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People Buy You: The Real Secret to What Matters Most in Business Hardcover – June 21, 2010

by Jeb Blount (Author)

4.6 344 ratings

Part of: Jeb Blount (8 books)

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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.

Part of series

Jeb Blount
Print length

193 pages
Language

English
Publisher

John Wiley & Sons Inc
Publication date

June 21, 2010
Dimensions

5.75 x 1 x 8.75 inches
ISBN-10

9780470599112
ISBN-13

978-0470599112
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From the brand

Jeb Blount is an acclaimed thought leader on sales, leadership, and customer experience, and a global bestselling author of multiple books. Jeb and his team help companies of all sizes accelerate sales productivity through his global training and consulting organization, Sales Gravy.
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From the Publisher

people buy you book, jeb blount, sales guide, direct sales, direct selling, sales handbook

Editorial Reviews

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

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.

Product details

ASIN ‏ : ‎ 0470599111
Publisher ‏ : ‎ John Wiley & Sons Inc; 1st edition (June 21, 2010)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 193 pages
ISBN-10 ‏ : ‎ 9780470599112
ISBN-13 ‏ : ‎ 978-0470599112
Item Weight ‏ : ‎ 12 ounces
Dimensions ‏ : ‎ 5.75 x 1 x 8.75 inches

Best Sellers Rank: #53,657 in Books (See Top 100 in Books)
- #37 in Direct Marketing (Books)
- #56 in Marketing & Consumer Behavior
- #157 in Sales & Selling (Books)

Customer Reviews:
4.6 344 ratings

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Jeb Blount

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Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his companies—Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.

Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe.

As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades.

He is the author of seven books.

Customer reviews

4.6 out of 5

344 global ratings

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Dr. Joey Faucette

Learn and Earn

Reviewed in the United States on February 20, 2012

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?

11 people found this helpful

Helpful

Jason Schermer

Good book for business owners (and staff)

Reviewed in the United States on September 11, 2023

Verified Purchase

People Buy You is a quick read that reminds us what helped get us to where we are in business. It’s also applicable to the rest of the business team. The last chapter had a nice little reminder about the impact and longevity of social media posts.

Helpful

Tom Carroll

Another Solid Blount Read

Reviewed in the United States on September 8, 2019

Verified Purchase

This book is a little older in the Blount collection, but the advice is timeless. Not necessarily ground-breaking advice, but a solid refresher in becoming a complete sales professional.

Helpful

Leanne Hoagland Smith

Believe It Or Not It Business Is Really This Simple

Reviewed in the United States on August 1, 2010

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.

11 people found this helpful

Helpful

Meriem Bennouna

SIMPLY AMAZING!

Reviewed in the United States on September 18, 2010

Verified Purchase

Where has this book been all my life? I have always wished someone would write a summary of all the sales and attitude books out there, and yet make it simple enough for everyone to read! Well, Jeb blount, did just that and more!!
This is my second time reading this book, and each time I read it, I get more out of it!
It doesn't tell you how to sell, which really, there is no right way of selling( and that's where the other books fail). One thing it does though, is it tells you what are the things you should be doing if you want to connect with people whether it's in your personal life or career, hence getting people to like you, closing more deals, and lead a successful career,
Jeb is a a guru in sales, great sales coach, amazing salesperson, and knows what he is talking about. So obviously, when the book came out, I just had to read it!!
Overall, I recommend this book to anyone, whether you are in sales or not... Give it a read, You have nothing to lose!!
Timeshare Girl!

2 people found this helpful

Helpful

Amazon Customer

Will definitely pay off

Reviewed in the United States on October 2, 2022

Verified Purchase

I gobbled this book up in a weekend and I know it is going to help me serve more and earn more. It provided me with great reminders, insights and inspiration to level-up my game with leads as well as existing clients. Thank you Jeb!

One person found this helpful

Helpful

Jackman

Jeb Blount can relate to what is really happening in the day to day sales world

Reviewed in the United States on December 24, 2013

Verified Purchase

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!

2 people found this helpful

Helpful

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Steve

Must read for Sales Professionals

Reviewed in Canada on August 10, 2020

Verified Purchase

If you are in the Sales Profession than this book is for you!
The book will open your eyes to WHY people buy and HOW you as the Sales Professional can position yourself to assist with the selling process.
This book is highly recommended to gain insights into sales profession.

Anderson

Five Stars

Reviewed in the United Kingdom on February 10, 2018

Verified Purchase

Arrived on time and the book it is amazing.

Gerardo Lee

Todo vendedor debiera leer

Reviewed in Mexico on June 25, 2014

Verified Purchase

Durante todo el libro te "iran cayendo los 20's" (darse cuenta que de las cosas) es un conjuntod e ideas bien estructuradas para la formación profesional de los ejecutivos de ventas.

Translate review to English

A

Very good book about the so-called Social Skills (actually Hard Skills)

Reviewed in Germany on August 31, 2015

Verified Purchase

You won't learn how to sell thousands of products in one day with this book. Neither it is a guide how to sell things.
This book has its focus on how to interact with people to build a long-term relationship, which then leads to the ultimate goal of business.
The author explains his thoughts and experiences with stories he had during his career.

This book is really a tremendous piece of information, not only for people in the sales business, but for everyone who is looking for some tips and most important real stories about how to interact with people.
Before making business there are people who need attention in order to give you the opportunity to make a deal. And business can be anything here (just see it as a give and take situation, which you are encountering every single day)

I'm really fascinated about this book and can only recommend to take a look at it

One person found this helpful

Bill Routledge

The KISS formula of Effective Leadership

Reviewed in Canada on November 14, 2015

Verified Purchase

As a student of Leadersip I have an extensive library on this matter.
This is the best & most fundamental Leadership book I've read.
Our Leadership team have read this awesome book. It is now our culture.
This KISS leadership principles that get greatness from people.

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People Buy You: The Real Secret to What Matters Most in Business Hardcover – June 21, 2010

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People Buy You: The Real Secret to What Matters Most in Business Hardcover – June 21, 2010

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