People Buy You The Real Secret to what Matters Most in Business (Audible Audio Edition) Jeb Blount Mel Foster Audible Studios Books
Download As PDF : People Buy You The Real Secret to what Matters Most in Business (Audible Audio Edition) Jeb Blount Mel Foster Audible Studios Books
The ultimate guide to relationships, influence and persuasion in 21st 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 21st 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.
People Buy You The Real Secret to what Matters Most in Business (Audible Audio Edition) Jeb Blount Mel Foster Audible Studios Books
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 skillsBooks 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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People Buy You The Real Secret to what Matters Most in Business (Audible Audio Edition) Jeb Blount Mel Foster Audible Studios Books Reviews
Jeb nailed it right on the head. I have read probably a dozen plus sales books since my career for the last 2 years has been sales (plus I am super competitive).
Out of all the techniques most books teach, he hits on the ones they never do.
Reading this book will give you the fundamentals to increasing how and why people like you, how to connect with people, how to build trust, and how to solve problems.
He also stresses that even though you do everything right in sales, if you have no activity it will never matter (MAKE THOSE CALLS!). And that the opposite is true, if you do everything wrong except make a lot of calls, you will still have some success.
I HIGHLY recommend this book for anyone looking to improve their sales game!
I have read a lot of books on sales, customer service, understanding people, etc. What I like about Jeb Blount's book is that I can relate to his style and his values. You can read a lot of books about a lot of interesting things, and you don't apply any of it, because it doesn't line up with who YOU are and who YOU want to become. Jeb is street smart and empathetic, and this is evident in People Buy YOU. In his book, he reminds the veteran, and educates the rookie, about all the bad things that happen due to outside forces that work against them.His main point is that people do buy YOU.YOU are the real difference. No social media, not CRM's, not product literature, websites, or even the product, has a bigger impact on the sale than YOU. Jeb's systematic outlines for people interaction, problem solving, attitude adjustment and intentions, are powerful daily reference, that keep my thinking straight and at peak performance.
Well worth the investment!
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?
I have been in sales since 1987 and spent hours learning sales techniques that are far more about manipulation than building trust.
I came across Jeb in 2007 when I started listening to Podcasts and I found his Sales Gravy podcast. I was so surprised to hear a professional sales trainer teaching principles based on building trust and helping the client learn what would be of the greatest value to them.
In 2011 I had the chance to introduce Jeb to a client of mine. I sat in on a few of the phone conversations and found out that Jeb not only teaches and trains on relationship sales, he uses it every day to negotiate his consulting and training engagements.
In my opinion this is the best book on sales I have ever read. I have purchase about a half dozen copies to give to others who would benefit from reading People Buy You.
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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