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 Power Point 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.
Mục lục
Foreword ix
About the Author xiii
Chapter 1 From Information to Empathy 1
Chapter 2 Friends Buy from Friends and Other Urban Myths 11
Chapter 3 Be Likable 27
Chapter 4 Connect 65
Chapter 5 Solve Problems 97
Chapter 6 Build Trust 123
Chapter 7 Create Positive Emotional Experiences 147
Chapter 8 A Brand Called You 169
Giới thiệu về tác giả
Jeb Blount is a sought-after speaker, trainer, professional sales coach, and the most downloaded sales expert in i Tunes history. His Sales Gravy and Sales Guy audio programs have been downloaded more than four million times. In 2006, Jeb founded Sales Gravy.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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