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

by Jeb Blount

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 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.

Genres: Business, Nonfiction, Self Help, Psychology, Personal Development, Entrepreneurship, Buisness

208 pages, Kindle Edition

Published June 22, 2010

Reviews

[Tom · Rating 4 out of 5]

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.

[Danny T · Rating 3 out of 5]

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.

[Alvin Narsey · Rating 3 out of 5]

Good stuff
Covers the basics , nothing revolutionary , but good to read

[Anandh Sundar · Rating 3 out of 5]

A typical softskills/sales book is composed of banal homilies and homespun stories/war tales. This book is little different, but thankfully the presentation style is much better and concise, that is why the 4*. The author claims to bust 'myths' propogated by others but I reserve judgement on that since he often compares apples and oranges committing the 'slippery slope fallacy'. I know I'm damming the book with faint praise, its actually like any other run of the mill book.

[Michael · Rating 2 out of 5]

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.

[Jason Wicky Ong · Rating 5 out of 5]

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

[Teronie · Rating 4 out of 5]

A very straight forward premise but so precise that is is worth repeating. “People buy you” is not just a title it is life. The more you give value and the more you are a person that people like and want to associate with the more your life will improve. The book gives countless examples and is well worth the read.

Here are two key points from the book:

Relationships Matter More Than Transactions: Blount argues that building genuine connections with clients and colleagues is crucial. People are more likely to buy from and work with those they trust and like on a personal level.

Authenticity and Trust: The book stresses the value of authenticity in building trust. Being genuine, transparent, and reliable fosters stronger, more enduring business relationships that lead to long-term success.

[Daniel Tolson · Rating 5 out of 5]

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.

[Greg Eldred · Rating 4 out of 5]

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.

[Kaleb Riell · Rating 3 out of 5]

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.

[Tom Carroll · Rating 4 out of 5]

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.

[Helfren · Rating 3 out of 5]

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.

[Heidi Foster · Rating 5 out of 5]

Great reminders mostly, clearly articulated, on what business is actually about. I don't think that I disagreed with anything in this book. I had to take it in chunks, and will probably need to read it again. I will be proud of myself if I begin to live even part of this book.

[George Davidson · Rating 4 out of 5]

Good foundational sales book

[Alex · Rating 4 out of 5]

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

[David West · Rating 3 out of 5]

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

[Jimmy · Rating 1 out of 5]

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.

[Ciro · Rating 1 out of 5]

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.

[Bridget · Rating 2 out of 5]

I’m a fan of Jen Blount, but I made the mistake of buying the audiobook. It was difficult for me to listen to this book, the voice sounded like he was reading a textbook.

[Lauren · Rating 1 out of 5]

Read for work. Not enough concrete examples of how to change your behavior to put the practices into place. Like every other sales book I’ve ever read.

[Colton James · Rating 4 out of 5]

Prose is kinda eh but it’s good *enough* and the material is good

[Kelly · Rating 3 out of 5]

Read for school. Not really any new information. Emphasized soft skills in selling.

[Amy · Rating 3 out of 5]

Logical and easy to scan. No groundbreaking insights but well organized and simplified guidance.

[Lisa Luciano · Rating 4 out of 5]

Reading and summarizing this book into small action points was an assignment. Even though I’m not a salesperson, I found the principles in this book relatable and useful.

[Jessica · Rating 4 out of 5]

Another good Jen Blount sales book.

[Keely · Rating 5 out of 5]

A quick read that explains everything on how to be successful in a sales role.

[Ovidiu Lechintan · Rating 3 out of 5]

many ideas to take in consideration

[Darlene Deffes · Rating 5 out of 5]

Another excellent book. I glean what I can for my small businesses and he has not let down. Thank you!!

[Eric Pronio · Rating 4 out of 5]

great book for aspiring/new salespeople or those looking for a quick refresher on best practices

[Simone Bocedi · Rating 2 out of 5]

Quite simple sales book with good tips but nothing new if you’ve read the authors other books