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Book Selling University

Book Selling   University

   October 24 – 25,  



Keynote by the former VP of Special Sales for Random House

Presentation by Dan Poynter

Sponsored by Bowker

Discover how to …

            Find more buyers

            Sell in large quantities

            Sell non-returnable


More information:



Membership Special

Save 50% on How to Make Real Money Selling Books with all the information you need to sell books to non-bookstore buyers – who and how to contact. Use Promo Code APSS upon check out:

Upcoming APSS Webinars

September 25, 6:00 pm ET: The second webinar in a three-part series by Brian Jud: "Making Persuasive Presentations For Large-Quantity Sales" Sign up at

The recording of "How to Sell Your Self-Published Book to a 'Real' Publisher," is


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information from book-marketing experts in Brian Jud's FREE bi-weekly

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Executive Director's Blog

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2014 APSS Book-Selling University -- Speaker Highlight

October 24-25 in Philadelphia --  sponsored by Bowker

Sharon Castlen will present: "How to Reach Niche Markets and Support Distribution with Publicity"

Sharon is the founder/owner of Integrated Book Marketing works with small presses and independent publishers across the country in three areas: Pre-Press coaching, distribution, full marketing strategy and implementation. Since 1984, she has also shared her expertise and mentored clients, authors and publishers through workshops, keynote addresses, webinars, and ‘ask-the-expert sessions during national and regional publisher and author gatherings. She speaks each year at Independent Book Publishers Association (IBPA) Publishing University and the Pacific Northwest Booksellers Association Fall Trade Show in addition to more regional author/publisher groups in the northeast. She focuses on non-fiction titles…for adults and for children. She works in both the secular and Christian communities in all aspects of her book marketing and publishing services.

See the full agenda and more information at

Register by September  19 to be eligible for a free book-cover makeover and other Early-Bird Discounts

Top 10 Tips for Selling More Books

The authors of an article (The End of Solution Sales, Harvard Business Review, July-August 2012) suggest that the ages-old method of solution selling may be a thing of the past. The new term is “insight selling.” As a graduate and instructor of the respected Xerox Professional Selling Skills (PSS) program, I (Brian Jud vs. an APSS position) am skeptical of parts of this new theory, but APSS presents it here for your evaluation. Below (with Jud's subjective commentary) are the Top Ten Reasons to Adapt Your Selling Techniques to the New Corporate Buyers

  1. Prospective buyers are aware of alternative solutions because of access to a comparison of products via the Internet (Brian: the use of books as an alternative promotional tool is relatively unknown to most corporate buyers, and they must be educated to the benefits of using books as premiums)
  2. Potential customers are aware of pricing differences for the same reason, and decisions are based solely on price (when presented with comparable alternatives)
  3. Before the salesperson arrives on the scene the prospect knows the strengths and weaknesses of the various alternative solutions
  4. Today’s buyers are more savvy and aware of manipulative selling techniques
  5. Buyers believe they know what their problems are (Brian: this is where I take exception. Buyers may think they know their problems, but the salespeople have an external and perhaps broader understanding of options, and a different perspective on the buyers’ problems – and we may have creative solutions unknown to buyers)
  6. Salespeople should target organizations in chaos rather than those with a clear understanding of their needs
  7. The sales representative should seek prospects who are “skeptical change agents” rather than buyers willing to openly exchange information
  8. The new sales process is one of coaching rather than of asking questions of buyers
  9. Salespeople must engage potential buyers before they fully understand their own needs (Brian: this suggests that salespeople have complete information about the state of the likely buyers’ minds, which I believe is unattainable)
  10. There are more people involved in large purchasing decisions, each with their own internal positions and levels of understanding (Brian: I agree, but believe it underscores the necessity for queries to uncover the various hidden agendas and develop an appropriate response to each)

In the Special-Sales Spotlight

This column regularly features a different special-sales (non-bookstore) topic. The current Spotlight is on information to help you sell non-fiction books to non-bookstore buyers.

Here you will find instructions for creating a marketing plan for a non-fiction book. 

Click on the spotlight and sign in to get all this information. You will need your APSS membership number to access the information.

Special-Sales Tip of the Day, September 22, 2014

There are at least 12 reasons why you should attend Book-Selling University. Here is reason #2: Increase the volume and velocity of your cash flow. In special-sales (non-bookstore) marketing, your customers may place a standing order -- a given number of books to be shipped automatically on some predetermined schedule. How can you make this happen? Find out at the APSS Book-Selling University, October 24-25 in Philadelphia, sponsored by Bowker.

For more information and to register, please visit or contact Brian Jud at (860) 675-1344 or

Read it and Reap

Give and Take: Why Helping Others Drives Our Success, by Adam M. Grant: For generations, we have focused on the individual drivers of success: passion, hard work, talent, and luck. But today, success is increasingly dependent on how we interact with others. It turns out that at work, most people operate as either takers, matchers, or givers. Whereas takers strive to get as much as possible from others and matchers aim to trade evenly, givers are the rare breed of people who contribute to others without expecting anything in return.


You Said It

“As an author, publisher and online book promoter I have gained insight into the world of publishing and sales through APSS I otherwise would not had access to. I recommend this program to anyone seeking to sell more books.”

       Laura Dobbins, attendee at the 2013 APSS conference

See the agenda for the 2014  APSS Book-Selling University at


They Said It

“It takes a lot of courage to show your dream to someone else.”

          Erma Bombeck

Get Unstuck -- Get Support

Per Roger Von Oech, “One reason gypsies have a good health record is the role the family plays in establishing a positive health environment. When gypsies get sick, it’s not uncommon for six or eight other gypsies to accompany them to the doctor. Such family participation provides not only a support system for the ill member, it also creates a high expectancy for getting well.” Similarly, it’s much easier to be creative if your environment both supports and expects new ideas. How can you create a support system around you?

Novel Ideas -- Helpful Tips for Marketing Fiction

NoiseTrade Books This platform helps authors and publishers build audience share by distributing free e-books and audiobooks in exchange for reader data (email addresses and postal codes). Authors can promote giveaways, or embed a custom widget on their website or blog. More helpful marketing information is available online.



The APSS Book-Selling University can help you sell fiction to non-bookstore buyers. See how at

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