In the book People Buy You, the author of the book Jeb Blount shares secrets on how to be successful in business of 21st century. One may observe 5 levers of the book that help person become a successful sales expert: being likable, connect with other people, solve issues, build trust and impose positive emotional relationships. Thus, when the customers buy the goods from you, they firstly buy you and not the goods or services, which you are selling to them.
Sales strategies are very critical in ensuring the competitive positioning of any organization in the market. It emphasizes that the business makes use of its resources while at the same time delivering the goals. The first step towards achieving these goals among sales people is likability, which is “the gateway to connections and ultimately to relationships” (Blount 23). All in all, if people like you, they are highly likely to buy things from you. Another crucial aspect in these strategies is mutual trust between the customer and the seller, as “trust is the glue that holds relationships together and the foundation on which all long-term relationships rest” (Blount 24). Thus, in order to give birth to this mutual trust, a sales professional needs to assure the client that all promised will be kept. The sales person in such case must use a great number of efficient communicative strategies. Trust is the ultimate goal of any successful business relationships.
Work Cited
Blount, J. People Buy You: The Real Secret to what Matters Most in Business. John Wiley &
Sons, Inc, 2010.
