People Buy You — But What Does That Cost?

The Book Brief Project · Sep 22, 2026 · 12m · transcript

What if the most important thing you sell is not the product at all?In People Buy You, sales author Jeb Blount argues that when products, prices and services look increasingly alike, buyers make their decisions based on something harder to copy: the person sitting across from them. Likability, attention, trust and the feeling of being understood become part of the offer.Blount builds the book around five questions every buyer is silently asking: Do I like you? Do you listen to me? Do you make me feel important? Do you understand my problem? Do I trust you?This episode explores why those…