People Buy You: The Real Secret to what Matters Most in Business

Overview

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,...

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Overview

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.

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Product Details

  • ISBN-13: 9780470599112
  • Publisher: Wiley
  • Publication date: 6/21/2010
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 208
  • Sales rank: 307,363
  • Product dimensions: 5.80 (w) x 8.70 (h) x 0.90 (d)

Meet the Author

Jeb Blount is a sought-after speaker, trainer, professional sales coach, and the most downloaded sales expert in iTunes history. His Sales Gravy and Sales Guy audio programs have been downloaded more than four million times. In 2006, Jeb founded SalesGravy.com, a destination site for sales professionals, sales leaders, executives, and business owners, which has since become the most visited sales Web site in the world.

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Table of Contents

Forward.


Chapter 1: title to come.


Chapter 2: Friends Buy from Friends and Other Urban Myths.


Chapter 3: Be Likeable.


Chapter 4: Connect.


Chapter 5: Solve Problems.


Chapter 6: Build Trust.


Chapter 7: Create Positive Emotional Experiences.


Chapter 8: Brand You.

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Sort by: Showing all of 8 Customer Reviews
  • Anonymous

    Posted March 31, 2012

    Excellent Book - very modern, and concise.

    I found this book to be very well written, and it kept my interest right to the last page. Jeb tells you like it is in today's age, and shows you how old techniques and styles are garbage! This book is almost a guide to understanding human behavior, and learning that the psychology of "connecting" with people is your core task to be successful in any business.

    1 out of 1 people found this review helpful.

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    Posted November 11, 2011

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