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 books include; Stop Whining! Start Selling!, (an Amazon Bestseller), and the new, revised 5th edition of the bestselling Peak Your Profits. You can also stay connected with Jeff via Facebook, LinkedIn and Twitter.

Leave a Reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.