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

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Book:
People Buy You: The Real Secret to what Matters Most in Business
Author:
Jeb Blount
Publisher:
Wiley
Genre:
Books / Business
Year:
2010
Rating:
5 / 5
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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 companys 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 todays business professionals cannot be found on this list, your resume, or in any of your companys marketing brochures.

If you want to know the real secret to what matters most in business, just look in the mirror. Thats right, its 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 todays 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. Youll 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

Jeb Blount: author's other books

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Table of Contents

Praise for People Buy You

People Buy You is not just a self-evident truth, its 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, youre unstoppable.

Jill Konrath, best-selling author of SNAP 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 Blount 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 edgeYOU!

Keith Rosen, executive sales coach and author of
Coaching Salespeople into Sales Champions

People Buy You is groundbreaking because it goes counter to all the other sales books being currently written that ignore common sense: that people matter most.

Bob Beaudine, author of the best-selling
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 Blount breaks all sales myths, while exploring the right way to grow relationships, influence, and persuasion in the new economy.

Dan Schawbel, best-selling author of Me 2.0: Build a
Powerful Brand to Achieve Career Success

The more you know about getting people to buy you, the easier and more pleasant your trip through this life will be. I wish someone had given me this book when I started my career in selling. In fact, I think every person should have this book, no matter where they are in life. You just cant go wrong with People Buy You .

Hank Trisler, author of No Bull Selling

Companies spend countless hours and money marketing and advertising in an attempt to differentiate themselves from the competition. If you want to know the real secret to gaining the competitive edge, read People Buy You . The sooner you read this book, the sooner you will have a leg up on the competition.

David Steel, author of The Care and Feeding of Highly
Aggressive Salespeople

Jeb Blount provides sales and business professionals with the ultimate tool set to unleash the power within, empowering them to generate sales like they never have before. Stop looking for tricks and tactics! Leverage the driving sales success factoryou!

Lee B. Salz, author of Stop Speaking for Free! and Soar
Despite Your Dodo Sales Manager

While we all like to think that we have the secret to sales success, there is a fundamental truth that must be understood and acted upon: People buy you! Read this book closely and learn how you can tap into this critical philosophy to grow your business far beyond what you thought was possible!

Andrea Waltz, co-author of Go for No!

Copyright 2010 by Jeb Blount All rights reserved Published by John Wiley - photo 1

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.

Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

Blount, Jeb.

People buy you : the real secret to what matters most in business / Jeb Blount.

p. cm.

ISBN 978-0-470-59911-2 (cloth); ISBN 978-0-470-64662-5 (ebk);

1. Customer relations. 2. Interpersonal relations. 3. Selling. I. Title.

HF5415.5.B569 2010

658.8-dc22

2010004444

To Jebby

Foreword

As CEO of one of the major international executive recruiting firms, I get a chance every day to meet and interview the best talent in the country. Its what makes my job so much fun: meeting people with great leadership skills, unbelievable interpersonal skills, and vision. Ill never forget trying to recruit Jeb Blount many years back for a top position. He was highly recommended as one of the top relationship sales executives in his industry, and those recommendations were right. There was something that differentiated himit was his people skills. Yes, that was it! He liked people and it showed! Well, I didnt get very far with Jeb; he loved where he was and the team he worked with. But our lunch turned out betterwe became friends. Our friendship grew over the years, and turned into an opportunity for me to encourage Jeb with his other gifts and talents: speaking and writing. Now, here he is, about to knock the ball out of the park.

Jebs new book, People Buy You, is groundbreaking because it goes counter to all the other sales books currently being written, which ignore common sense. They ignore the fact that people matter most. I found the same to be true in my experiences. I get 52,000 resumes a year sent to Dear Sir, To Whom It May Concern, and Dear Recruiter. What are they thinking? Dear Recruiter? Thats an oxymoron isnt it? Well, just as we arent born with all the skills we need, neither are we born with a strategy for living. People Buy You delivers a step-by-step strategy to help remind you that Grandma and Grandpa were right: Getting your clients to like you and trust you, having a good reputationthats gold!

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