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

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The ultimate guide to relationships, influence and persuasion in21st century business.

What is most important to your success as a sales or businessprofessional? Is it education, experience, product knowledge, jobtitle, territory, or business dress? Is it your company'sreputation, product, price, marketing collateral, delivery leadtimes, in stock ratios, service guarantees, management strength, orwarehouse location? Is it testimonials, the latest Forbes write up,or brand awareness? Is it the investment in the latest CRMsoftware, 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, andgo through the whole dog and pony show. But at the end of the daythere will be only one conclusion… None of the above!You see, the most important competitive edge for today's businessprofessionals cannot be found on this list, your resume, or in anyof your company's marketing brochures.

If you want to know the real secret to what matters most inbusiness, just look in the mirror. That's right, it's YOU. Do theseother things matter? Of course they do, but when all things areequal (and in the competitive world we live in today, things almostalways are) People Buy You.

Your ability to build lasting business relationships that allowyou to close more deals, retain clients, increase your income, andadvance your career to rise the top of your company or industry,depends on your skills for getting other people to like you, trustyou, and BUY YOU.

This break-through book pushes past the typical focus onmechanics and stale processes found in so many of today's sales andbusiness books, and goes right to the heart of what matters most in21st century business. Offering a straight forward,actionable formula for creating instant connections with prospectsand customers, People Buy You will enable you to achieve awhole 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 thatquickly increase sales, improve retention, increase profits andadvance your career
  • The real secret to making instant emotional connections thateliminate objections and move buyers to reveal their real problemsand needs
  • How to anchor your business relationships and create loyalcustomers who will never leave you for a competitor
  • How to build your personal brand to improve your professionalpresence and stand-out in the market place

People Buy You is the new standard in the art ofinfluence and persuasion. Few books have tackled the subject ofinterpersonal relationships in the business world in such apractical and down-to-earth manner, breaking what many perceive asa complex and frustrating process into easy, actionable steps thatanyone can follow.

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About 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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Additional Information

Publisher
John Wiley & Sons
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Published on
Jun 22, 2010
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Pages
208
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ISBN
9780470646823
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Language
English
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Genres
Business & Economics / Advertising & Promotion
Business & Economics / Sales & Selling / General
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Content Protection
This content is DRM protected.
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Available on Android devices
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Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

This book reveals the secrets, techniques, and tips of top earners. You’ll learn:

Why the 30-Day Rule is critical for keeping the pipeline fullWhy understanding the Law of Replacement is the key to avoiding sales slumpsHow to leverage the Law of Familiarity to reduce prospecting friction and avoid rejectionThe 5 C’s of Social Selling and how to use them to get prospects to call youHow to use the simple 5 Step Telephone Framework to get more appointments fastHow to double call backs with a powerful voice mail techniqueHow to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respondHow to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.
 
Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.
 
Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? 
 
The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.
 
Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including...
 
·Self-discipline: How to keep your commitments to yourself and others.
·Accountability: How to own the outcomes you sell.
·Competitiveness: How to embrace competition rather than let it intimidate you.
·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.
·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs.

Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.


From the Hardcover edition.
A fascinating journey into the hidden psychological influences that derail our decision-making, Sway will change the way you think about the way you think.

Why is it so difficult to sell a plummeting stock or end a doomed relationship? Why do we listen to advice just because it came from someone “important”? Why are we more likely to fall in love when there’s danger involved? In Sway, renowned organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, answer all these questions and more.

Drawing on cutting-edge research from the fields of social psychology, behavioral economics, and organizational behavior, Sway reveals dynamic forces that influence every aspect of our personal and business lives, including loss aversion (our tendency to go to great lengths to avoid perceived losses), the diagnosis bias (our inability to reevaluate our initial diagnosis of a person or situation), and the “chameleon effect” (our tendency to take on characteristics that have been arbitrarily assigned to us).

Sway introduces us to the Harvard Business School professor who got his students to pay $204 for a $20 bill, the head of airline safety whose disregard for his years of training led to the transformation of an entire industry, and the football coach who turned conventional strategy on its head to lead his team to victory. We also learn the curse of the NBA draft, discover why interviews are a terrible way to gauge future job performance, and go inside a session with the Supreme Court to see how the world’s most powerful justices avoid the dangers of group dynamics.

Every once in a while, a book comes along that not only challenges our views of the world but changes the way we think. In Sway, Ori and Rom Brafman not only uncover rational explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.
Discover the secrets to influencing the performance of thepeople you lead

Managers don't get paid for what they do but rather for theperformance of their people; therefore, a manager's most importantjob is coaching behaviors in order to improve performance. InPeople Follow You managers will learn five easily understoodand implemented levers critical to influencing the performance ofthe people they lead. Ultimately, people follow people that theylike, trust, and believe in. Understand how to build strongerrelationships with direct and indirect reports that lead toloyalty, higher productivity, and long-term development.

Relevant to middle and high level managers, People FollowYou provides a foundation for managing people. Practicallessons help managers employ winning interpersonal skills to moveothers to take action.

Learn how to leverage the basics of interpersonal relationshipsto inspire others to take actionGet a simple and actionable formula for connecting withemployees and indirect reports and gaining their buy-in through theuse of personal power vs. the power of authorityDiscover the fundamental on-the-job coaching skills thatdeliver instant performance improvementAuthor Jeb Blount is the most downloaded sales expert in iTuneshistory; his Sales Gravy and Sales Guy audio programs have beendownloaded more than 3 million times

When all else is stripped away, people don't work for companies,paychecks, perks, or slogans, people work for you. Become amanager people will follow, and lead your team to greaterachievements and measurable gains.

Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

This book reveals the secrets, techniques, and tips of top earners. You’ll learn:

Why the 30-Day Rule is critical for keeping the pipeline fullWhy understanding the Law of Replacement is the key to avoiding sales slumpsHow to leverage the Law of Familiarity to reduce prospecting friction and avoid rejectionThe 5 C’s of Social Selling and how to use them to get prospects to call youHow to use the simple 5 Step Telephone Framework to get more appointments fastHow to double call backs with a powerful voice mail techniqueHow to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respondHow to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

The New Psychology of Selling

The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.

Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota.

Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.

In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn:

How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say noHow to master 7 People Principles that will give you the power to influence anyone to do almost anythingHow to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycleHow to Flip the Buyer Script to gain complete control of the sales conversationHow to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engagedHow to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objectionsHow to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stallingHow to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making processHow to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence MarkersAnd so much more!

Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.

Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Discover the secrets to influencing the performance of thepeople you lead

Managers don't get paid for what they do but rather for theperformance of their people; therefore, a manager's most importantjob is coaching behaviors in order to improve performance. InPeople Follow You managers will learn five easily understoodand implemented levers critical to influencing the performance ofthe people they lead. Ultimately, people follow people that theylike, trust, and believe in. Understand how to build strongerrelationships with direct and indirect reports that lead toloyalty, higher productivity, and long-term development.

Relevant to middle and high level managers, People FollowYou provides a foundation for managing people. Practicallessons help managers employ winning interpersonal skills to moveothers to take action.

Learn how to leverage the basics of interpersonal relationshipsto inspire others to take actionGet a simple and actionable formula for connecting withemployees and indirect reports and gaining their buy-in through theuse of personal power vs. the power of authorityDiscover the fundamental on-the-job coaching skills thatdeliver instant performance improvementAuthor Jeb Blount is the most downloaded sales expert in iTuneshistory; his Sales Gravy and Sales Guy audio programs have beendownloaded more than 3 million times

When all else is stripped away, people don't work for companies,paychecks, perks, or slogans, people work for you. Become amanager people will follow, and lead your team to greaterachievements and measurable gains.

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.

Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.

Objections don’t care or consider:

Who you areWhat you sellHow you sellIf you are new to sales or a veteranIf your sales cycle is long or short – complex or transactional

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.

Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind.

In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.

What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance.

Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into:

How to get past the natural human fear of NO and become rejection proofThe science of resistance and why buyers throw out objectionsHuman influence frameworks that turn you into a master persuaderThe key to avoiding embarrassing red herrings that derail sales callsHow to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objectionsProven objection turn-around frameworks that give you confidence and control in virtually every sales situationHow to easily skip past reflex responses on cold calls and when prospectingHow to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycleThe 5 Step Process for Turning Around Buying Commitment Objections and closing the saleRapid Negotiation techniques that deliver better terms and higher prices

As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

This book reveals the secrets, techniques, and tips of top earners. You’ll learn:

Why the 30-Day Rule is critical for keeping the pipeline fullWhy understanding the Law of Replacement is the key to avoiding sales slumpsHow to leverage the Law of Familiarity to reduce prospecting friction and avoid rejectionThe 5 C’s of Social Selling and how to use them to get prospects to call youHow to use the simple 5 Step Telephone Framework to get more appointments fastHow to double call backs with a powerful voice mail techniqueHow to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respondHow to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

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