From the ancient Greek philosophers to the modern-day social scientists, we constantly search for new and better ways to understand our fellow man. A frustrated client once exclaimed to me, “Jeff, selling isn’t tough—it’s the people you sell to!”

Your ability to work with people rather than against them is crucial to your success. There are almost eight billion of us walking, talking and thinking beings roaming the earth. Probably no two are exactly alike.

Buyers are not genetically encoded. They make decisions differently. Some are animated and friendly. Others are direct and decisive. Some are conservative and cautious. Others are analytical and critical.

What one buyer finds appealing and valuable, another finds irrelevant and useless. Yet they all like to buy from business pros and salespeople who see the world from their perspective.

Now, you don’t have to become a chameleon. Instead, adapt. Be flexible. Don’t persuade and sell the way you like to be sold. Sell the way—others like to buy!


Jeff is a Hall of Fame speaker, best selling author, success coach, broadcaster and lawyer. His clients call him a “business-growth specialist.” If you hire speakers, please contact Sheryl Kantor at: 847.998.0688 or [email protected]. And visit jeffblackman.com to learn more about his other business-growth tools and to subscribe to Jeff’s FREE e-letter, The Results Report. Jeff’s Amazon bestselling books include; Stop Whining! Start Selling!, the 5th edition of Peak Your Profits and the recently published, (December, 2022), BULLSEYE! Hitting Your Targets at Home and at Work, which became a best seller within four days of its release. You can also stay connected with Jeff via Facebook, LinkedIn and Twitter: @BlackmanResults

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