This weeks Resource Recommendation is People Buy You: The Real Secret To What Matters Most in Business by Jeb Blount.
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.
He describes the People Buy You concept as consisting of five parts or levers:
- Be likeable
- Solve problems
- Build trust
- Create positive emotional experiences
A full chapter describes what he means by each of these topics and gives actionable suggestions on how to do each more effectively.
I like the conversational style and the liberal use of stories, both personal and otherwise. Plus, it meets one criteria of all my favorite books – when I was reading it I found it hard to put down.
This book isn’t rocket science, and it may not include many surprises. However, if you allow it, it will remind you of things you know but don’t do, don’t do well or don’t do often enough.
Whether you are a leader, consultant, trainer, individual contributor or sales person, this short book will hold practical ideas for you. I recommend it as both an easy and very helpful read.