format: Hardcover
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
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
15 of 18 people found the following review helpful
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
Must Read 8 Nov 2011
By Paul Williams - Published on
Format: Hardcover
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.
3 of 3 people found the following review helpful
Believe It Or Not It Business Is Really This Simple 1 Aug 2010
By Leanne Hoagland Smith - Published on
Format: Hardcover Verified Purchase
Are you searching for the magic pill to dramatically increase sales? Then why not consider a more practical approach and see if this book review may actually help you improve your selling skills

Books on how to increase sales probably top in quantity of any business genre. For without revenue businesses or organizations cannot make payroll, pay their vendors, ensure fixed costs are covered while still having enough monetary reserves or profits.

Having been in sales for 30 plus years, I have always believed that who you are as an individual comes first before who you as a salesperson. In this book, People Buy You, Jeb really takes that belief and makes it very real as well as practical.

His common sense writing approach intermixed with personal stories reinforces that successful selling begins and ends with the authenticity of the individual. Using a variety of historical to contemporary resources, he weaves a very simple and yet compelling argument about what sales is not about selling, but far more about buying. The first product or service your potential customer buys is you.

The first seven chapters all lead up to the final chapter and that is devoted to your own brand. So if you want to be The Red Jacket in a sea of gray suits, to stand out in the crowd, then this is a must book to be included in your professional development plan.
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