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: <ul>
<li>Three relationship myths that are holding you back</li> <li>Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career</li> <li>The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs</li> <li>How to anchor your business relationships and create loyal customers who will never leave you for a competitor</li> <li>How to build your personal brand to improve your professional presence and stand-out in the market place</li> </ul>
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.

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

Business & Money

Blount, Jeb

Marketing & Sales

wiley

PowerPrinciples: Do You Have the Winning Edge?

How will you gain the Winning Edge? In life and sales there are five indisputable PowerPrinciples that virtually guarantee success. For centuries the most successful people have employed these PowerPrinciples to accumulate wealth and abundance. With his fast-paced, down-to-earth style, laced with personal stories, Jeb Blount illustrates how you can use the five PowerPrinciples as a road map to achievement.

PowerPrinciples: Do you have the Winning Edge?

Business Culture

Palm Tree Press

How will you gain the Winning Edge to accomplish your goals and reach your dreams? In life, business and sales there are five principles that, when put into action, virtually guarantee success. The five PowerPrinciples are proven and indisputable success strategies. For centuries the most successful people in the world have employed the PowerPrinciples to accumulate wealth and abundance in their lives. With his fast-paced, down-to-earth style, laced with personal stories, Jeb Blount, illustrates how the PowerPrinciples are a no-nonsense, road map to achievement. Put the five PowerPrinciples to work in your life and gain the Winning Edge that will guarantee a lifetime of turning dreams into reality.

Palm Tree Pr

Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action. <ul>
<li>Learn how to leverage the basics of interpersonal relationships to inspire others to take action</li> <li>Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority</li> <li>Discover the fundamental on-the-job coaching skills that deliver instant performance improvement</li> <li>Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times</li> </ul>
When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.

People Follow You: The Real Secret to What Matters Most in Leadership

Management & Leadership

What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. When they have a negative experience, they tend to vote with their feet (and their wallets) and head straight to your competitors. When customers have positive emotional experiences, it anchors them to your brand, your product or service, and ultimately to you. In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering. Likewise a focus on customer satisfaction and loyalty will no longer give you the competitive edge. Delivering a legendary customer experience has emerged as the single most important competitive advantage for companies across all industries. In People Love You you’ll learn the real secrets of customer experience including: <ul>
<li>7 Essential Principles of Customer Engagement</li> <li>5 Levers for Creating a Legendary Customer Experience</li> <li>The Secret to Bridging the Experience Gap</li> <li>How to Leverage the Pull Strategy to become a Trusted Advisor</li> <li>2 Most Important Rules for Dealing with Pissed-off Customers</li> </ul>
In a hypercompetitive, global marketplace protecting your company’s customer base, the lifeblood of your business, must become your number one priority. The rubber hits the road with account managers, project managers, sales professionals, and customer service professionals―the people most connected to customers―who are on the frontlines of customer experience. They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams. In People Love You, human relationship guru, Jeb Blount, gives you a powerful playbook for interacting with customers in a way that creates deep, enduring, visceral connections that withstand relentless economic and competitive assaults.

People Love You: The Real Secret to Delivering Legendary Customer Experiences

Processes & Infrastructure

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: <ul>
<li>Why the 30-Day Rule is critical for keeping the pipeline full</li> <li>Why understanding the Law of Replacement is the key to avoiding sales slumps</li> <li>How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection</li> <li>The 5 C’s of Social Selling and how to use them to get prospects to call you</li> <li>How to use the simple 5 Step Telephone Framework to get more appointments fast</li> <li>How to double call backs with a powerful voice mail technique</li> <li>How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond</li> <li>How to get text working for you with the 7 Step Text Message Prospecting Framework 
</li> <li>And there is so much more!</li> </ul>
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!

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

Finance

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: <ul>
<li>How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no</li> <li>How to master 7 People Principles that will give you the power to influence anyone to do almost anything</li> <li>How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle</li> <li>How to Flip the Buyer Script to gain complete control of the sales conversation</li> <li>How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged</li> <li>How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections</li> <li>How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling</li> <li>How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process</li> <li>How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers
</li> <li>And so much more! </li> </ul>
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 tool

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Most salespeople and sales leaders who marvel at the consistent year in and year out performance of sales superstars are blind to the real reason for their success. Unwilling to accept that the foundational root of all success in sales is a fanatical focus on prospecting, they waste time tilting at windmills on their quixotic pursuit of fads, silver bullets, and secret formulas they believe will deliver them into arms of success with little effort. Fanatical Prospecting Field Guide will be an essential tool for leaders that aids and coaches sales people to become more effective prospectors. For salespeople, this book will explain the how and why behind the most important activity in sales and teach the skills and techniques required to become both effective and efficient at prospecting.

Fanatical Prospecting Sequences: The Complete Guide to Multi-Touch Prospecting and Cold Calling Cadences that Grab Attention, Get Responses, and Open Sales Conversations (Jeb Blount)

See the best price to sell, buy, or rent books by Blount, Jeb. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Blount, Jeb

See the best price to sell, buy, or rent books by Blount, Jeb. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

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

PowerPrinciples: Do you have the Winning Edge?

PowerPrinciples: Do You Have the Winning Edge?

People Follow You: The Real Secret to What Matters Most in Leadership

People Love You: The Real Secret to Delivering Legendary Customer Experiences

People Love You: The Real Secret to Delivering Legendary Customer Experiences

People Love You: The Real Secret to Delivering Legendary Customer Experiences

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Fanatical Prospecting Sequences: The Complete Guide to Multi-Touch Prospecting and Cold Calling Cadences that Grab Attention, Get Responses, and Open Sales Conversations (Jeb Blount)