Articles under ‘Ebooks’

The thought of cold calling fills you with dread. You need more leads. Surely there must be some alternatives! This e-book is the transcription of me being interviewed by journalist Chantal Cooke about how to generate leads without cold calling and is available for members.

You are an accidental sales person and you hate the idea of selling. You know you have to anyway as you have a mortgage to pay and a family to feed! How do you go about increasing your confidence in selling?

Around a year ago I produced a podcast on this topic with radio presenter and journalist Chantal Cooke. We discussed the various things that typically impacts selling with confidence and this is a full transcript of the podcast available for premium members in e-book format.

‘Make Customers Love Your Marketing’ is a short e-book packed full of tips on how to use your marketing to improve relationships with your clients. Well worth a read.

Being able to present is an important part of closing a sale. Giving talks and seminars is also a good way of generating leads for accidental sales people. This e-book is full of useful tips on giving speeches and presentations. Although not written for a business audience, the information is valuable all the same.

When I first began as an accidental salesman over 15 years ago I quickly discovered that my communication and influencing skills were lacking. Don’t get me wrong, I could get on with people but found it all a little awkward, especially meeting new people and knowing what to say and what not to say!

This e-book is an excellent summary of the sort of people and communication skills that will give you confidence when networking and selling. It is written in nice simplistic language and I wish I had it available to me all those years ago!

It’s content includes:

* Do’s and don’ts in a conversation
* How to ask good questions
* Group conversations
* Telephone conversations
* Dealing with different characters
* Listening
* Body Language
* Getting your message across

and much more! It’s a great primer and thoroughly recommended!

Sales training is important in developing sales teams but there are often other issues that can have a faster impact on sales growth and a larger return on investment. Indeed, with the five areas that I discuss below, each will amplify the likely returns from any future investment in sales training: These areas are more to do with the approach to sales rather than selling techniques and are written, mainly, for a business owner with a small sales team. They are also applicable to:

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professionals such as accountants and consultants who have a responsibility for business development
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business owners who are currently the only person in the business engaged in sales.

This document outlines five key strategies and some suggested actions that can be taken to transform your sales in 90 days.

Thomas Power, Chairman of online networking organisation Ecademy.com, has written a number of books on Networking. One of these books, ‘Networking for Life’, I consider to have the essence of the mindset needed to be successful at using online and offline networking for business development.

Thomas has agreed to make the available this book in e-book format for AccidentalSalesman.com members

I am pleased to be able to make available another e-book for AccidentalSalesman.com members.

Think and grow rich is a classic motivational book. Written by Napoleon Hill and inspired by Andrew Carnegie, it was published in 1937 at the end of the Great Depression. It is not a book about sales by any means yet it contains many lessons for developing our thinking for success in sales. It is a classic book about the use of the power the mind in order to achieve personal goals. It is one of the first personal development books I read. The language is a little different to what we use today but the things covered such as visualisation and affirmations are well accepted today.

The text of Think and Grow Rich! was founded on Hill’s earlier work, The Law of Success, the result of more than twenty years of research of individuals who achieved great wealth during their lifetimes.

Napoleon Hill studied the characteristics of these achievers and developed fifteen “laws” intended to be applied by anybody to achieve success. Think and Grow Rich! itself condenses these laws further and provides the reader with 13 principles in the form of a philosophy of personal achievement.

Reflected in these principles is the importance of cultivating a burning desire, faith, autosuggestion and persistence in the attainment of one’s goals. Hill also discusses the importance of overcoming many of the common fears that can adversely affect one’s thinking and potential.

Think and Grow Rich has sold consistently since its first publishing. According to one publisher, the book has now sold more than 30 million copies worldwide. Think and Grow Rich is currently ranked #9 on the Business Week Best-Seller List for paperback business books and has been on the aforementioned list for 22 months as of April 2007.

Many times when I am coaching someone on their business proposition I find that they are missing massive opportunities whilst pursuing a line of business that they are struggling to sell. I tell them of a story called ‘Acre of Diamonds’ which makes the point very nicely and gets them to focus more on what they REALLY should be selling. It is a story originally told by Russell Conwell many years ago as part of a very popular speech. It has often been retold in many different ways and this is one shortened version:

The ability to write good copy and especially good sales copy is essential when using the written word to generate interest in your products or services. Putting all the tricks and gimmicks to one side, there are some basic principles that are easy to implement that can make a big difference to the pulling power of your copy. This e-book normally costs $47 and is available for download to subscribers of premium content.

This e-book is a great read and includes:

* The major reason why many aspiring copywriters fail’
* Important steps to consider before you begin the task of copywriting.
* Why it’s critical to have people who can subjectively review your copy.
* The secrets to persuasive copywriting.
* Vital questions to ask before writing any ad or sales letter.
* How to close the sale and prevent the customer from moving on to a competitor.
* How to write an interesting fictional story that rings home the point of the product or service.
* How to set the mood to take the edge off and put the reader at ease.
* Powerful components to writing an attention-grabbing headline.
* How to make readers agree with you.
* The most effective style of writing copy.
* Great tips to keep your sales message friendly and personable.
* How to make your testimonials more believable.
* What needs to be done before you even write a single word.
* How to write captivating stories that lead prospects to buy.