Book-Marketing Tip of the Day – August 25, 2015

One way of getting your prospects involved in your sales presentation is by asking, "What if we…?" followed by an idea for using your book as their promotional item. For example, a corporate buyer may be hesitant to purchase X0,000 of your books to use as a premium in a national promotion. You could say, "What if we tested it on a regional basis to prove that it works?" Using the word "we" shows that you are both on the same team. Posing this as a question gets your prospects involved, reduces tension, lowers their commitment level and removes a barrier to the sale.

 

Learn how to do that at Brian Jud's one-day Southern California Book Selling University on September 12. You can become more profitable selling your books in ways that you never imagined and to people you never knew existed — in large, non-returnable quantities. It is sponsored by the Association of Publishers for Special Sales (APSS), Bowker, SPAWN and BookWorks, and will be held from 8:30 am to 4:00 pm at the Skirball Cultural Center, 2701 N. Sepulveda Blvd. Los Angeles, CA. Find details and registration at http://tinyurl.com/ppjtxbk