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SETH'S BOOKS

Seth Godin has written 12 bestsellers that have been translated into 33 languages

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all.marketers.tell.stories

All Marketers Tell Stories

Seth's most important book about the art of marketing

ONLINE:

IN STORES:

free.prize.inside

Free Prize Inside

The practical sequel to Purple Cow

ONLINE:

IN STORES:

linchpin

Linchpin

An instant bestseller, the book that brings all of Seth's ideas together.

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IN STORES:

meatball.sundae

Meatball Sundae

Why the internet works (and doesn't) for your business. And vice versa.

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IN STORES:

permission.marketing

Permission Marketing

The classic Named "Best Business Book" by Fortune.

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poke.the.box

Poke The Box

The latest book, Poke The Box is a call to action about the initiative you're taking - in your job or in your life, and Seth once again breaks the traditional publishing model by releasing it through The Domino Project.

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purple.cow

Purple Cow

The worldwide bestseller. Essential reading about remarkable products and services.

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small.is.the.new.big

Small is the New Big

A long book filled with short pieces from Fast Company and the blog. Guaranteed to make you think.

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survival.is.not.enough

Survival is Not Enough

Seth's worst seller and personal favorite. Change. How it works (and doesn't).

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the.big.moo

The Big Moo

All for charity. Includes original work from Malcolm Gladwell, Tom Peters and Promise Phelon.

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the.big.red.fez

The Big Red Fez

Top 5 Amazon ebestseller for a year. All about web sites that work.

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IN STORES:

the.dip

The Dip

A short book about quitting and being the best in the world. It's about life, not just marketing.

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the.icarus.deception

The Icarus Deception

Seth's most personal book, a look at the end of the industrial economy and what happens next.

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tribes

Tribes

"Book of the year," a perennial bestseller about leading, connecting and creating movements.

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unleashing.the.ideavirus

Unleashing the Ideavirus

More than 3,000,000 copies downloaded, perhaps the most important book to read about creating ideas that spread.

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v.is.for.vulnerable

V Is For Vulnerable

A short, illustrated, kids-like book that takes the last chapter of Icarus and turns it into something worth sharing.

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we.are.all.weird

We Are All Weird

The end of mass and how you can succeed by delighting a niche.

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whatcha.gonna.do.with.that.duck

Whatcha Gonna Do With That Duck?

The sequel to Small is the New Big. More than 600 pages of the best of Seth's blog.

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THE DIP BLOG by Seth Godin




All Marketers Are Liars Blog




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« The long tale | Main | The modern talking pad »

The talking pad

Zig Ziglar taught me about the most powerful way to use a yellow legal pad. He calls it a "talking pad."

When you're in a small meeting (you and one or two other people) it's awkward to use a laptop or Powerpoint, because it destroys the intimacy of the discussion. Basically, it says, "I'm going to talk to the screen and you can watch, okay?"

The alternative is to use a thick pen or marker and a legal pad.

Whenever you mention a number or make an assertion or promise, write it down. The act of writing is a verb, it's the process of putting it on the page that underlines what you've said, that highlights the moment. You're also creating a record of what you said, which emphasizes that you're not a weasel.

Salespeople can use this technique as well. Let's say you're trying to sell energy-efficient windows. They cost $800 each, the person needs 30, so you're trying to make a $24,000 sale. That's a big deal, right?

Start by writing these facts down.

Then, working with the person you're sitting with, identify how much is going to be saved every day. Not your opinion, but their estimate based on their energy bill and comparable homes. Agree on a number. Write it down.

Cut it in half. Now it's truly a realistic, conservative estimate. Write it down.

Multiply it by the number of windows. Write it down. People hate math.

Now, pull out your calculator and figure out the cost of the monthly financing. Oh! The cost is way lower than the amount saved. The windows are free.

The talking pad makes the sale. It builds credibility and helps you run the meeting.

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» The Best Sales Tool Ever Invented from Selling to Consumers | Sales Training Blog by Skip Anderson
Any salesperson would be foolish to ignore the potential of this amazing sales tool. [Read More]

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