Tag Archives: Sales

THE INTROVERT’S EDGE Now Available on NetGalley

IntrovertsEdgeMany highly skilled and talented people start businesses with dreams of earning a comfortable income doing what they love. Sadly, promising service-based businesses often fail because many highly skilled and talented people are introverts. How can small-business owners and solopreneurs who dread talking to people excel at selling to strangers?

Journalists, booksellers, book reviewers, librarians, and media professionals interested in sales and business are invited to request Matthew Pollard’s The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone (AMACOM January 2017) for review.

The Introvert’s Edge doesn’t focus on the sale itself, but on a sales system that helps introverts feel sincere instead of sales-y. Powerful and practical, the book reveals how to:

Find natural confidence. Prepare for every situation. Present your value so that customers want to buy. Sidestep objections. Judge when the customer’s ready to buy. Ask for the sale – without asking. Continually adapt and improve. Profit from a process that doesn’t rely on personality. Enjoy sales.

With stories of introverted entrepreneurs, salespeople, and business owners who went from stagnant to success, The Introvert’s Edge shows you how to succeed in sales – without changing who you are.

MATTHEW POLLARD (Austin, TX), known as “The Rapid Growth Guy,” works with businesses around the world, from startups and service professionals to Microsoft and Capital One. Responsible for five zero-to-million-dollar businesses, he also founded Austin’s Small Business Festival, now nationwide. A native of Australia, he now lives in the United States. DEREK LEWIS (Baton Rouge, LA) is a business ghostwriter who works with leaders from the IMF, SAP and the Red Cross, among others.

 

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NetGalley is a service for people who read and recommend books, such as book reviewers, journalists, librarians, professors, booksellers, and bloggers.

There are a number of different reading options for this e-galley:

Find all of AMACOM’s e-galleys on NetGalley.

You can review how to get AMACOM’s digital galley request approval on NetGalley HERE.

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Random Quotes from New Books this September

Profitable Podcasting: Grow Your Business, Expand Your Platform, And Build A Nation Of True Fans by Stephen Woessner 

ProfitablePodcasting

“Rest assured, you have not missed the podcasting wave.The sun has not set on your opportunity. This is the perfect time for you to get started. In fact, this may be the perfect time to get started because the trailblazers have gone before you. A path had been marked, and you can learn from their success and failures. Your learning curve will be shorter so that growing your business, will be the most efficient it has been for any business owner up to this point.” (pages 8 and 9)

 

Retire On Real Estate: Building Rental Income for a Safe and Secure Retirement  by K. Kai Anderson 

RetireOnRealEstate-WthQuote.indd

“You can’t change the fact that you don’t have a workplace pension, or that you have a very small pension, or whatever the case may be for you. Yet, you do have the ability to create a pension-like plan for yourself, through real estate. It’s up to you to understand this difference and take action.” (page 11)

 

 

The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction – The Real Truth About Life in Sales by Ken Kupchik 

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“Sales is stressful, demanding, frustrating, and also incredibly fun and rewarding. There is no other profession with as many ups, and downs, where you can go from crying in the bathroom one minute to popping a bottle of champagne the next and then back to crying in your car all in the same day. This book is for anyone who is brave enough to wake up in the morning, drink an unnatural amount of caffeine, and live the life of a salesperson. It’s rarely easy, but oftentimes it’s worth it” (page 1)

 

September Books 2017

Want to sample other AMACOM books? Check out our Random Quotes from New Books series.

 

 

Paul Smith on Selling with a Story

Jacket cover of Sell with a Story by Paul Smith Paul Smith recently sat down with the AMA Edgewise team to discuss his book, SELL WITH A STORY: How to Capture Attention, Build Trust, and Close the Sale (AMACOM September 2017). Storytelling is one of the most powerful tools in any salesperson’s arsenal, and Smith shares how to put it to use at any stage in the sales cycle for maximum results.

Paul Smith, author of Lead with a Story and Parenting with a Story, has come out with a third installment of the series: Sell with a Story. He joins us to talk about how to set aside a portion of your sales pitch to tell stories to make your selling even more effective.

Listen to Paul Smith on the AMA Edgewise Podcast.

Paul Smith, author of Sell with a Story

 

Paul Smith is a popular speaker and expert trainer on business storytelling techniques. A former Procter & Gamble executive, his clients include Hewlett Packard, Bayer Medical, Progressive Insurance, Walmart, and other distinguished companies. As the author of Lead with a Story, his work has been featured in The Wall Street Journal, Inc., Time, Forbes, The Washington Post, Success, and Investor’s Business Daily.

 

Listen to more interviews with AMACOM authors on the AMA Edgewise Podcast.

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Emotional Stories that Sell: Techniques for Deeply Moving Buyers’ Decisions

As brain science now proves, emotions play a critical role in decision making. Human beings make rapid, subconscious, emotional decisions in one part of the brain, and then justify (or possibly adjust) those decisions more rationally in another area. Research also shows that we recall information more clearly and easily when it’s attached to emotion.

“If you want to influence buyers’ decisions, you need to influence them emotionally, not just rationally and logically,” affirms bestselling author Paul Smith. “And it’s difficult to influence people emotionally with only facts and logic and data. Fortunately, we have a tool to tap into people’s emotions quite effectively—a story.” In his new book, SELL WITH A STORY: How to Capture Attention, Build Trust, and Close the Sale (AMACOM; September 8, 2016), Smith offers the following techniques to enhance the emotional impact of the stories you tell buyers:

  • Make me feel. Telling buyers how your main character feels (“He was outraged.” “She was distraught.”) is a good start. Showing them how the character feels by describing his or her behavior (“He stormed in and kicked over a chair.” “She ducked behind her minivan and started crying.”) is better. Best is to actually make buyers feel those very emotions. To pull this off, put your listeners in an equal position with the main character. Gradually draw them into the story and let them know as much, but no more and no less, than him or her. This position allows listeners to experience the same emotion as the main character by finding out the same emotion-causing information in the same way he or she does in the story.
  • Make me care. If your listeners don’t know anything about the characters in your story, it’s difficult for them to care about what happens to those characters. If your story starts with, “There was this guy I used to work with who got fired…,” why should they care? But if you start with, “There was this guy named Matt I used to work with in California who was my favorite coworker. He got to work every morning before everyone and turned on the coffeepot. He’d always cover for me when I needed to take a day off. He knew the job and answered my questions without making me feel stupid for asking…,” and then go on to tell about how he got fired, then your listeners will care. Because they know Matt and like him.
  • Use dialogue. Instead of telling the audience what the characters feel, let them hear it. Use words that capture your character’s unspoken emotions, as well as what he or she says out loud. For example, instead of telling listeners that your character felt nervous and unprepared for her new job, you could share her inner thoughts this way: “She shook the interviewer’s hand and said, ‘Thank you so much for the job offer. I won’t let you down.’ But inside, she was thinking, ‘Oh my God, I have no idea how to do this. I’m going to get fired on my first day!’”

Cover of Sell with a Story by Paul Smith

Adapted from Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith (AMACOM September 2016).

PAUL SMITH is a popular speaker and expert trainer on business storytelling techniques. A former Procter & Gamble executive, his clients include Hewlett Packard, Bayer Medical, Progressive Insurance, Walmart, and other distinguished companies. As the author of Lead with a Story, his work has been featured in The Wall Street Journal, Inc., Time, Forbes, The Washington Post, Success, and Investor’s Business Daily.

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Random Quotes from New Books this September

Jacket cover of Sell with a Story by Paul SmithSell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith

Storytelling speaks to the part of the brain where decisions are actually made. Much of the cognitive science in the past two decades tells us that human beings often make subconscious, emotional, and sometimes irrational decisions in one place in the brain, and then justify those decisions rationally and logically in another place. So if you’re trying to influence buyers’ decisions, using facts and rational arguments alone isn’t enough. You need to influence them emotionally, and stories are your best vehicle to do that” (page 17).

 

Jacket cover of High-Profit Prospecting by Mark Hunter

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter

“A key reason I’m against using price as a prospecting tool is because once you start using it, you and your customers will become addicted to it. The level of profit you lose will be huge, both in the short term and the long term. Sadly, you will become slightly blind to this, because focusing on low price will be your go-to method.
“To help keep your focus on the needs of the prospect, make sure you’re asking them questions that get them to expand upon their problem. Remember, your objective is to either help them overcome a problem or allow them to achieve a gain. That’s it. Don’t overcomplicate things. Keep your focus on the the customer’s wants and needs and you’ll avoid having to go down the price trap road” (pages 71-72).

 

september 2016 new releases

Want to sample other AMACOM books? Check out our Random Quotes from New Books series.

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