In his book, People Buy You, experienced sales trainer Jeb Blount states, “LinkedIn is the most important business networking tool in history. It is one of the first places other professionals will look for someone with your skills. After you make a profile ensure that it reflects the professional image you wish to portray. When people use search engines to find people with your skills, your profile will be among the first things you see.”
Its not sales pitch, number of cold calls, education, databases, leads sources or finalizing the deal. Success is created by strengths in solving customer issues. Solving problems = making sales. How to get to that stage:
An expert with decades of experience in the sales trenches, Jeb Blount has learned that successful sales are built around a solid knowledge of people—how they are motivated to buy and how they can respond positively to the right approach. The book creates an easy to understand program, focused on time tested insights that help sales people:
- Beat three relationship falsehoods that restrict your sales closures
- Use five levers that open the door to stronger relationships that quickly increase sales,improve retention, increase profits, and advance your career
- Make emotional connections that eliminate objections, drive buyers to reveal their needs
- Create loyal customers who will never leave you for a competitor
- Build your personal brand to improve your professional presence, stand out in the market
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