Friday, March 15, 2019

21 Book Sales Truths

1.      People buy what they want and need but they can be seduced to be convinced that what you have is what they want or need.

2.      The customer is always right, so don’t piss them off.

3.      People buy on emotion, so push their buttons.

4.      You sell an attitude, an image, a persona, a brand -- not just a book or a widget or an idea.

5.      Sell to a prospect’s perceived need rather than trying to convince them they need something else.

6.      No is a delayed yes. They say no until they have an offer they cannot refuse.

7.      Listen more, talk less, but say something memorable and the consumer will feel you understand them.

8.      Only sell to people with money – qualify your prospects before selling to them.

9.      You are to show value, not just a good price.

10.  You have just a few seconds to make a good first impression. You don’t get a second chance.

11.  Make your customers feel good about themselves and they will feel good about you.

12.  Express values your customer would likely embrace. They buy from people like themselves.

13.  Enthusiastically sell or they will be sold enthusiastically not to buy.

14.  People want proof of your claims, so be prepared to back them up.

15.  Promise something and then deliver it. Do what you say.

16.  Assure the consumer is making a wise choice – no one wants to feel like a fool.

17.  Don’t sell based on price, even if you offer a good deal. You first need to showcase value and ROI.

18.  Be ready for someone to say yes and then upsell them.

19.  Express thanks and appreciation for the sale. You will want them to be faithful fans for life.

20.  Seek to find out what he or she needs/desires, what relevant past experiences they have and how they perceive you. Take a genuine interest in what they say and do, seek out common ground, and get insight on what makes them tick.

21.  Provide value and get them to trust you. Tell stories or state ideas and opinions that reflect who you are. Befriend them and convert a friendship into a sale.

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Brian Feinblum’s insightful views, provocative opinions, and interesting ideas expressed in this terrific blog are his alone and not that of his employer or anyone else. You can – and should -- follow him on Twitter @theprexpert and email him at He feels much more important when discussed in the third-person. This is copyrighted by BookMarketingBuzzBlog ©2019. Born and raised in Brooklyn, he now resides in Westchester. His writings are often featured in The Writer and IBPA’s Independent.  This was named one of the best book marketing blogs by Book Baby and recognized by Feedspot in 2018 as one of the top book marketing blogs. Also named by as a "best resource.” He recently hosted a panel on book publicity for Book Expo America.

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