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

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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 company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guara 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.


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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 company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guara 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.

57 review for People Buy You: The Real Secret to What Matters Most in Business

  1. 4 out of 5

    Tom

    Very good book highlighting two very important points. First, if people like you, thay MAY buy from you. Second, if people don't like you, they WILL NOT buy from you. Ultimately, sales comes down to solving your prospect's/client's problem with a solution that you are providing. He clearly outlines and explains the five levers of People Buy You: (1) Be likable; (2) Connect; (3) Solve Problems; (4) Build Trust; and (5) Create Positive Emotional Experiences and how they all "work together to help y Very good book highlighting two very important points. First, if people like you, thay MAY buy from you. Second, if people don't like you, they WILL NOT buy from you. Ultimately, sales comes down to solving your prospect's/client's problem with a solution that you are providing. He clearly outlines and explains the five levers of People Buy You: (1) Be likable; (2) Connect; (3) Solve Problems; (4) Build Trust; and (5) Create Positive Emotional Experiences and how they all "work together to help you move other to action by tapping into motivations that are driven by human emotion." Solid work. Many solid points that make you stop and ponder. Enjoyable, fast read.

  2. 4 out of 5

    Danny T

    Nothing that new... I think most salespeople, or at least good salespeople know that buyers have to buy you before they buy what you are selling... I still enjoyed the writing.

  3. 4 out of 5

    Michael

    Shallow, unsubstantiated, and lacking in value. After reading two chapters in a few minutes and flipping through the rest of the book, I encourage you to find something better. It won't be hard. Shallow, unsubstantiated, and lacking in value. After reading two chapters in a few minutes and flipping through the rest of the book, I encourage you to find something better. It won't be hard.

  4. 4 out of 5

    Jason Wicky Ong

    The book is very straightforward and most of the points are very obvious yet extremely important. I am sure some readers struggle to read through some of the obvious stuff like smiling. The book does have its merits and being a salesperson myself, I will rate it higher because it's important for me. Restate, rephrase Have faith Be interested Use phone to resolve conflict 5 rules of questionings: Ppl won't tell u unless they feel connec Ask easy q 1st Stories Be empathetic Dun assume Nt just build rapport Re The book is very straightforward and most of the points are very obvious yet extremely important. I am sure some readers struggle to read through some of the obvious stuff like smiling. The book does have its merits and being a salesperson myself, I will rate it higher because it's important for me. Restate, rephrase Have faith Be interested Use phone to resolve conflict 5 rules of questionings: Ppl won't tell u unless they feel connec Ask easy q 1st Stories Be empathetic Dun assume Nt just build rapport Resist to talk about ur pdt Ask open ended emo q such as worry, fear, greed, desi Pra pra pra Connect to their emo When would u like to get started? Rel foc, not price, build trust React quickly or on time People wants stability Extra mile, consistent Small stuff impt Listen build trust Crea pos exp, deep, creative Make them want more CRM system Thoughtful handwritten notes Disc Juzdo Prof image. As an expert, writing speaking, coaching active online brand Attack leader and you Act is holy g

  5. 4 out of 5

    Daniel Tolson

    The Fundamentals What I liked about this book was it focused on the fundamentals. What I mean by that is Jeb has taken the most important foundations of Sales and linked them to emotional intelligence and then provided simple easy to learn ideas to reapply them in our careers. The reason I recommend this book to you is that 99% of your competitors won’t be applying these fundamental and when you do you will get your competitive advantage. You will sell more, you’ll sell faster and you’ll sell eas The Fundamentals What I liked about this book was it focused on the fundamentals. What I mean by that is Jeb has taken the most important foundations of Sales and linked them to emotional intelligence and then provided simple easy to learn ideas to reapply them in our careers. The reason I recommend this book to you is that 99% of your competitors won’t be applying these fundamental and when you do you will get your competitive advantage. You will sell more, you’ll sell faster and you’ll sell easier than ever before.

  6. 4 out of 5

    Greg Eldred

    Good book. Interesting nuggets. If you are in the sales world or just want to learn about yourself, this is a good read. I especially like the challenge of letting friends, family and customers do a survey on what they honestly think of you. In their opinion, your strengths, weaknesses and where improvement is needed. It may shock you versus what you thought your relationship was like with these people. Worth the read. Jeb keeps the chapters short and to the point.

  7. 5 out of 5

    Kayla Riell

    I suppose there are people that this advice would help, but I would hate to meet one of them. I can't help but wonder how far up one's ass their head has got to be that advice like "remember, if you're thoughtful to people and treat even support staff like they're humans just like you!" is actually necessary? The advice is solid, such as it is, and some of the pointers were helpful. I hope whoever needs this book finds their way to it quickly. I suppose there are people that this advice would help, but I would hate to meet one of them. I can't help but wonder how far up one's ass their head has got to be that advice like "remember, if you're thoughtful to people and treat even support staff like they're humans just like you!" is actually necessary? The advice is solid, such as it is, and some of the pointers were helpful. I hope whoever needs this book finds their way to it quickly.

  8. 5 out of 5

    Helfren Filex

    Selling comes to the very basic thing, people don't buy your product, they buy you. Sales is a very simple problem, solves their problem and they will buy your solution. Since the entrance to the information age, empathy matters more along the way to make your customers base grow. Selling comes to the very basic thing, people don't buy your product, they buy you. Sales is a very simple problem, solves their problem and they will buy your solution. Since the entrance to the information age, empathy matters more along the way to make your customers base grow.

  9. 5 out of 5

    Tom Carroll

    Another Solid Blount Read 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.

  10. 5 out of 5

    MyKey Rusz

    70% is included in Fanatical Prospecting.

  11. 4 out of 5

    Alex

    Just a couple of few interesting concepts has a takeaway message but worth the reading.

  12. 4 out of 5

    David West

    Lots of good stuff. The last third of the book found me with pencil in hand underlining and taking notes.

  13. 4 out of 5

    Ciro

    Overly generic. Fanatical Prospecting was insanely good, but this was written in one sitting and contained nothing new while claiming every other sales person has it wrong.

  14. 4 out of 5

    Jimmy

    This is just an unsystematic version of Jeb's other books. The title is misleading, it almost has nothing to do with business, it's a sales book. This is just an unsystematic version of Jeb's other books. The title is misleading, it almost has nothing to do with business, it's a sales book.

  15. 5 out of 5

    George Davidson

    Good foundational sales book

  16. 5 out of 5

    Blog on Books

    Author Jeb Blount has a good point. There are many situations, where despite the product, its quality, features or price, what people are really signing on to is your presentation. Whether it’s in business, real estate or one on one sales, the credibility of the seller is an often overlooked or underestimated element to getting a sale closed. In “People Buy You: The Real Secret to what Matters Most in Business,” Blount strips back the veneer on what really works in personalized selling. By reduci Author Jeb Blount has a good point. There are many situations, where despite the product, its quality, features or price, what people are really signing on to is your presentation. Whether it’s in business, real estate or one on one sales, the credibility of the seller is an often overlooked or underestimated element to getting a sale closed. In “People Buy You: The Real Secret to what Matters Most in Business,” Blount strips back the veneer on what really works in personalized selling. By reducing it down to a handful of qualities, the author explains how each step in the process is important and how to achieve the best results. Blount, the founder of the popular web destination, SalesGravy.com, outlines his basic plan (the five levers, as he calls them) – be likable, connect, solve problems, build trust and create positive emotional experiences – which he defines as the cornerstones of sales success. He drills down to elaborate additional techniques, like staying connected, the five rules of questioning, sweating the small stuff and creating your brand, that strengthen and define the attributes of his lever system using both logic and examples that the reader can easily understand. “People Buy You” is a succinct (193 pages) but powerful combination of basic, but sometimes missed concepts that are designed to make any salesman more effective by not focusing so much on the product as on the details and messages you create. Well recommended.

  17. 5 out of 5

    Kevin Eikenberry

    Jeb Blount has written a concise, easy to read book that on the surface is written for sales people. Jeb is an accomplished salesman and sales executive; plus an expert coach and consultant to sales organizations. So it makes sense from both a personal and professional perspective that he would write a book for salespeople. People Buy YouThe reality is that this book is written for everyone, even though it is written from a business perspective. - See more at: http://blog.kevineikenberry.com/leade Jeb Blount has written a concise, easy to read book that on the surface is written for sales people. Jeb is an accomplished salesman and sales executive; plus an expert coach and consultant to sales organizations. So it makes sense from both a personal and professional perspective that he would write a book for salespeople. People Buy YouThe reality is that this book is written for everyone, even though it is written from a business perspective. - See more at: http://blog.kevineikenberry.com/leade...

  18. 5 out of 5

    Amith Guthi

    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.

  19. 4 out of 5

    Jorge

    The best book of sales I haver read!

  20. 4 out of 5

    Anandh Sundar

    OK material and anecdotes, but no new insights per se..the title is the best part of the book..ok for first time readers of self help but otherwise not recomended

  21. 5 out of 5

    Blaine Strickland

    Built around the mantra: people buy for emotional reasons and then validate later with logic, this book is an excellent reminder that it is about you - people want to work with people they like.

  22. 5 out of 5

    Megan Wolfenden

    Definitely worth a read to remind yourself what is important in business. - relationships Very quick read

  23. 5 out of 5

    Margarita Bastar

    NECESSARY READ. I think because a businessman and Youtuber recommends it and he sells welll!

  24. 5 out of 5

    Mark Jewell

  25. 5 out of 5

    Bruce

  26. 5 out of 5

    Gursewak

  27. 4 out of 5

    Billy J.

  28. 5 out of 5

    L007

  29. 4 out of 5

    Jeff Piecka

  30. 4 out of 5

    Heath

  31. 4 out of 5

    Tira

  32. 4 out of 5

    Juan Castro

  33. 5 out of 5

    Brians

  34. 5 out of 5

    Mary Prado breedlove

  35. 5 out of 5

    Jeremiah Stover

  36. 4 out of 5

    Debra Moorer

  37. 5 out of 5

    Toryn Green

  38. 4 out of 5

    Veeraragavan N

  39. 5 out of 5

    Wiley Business

  40. 4 out of 5

    Shawnmriley

  41. 4 out of 5

    Soren Pedersen

  42. 4 out of 5

    Charles Baker

  43. 5 out of 5

    Pakne Ken

  44. 5 out of 5

    Chris Donne

  45. 4 out of 5

    David Fallas

  46. 4 out of 5

    Aleksandar

  47. 5 out of 5

    Scott

  48. 4 out of 5

    Paul Maillardet

  49. 4 out of 5

    Robert James

  50. 4 out of 5

    Brian Christoff

  51. 4 out of 5

    Jeb

  52. 5 out of 5

    Frankie Saucier

  53. 5 out of 5

    Will Klutch

  54. 4 out of 5

    Shane

  55. 5 out of 5

    Jennifer Parker

  56. 4 out of 5

    Cecilia

  57. 5 out of 5

    Cathy

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