Whatever business you are in, you're in the business of sales and marketing. There's no way around it. You may have the best product, service, keynote or program in the world but if no one knows about it, what good is it?

I used to work for a personal development company that would often invite audiences to ponder on the value of one great idea. I was never very happy with that, something just didn't feel right about it. Is an idea valuable? Only if you do something with it.

In the personal & professional development world, there are many people who are great speakers, coaches, trainers and more but the world doesn't know who they are. Why not? Because they don't know how to market themselves and they don't know how to sell.

Rob Elliott is a sales coach, a keynote speaker and a podcaster who knows a lot about sales. It was his bread and butter for many years and he realised very quickly how bad most people are at it and often how fearful people are when they hear the word sales or salesperson.

There is not a professional person on the planet who could not benefit from being better at sales skills and understanding more the processes and principles of selling, whether to individuals, businesses or large audiences. If you recognise that for yourself, then pay attention to Rob in this episode as he shares insights and ideas. You may well want to check out his book The Sales Chain https://amzn.to/3GWGn64 or his podcast The Real Journeys of Success.

In this episode:

• Learn the emotional resource anchor for sales
• The importance of confidence in sales situations
• Why sales require practice
• Making a good first impression
• The most important skill to master in sales
• How to recover from a bad first impression or mistake
• Overcoming sales awkwardness
• Why a sales coach started a podcast and more...

Want to find out what podcasting could do for your business? Take this short quiz https://mrqz.to/podcastpossibilities

Come and join other professionals who are building their authority through podcasting in the Podfluencers Facebook Group https://bit.ly/3aesFPJ and get your free download of How to build authority with podcasts

Did you enjoy the show? Did you learn anything new or useful? If you did, then the best way to show your appreciation is by sharing the show with your online network. Tag me and I'll give you a shout out on an upcoming episode. Leave a review and I'll read it out on the show.

Of course, if you REALLY liked it, you're welcome to support the show financially too using the link below.

Support the show (https://speakinginfluence.supercast.tech/)

Mentioned in this episode:

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Welcome to the show.

My name's Johnny Ball.

This is Speaking Influence at least for a few weeks longer because on the 1st of

as Podfluence and we will certainly still be having a very strong focus on

much more on how that applies to the world of podcasting, both as a host,

So we are going to be really there to help business owners like coaches,

People who have personal brand businesses.

I want to become more known for what they do, who want to build

But we will still be having experts on influence and persuasion in other areas

generally to improve our own charisma our own influence our own persuasive skills

So whilst things will be changing, they won't be changing dramatically,

So I hope you'll stick with us for that.

You don't need to do anything, just stay on this channel.

You'll notice everything will update as Podfluence in July, and you'll notice

I've already been recording some amazing shows with some fantastic people.

And I know you're going to love that, but we're going to be having more solo shows,

So in the lead up to that, I want to introduce you to Rob Elliot.

Who's my guest on this show today.

And Rob is a sales trainer and an excellent one at that.

Now what Rob didn't know when we were having our conversation

So he wasn't performing at his best, but I think you'll agree after you get to

particularly things like how to overcome a bad first impression, but also how to make

And some of the basic sales skills that people just don't get taught

Rob does have a book out and we'll talk about that, but we're also

You're going to love this conversation.

I hope as much as I did, if you're not already subscribed to the show,

And if you haven't left us a review or shared the show with your friends and

If you have your device in your hand, right now, maybe give us a four or

If that's where you're listening to us, because it's going to make me feel good.

And if you leave me a great review, I'm going to read it out on the show as well.

You'll get a shout-out on Speaking Influence or maybe on

So what I want to do now is leave you to enjoy this conversation

Speaking Influence.

And today we are going to be having an interesting conversation about sales

favorite topics, and we have an expert on the subject, with us to help us

Welcome to the show Rob.

G'day mate.

How are ya?.

I'm great.

Thank you.

I've just had come home, just come back from a weekend of celebrations

So I'm, I'm ready to take on the world right now.

How are you?

Mate, we're the same over here in Australia.

We've we've had an awesome few weeks here and we're ready to rock.

That's great news.

Indeed.

I like to get things started by asking my guests about who is someone for you,

I'd look, if I think about it, there was a gentleman in

He wrote, he raced across America and didn't realize at the time he

He's been a politician.

He was the one that actually taught me how to public speak.

This this guy is amazing.

He doesn't take no, even when other people wouldn't do it.

And he uses these days he uses his influence for

But the one thing I loved about him was you and I would never run from

He ran around Australia twice.

I mean, really, but he wanted to bring the nation.

So he's one of those truly unique individuals that doesn't do it for money.

Doesn't do it for his own personal good.

He just loves to inspire people.

And he's a personal friend of mine, but he also taught me so much about

parachute and see what happens.

Well, that's a great example of somebody to look up to and for

Well, describe, describe your professional life for us, cause you do a few different.

Yeah.

look, I'm a podcaster, just like you, but I do sales and business coaching.

Now that's not mentoring.

A sales and business coach gets the answers out of the

About 90% of people have the answers within.

Some of them just need a process to help them get along the way someone just need

And I merge that in with public speaking and people say, well, you

Of course, every time you walk into a business, every time you're

So I love getting people who are in their own admission, terrible public

showing them how to come across as really, really good, because people

The same time with sales, you know, anyone can sell and everyone is in sales.

Not everyone sells, but everyone in every part of a business businesses in sales.

so sometimes a business owner or a manager just needs a little bit of

out where and what we call the sales chain, it's falling down so we can get

Yeah.

And these, these are important messages that I feel like I'm part of that mission

communication skills are, and to really see the bigger picture when it comes

You are part of a professional system, especially when you're in a business

But those are, those are great things to be working on.

And so I know one of the things that I really wanted to talk

A bit later, but we had a chat a while back.

And one of the things I wanted to get started with something that

Because talk about you, you mentioned someone about wanting to get up on

front of a of people, you know, you mentioned public speaking and people

How do you become confident in that kind of situation?

Where either you're walking into a room to present to people or you're getting

Yeah.

Well, the first thing I say to people is be just be, you don't try to be

Just be you.

Cause then you don't have to worry about it.

You're not, don't fake it because people will pick up.

If you you're not who you are.

I mean, we call it in Australia, the bullshit meter and within 30

He's full of rubbish, he doesn't know what he's talking about when it

There's two things I say to people.

If you're going to do an important presentation and you're a sales

The day before or the morning of go there without them seeing you, see

So you're not getting caught out.

It's so important to be comfortable when you walk in, when it comes to

of people, you're going to address a business meeting or a whole group going

And have a look around, I call it walking the call.

It's an old sales term where you walk around the outside of a business.

You talk to people before you walk in, so you know, the business,

One of the most important things I got told in public speaking is get

and walk on the stage, walk where you're going to speak.

So then you're not getting caught out.

If you can walk on relaxed, if you can walk on going,

I know where the microphone is.

I know where the lights are, or I know where people are

If you're walking into a room, always walk in and be at the front of the room.

So you can see everyone never, ever stand with a glass wall behind you.

You have to be in control.

It doesn't matter if you're terrified, you're shaking, you know, You have to give

Yeah, I agree.

I was thinking that when I've done some competitive speaking before they

And usually the night before, they'll let you go up on the

Or even have a run of what you're going to be presenting.

And I think one of the things that people lack, and I think that does

People are very last minute about things.

And if you're too last minute about it, you are going to be maybe

Like when you're, well-practiced in what you're doing, it's a lot easier to feel

I think.

Oh, yeah.

So true.

There's a trick that I, well, it's not a trick.

It's I suppose you call it that what I say to people, if they are struggling

and tell me about something in you, you do in your life when you are totally

And it could be when they're playing soccer, or it could be when they're

And I said, now think of it.

And they say, yeah.

So when you're about to walk into something that is a stressful situation

Think about that time.

When you know, you are at you're most confident.

And then associate a move with it.

It can be a tap on the, on your, on your leg, tap on the arm, you train

And then you walk in and of course then your, your brain clicks straight away on

And it's, it takes a little practice, but it can make, or break you so quick.

And that instant first impression when you walk in the room, people look at you.

You want them to look at you.

You want to own the room.

It doesn't matter if you've never seen them before.

It doesn't matter.

If you don't know what you're talking about, you walk in the

I'm here.

You announce yourself.

I'm here just by walking in.

What do you think is the essence then of charisma in those situations?

Is it, is it really confidence that gives you that or other other elements.

Confidence in yourself and confidence in what you're talking to.

If you're confident in your way you walk.

I used to take the guys who were working for me when I was a sales manager

And we, you know, you've all been there with the little things around

You must scan this, you must scan that and it'd be trade and they would be lining

And then, and they'd just look at me and say, how do you do that?

I said do what I say.

I'll just walk straight in.

They're not going to pull up.

It's the same.

It's all about confidence and presence.

If you feel confident and you say yourself, I deserve

the next thing to do charisma it's when you be yourself, but

You've got to know what you're talking about.

If you aren't confident in the three or four points about what you're going

people go it'll, it'll come you'll be confident and they'll turn around and go,

And he knows what he's talking about.

Easy as that.

And I mean, it's easy for people like you and I who can speak,

Just takes practice.

It does.

And this is an interesting, an interesting element.

And even, even as someone who is a professional speaker, I say there are

practiced as I'd like to be, or you end up having something a bit more last minute,

And you're sort back to the place that you don't necessarily want to be.

But I do know that.

When you are well-prepared for what you're doing and you've run through

I feel like you're more embodied and more physically remember it,

presentation or something like that, then you don't have to spend your time

That's the point at which you can inject you into it more and deliver with more, I

Personality and emotion and what you're doing.

I mean, people have got to remember mate that the only

The audience doesn't.

So who cares

Yeah.

go for it?

You, you say right.

It's we've all mucked up on stage.

We've all forgotten.

Key things walked off stage and on man, I forgot to say that point, but then

I used to get very upset about it.

And then a professional speaker turned around and said, I

You know, you just let it go

Yeah, I, and ultimately you have to, because this is, this is the thing.

I think a lot of people get stuck in it.

If you do mess up a bit, People get some to, I failed, I've messed it up.

I maybe I shouldn't be doing this or I'm a terrible speaker.

I was like, well, there really is only one way to get better at it.

And that is to keep, keep getting up and doing it.

Keep on with this until you do get better at it because nobody starts

And the, some people are more natural on a stage perhaps than other.

But nobody starts off being great at speaking, there are talents and

You've gotta practice.

If I'm doing a major keynote, I go and find somewhere else to do a speech.

Before you got to get the cobwebs out, you've gotta mark it up.

You got to stuff it up.

And then by the time then you get to the big one.

You've done your practice.

I mean, a footballer doesn't get on the field without practicing and training.

During the week, a public speaker is no different or a person in sales.

Who's doing a presentation.

It's no different.

You've got to practice, you've got to know your stuff.

And then when you walk in, you gotta be willing to rock and

I feel that that is one of these things that people get wrong.

And it's not only public speaking, but this is a place where it happens that

And so if, if you feel that you're not, or if you're terrified of it or you haven't

But again, there's only one way to get it, but people do have this

Because when you see the people who you might look up to say, oh, they're

They present with a real authenticity or real passion and what they're doing,

But you only see the end product.

It's like seeing a band on the stage.

They didn't just get up there without having practice

Hundreds of times, they they've had years of experience.

You're just seeing the end result and it's the same kind of thing in

I feel also that people don't want to put the work in a lot of the time.

Oh, true.

True.

I, I worked with a lady who was a general manager and one-on-one and in

Absolutely.

Put her on stage and I counted 28 ums in one minute.

And as a general manager, you can't do that.

And she stood there and rocked and rolled, which is shocking.

And she lost a lot of respect, not big, not because people didn't like her,

And it wasn't long after that, they barred her from speaking.

yeah, she might.

Yeah.

She might be able to get a job as the prime minister of England.

He's a unique individual.

Especially, it's a special case for that one.

But this, this is super important and I think this is an important thing to get.

We also had a chat while back about making a good first impression.

And sometimes when you're yourself, you sometimes have to see yourself,

We can maybe ask a few people, but not, everyone's always going to be honest.

How do you go about making a good first impression in.

Stage situations in any kind of professional situations.

First rule of thumb is we've been given two ears

And that's the first thing you should always do.

Listen twice talk once every single time, if you're known as a good listener,

gonna like you, but some of the people that didn't necessarily like me, we

So you've got a little bit of respect there.

You've got to turn around and say to yourself, well, do I care

No, but is it, my goal to get the sale or do business with them.

Yes.

So I'll stand there and I'll listen to him.

I'll acknowledge.

It's an old trick of you prove you repeat back to them, their complaints,

They then think that you're listening to them because it's called validation.

And this is an, and people will make up their mind within

And if they don't like you or not, because most communication is nonverbal.

Well, the time you speak, they've made their mind up, even if

So it comes across.

As some people don't like people walking towards them being,

Some people are the opposite.

They love that.

They see it's confidence.

So you've got to look at the person and see how they act.

And we call it mirroring.

If you see how they act, you act the way they act, you still be yourself.

But if they use a lot of flowery words, you use a lot of flowery words.

If they're short and sharp, you become short and sharp because then

And all of a sudden you'll get some very, very good feedback

And that is a big, first impression.

It is so important, but of, I mean, sometimes we all muck it

So, you know, don't beat yourself up if you do it.

It's a, it's just human.

Yeah.

I think so.

I think rapport skills are always interesting because there's a

Talk about matching and mirroring.

There's a great skills to have, but they come from the thing of, these are the

where things go well, or people who have a strong empathy factor, emotional

And so it's more a case of when that's not happening when you're not making

not empathic that you can manage those things in a more conscious way

You need to take a breath.

They pick it up as much as you do.

It's like trying to ask someone at a pub for a dance or buy them a drink.

They pick it up, you pick it up.

Your gut is much better than.

You've got, we'll tell you if it's working or not, that intuition inside

Sometimes it's better just to catch a losses and walk.

Cause it's just, you're not going to, you just don't waste your time.

If you can't get that, or we find it a lot with engineers, they're very process

It's like a clash of the, it doesn't work.

So you've got to be enough to go well, I might find one of the guys from our

It's a case of being, knowing when to step back and knowing

Yeah.

it happens all the time and it just, you're going

But once you learn very quickly that you're listening with your eyes, as much

I think that that's an important point because if you, I think people

executive or leadership role or you're a business owner where it might, may

But it's great to remember that you don't actually have to be one of the good things

were better at doing some of the other things in your business than you are so

But those are the things to think about, but we always just put this

And I think maybe some of that difference between the growth

The fixed mindset says I have perfect at anything.

And any failures means I'm not perfect.

Whereas growth mindset says any failures means, all right,

Great news.

It's a big difference.

One of the things I used to do is I had a guy that worked for me.

He was very technical.

Couldn't really sell, but very technical.

But if I was going to say customer where they had some people who

You know, good cop, bad cop.

And he would, and he was so good.

He was a lot older than me and he could just jump in and go, did

And that is when you've got to know well, that guy's better than that.

If I start doing it I'll only muck up the technical and the day, our data

And it'll come back.

What you just said was gold.

A lot of people try and do things that they're not.

And then I make a mistake and then they've got to hold themselves

First rule of thumb is if you don't know don't guess so.

No, no, I do not know that, but I'll find out for you or I'll get someone to talk to

All of a sudden you're acknowledging what they're doing.

You're putting your hand up and saying, I'm not going to try and

I don't really know.

And you get respect straight.

You know, it's a big call.

It takes pride and ego gets in the way, especially when

And then you just got to make a few mistakes like I did.

And then you get rid of pride and ego and just you get it doing a lot better.

You ultimately have to, because it is hard to keep track of BS.

If you do too much of it is that you keep, just keep making

Isn't there comes time where you have to, you have to know it, or

Once you tell one lie, you got to keep telling more

You start doing it in your personal life and it could, it.

is fatal.

Yeah, it's a very rapid downward spiral.

So

It is.

let's say, I wonder if you have any pointers for this, if you're in a

that for that impression that you want to from the start, are there any things

You can turn around and say, well, look what is it?

You want from me today?

How can I help you today?

Never ask a closed question.

A yes or no, ask an open, just cut to the chase, some cultures around the world.

That's how they operate.

And so you've got to know who you're dealing with, but I've turned around

So.

We could go back and forth all day about this and that let's just cut to the chase.

How can I help you?

And if they're fair d'incum him and they rule they really, after watching it,

That's all I needed to now come back to you with an offer.

Yeah.

Pull the bandaid off.

Yeah.

And very often people will respect the directness and they'll also

I'm not sure about this person.

Yeah, it's hard.

It's hard to go against that.

And I like that.

And one thing that I come across a lot in some of my coaching

When it comes time to talk about sales.

And this is why I think it's great to talk to sales experts like yourself.

A lot of people struggle with this.

You could be having a great conversation.

You can be really connecting.

You can be having, I don't know, as a coach.

You could be having a discovery call or as we just meeting with

So then it comes time to talk about the sale.

Talk about actually purchasing and the majority of people go to pieces

Yes,

or they go into this robotic sales mode

yeah.

I like, oh, I have to sell now.

What's going on there and what can we do to make it better?

If you're starting to get nervous, it means

You haven't answered these questions.

That's your gut turning around and saying, you've marked this up.

If you've answered every one of his or her concerns, and you've said to them,

No.

So you just turn around and say, well, how do we move?

Is there anything else I need to explain more, but if you, if you're the opposite

If you do it all right at the start, you don't have to sell.

They're just ready to buy.

And you never mention price.

I mean, price really is so low.

When you look at the metrics of all the reasons people buy.

If someone is just price-driven, they're not worth it.

They're not a good customer.

So you've need to turn around and say, all right, this is where we are.

I've answered all your questions.

Is there anything else I can do for you today?

No.

So how do we move forward?

And then let them tell you.

Yeah.

How about if that's a more of a presentation situation where you don't

necessarily have the responsiveness from the person who you're speaking to,

You ask them you're a you're presenting in a room

You should know before you walk in the room.

Who's the decision maker, if not ask.

So who will be making the decision?

All of a sudden you're pulling the power back.

And they'll say so-and-so okay then.

Fantastic.

George, you're making the decision.

When would you like me to call you?

Not, do you want me to call you?

When would you like me to call you?

Or when would you like me to set up a meeting to do the deal, put it on

Yeah.

It's a closing tactic to push them and you'll know by the body

And quite often I've turned around and said to people, I say,

You should know what's going on there.

All, I want you to come back to me, honestly, if we don't

Let me know where we've fallen down and where we can improve, throw it

And, and you know, if they're professionally well-run

If they don't, they're not worth doing.

Hmm.

Those are, those are great answers and definitely important things for

of situation, you need to be able to have that prepared in your mind

Uh, if you're thinking, if I were to think on your feet and figure that

You learn from somebody who's, who's trodden the path before you and,

So I appreciate that.

Look, I don't think there's a mistake I haven't made

I mean, that's the truth, you know, you've got to learn from people

If you haven't stuffed up, you can't teach anybody.

Yeah.

I've done some great ones.

I did delivered a whole sales presentation one time and stood in front of the slide

The whole time I was speaking, it doesn't look good.

That wasn't a good first impression.

You laughed about it later, you know, that's good.

Yeah, thanks.

Thankfully.

So did the people I was presenting to, but it w it wasn't

Nevermind.

So let me ask you, I think some of the things I love talking about my

I especially love having conversations with people who

And so I want to have a chat with you about why you got into podcasting

I got into podcasting because of COVID.

I used to interview people on.

Interview people at my rotary club interview.

Fantastic.

Love it.

I love walking on stage.

No pre-done questions just rocking.

COVID hit.

And someone said, what are we going to do now?

So I thought I'd start a podcast where I'm just interviewing normal people who have

And I self-taught, I must have watched about 30,000 hours on

And just first four or five were just friends

yeah.

that were successful business.

People learned how to edit and the whole preferences.

There is some of the best success stories in the world are normal people aren't

And that's the whole preference of the real journeys of success podcast.

Just sharing people's stories.

And there are some amazing people out there who have gone through

they've just kicked goals have not let them be brought

They've lost everything.

They've been bashed.

They've had everything you could possibly do and they turn around and they're

Like you wouldn't believe.

And these stories are just fantastic.

And you know, I I'd say to anyone, if you've got a passion, if you've

I think if you do a podcast on insects for pest control, it doesn't matter.

There is someone out there that wants to know there is someone out

So I say, go for it, make a few errors, get some dud guests as you and I were

It's the best way to communicate with.

Yeah, I think there's a huge opportunities in podcasting at the moment.

And one of the things that I'll say to you is you don't

In fact, I would generally say.

That may not for everyone be the best place to start.

Anyway, start by going on podcasts getting a bit of a feel for a find your feet first

And as you say, you can get to you get to meet, chat and connect with some

So.

You can get started on that without all the effort and energy that goes

Cause there's a lot of work.

I think we should be clear on that.

It's not just, we just show up and do this and that's it job done.

There's a lot that goes into it.

But going and being a guest is a lot easier and a lot easier, although

strategic around that, but it is such a vastly growing industry right now with

I think this is important, right?

My only concern is that all these people I've interviewed

We're all going to turn up in Sydney on the same weekend and it's going to

We can get on a podcast and it doesn't matter, you So, but everything

And just enjoy yourself.

Just be you again, just be you.

Yeah.

And that's an important thing to talk about what you love.

I think it's a, it's not the best idea, especially now.

I think there time where you could go on podcasts and talk about

Things are populating in the market is more people getting

And you really do need to stand out.

And so it's not just knowing what you're to talk about,

I think also there's the thing of bringing that confidence, that

To this as well, because you could go on a hundred podcasts, but if you're not

It's just going to make people think, oh, it's really boring.

Well, You got to have a

but yeah.

If you've got to have something that people want to listen

with a very boring story and you go, I just, you just turn off in the first

Yeah, I'm okay.

If the podcast is designed to put me to sleep, you know, that that would be fine,

And I'm from most people and that that's super important, but you

And that does take a while.

It's a, it's a long game podcasting.

You start doing well with it.

It can do, it can do wonders for your credibility and it does wonders

So what is your book about.

The book's called the sales chain tips tools and an insider's

What it's about, it's the, what you call the ultimate guide to

People can read there's all these high.

What do you call it?

These books where they're very, very complicated, very, very Too hard.

There's no basic book out there for people.

The sales chain look, sales chain came around because people didn't have

All the books that are on the market were all high-end this strategy, that strategy

on the market for someone to learn what niching is, what questioning is, what

So someone said to me, Rob, why don't you just write a book for a guy who's

understand the guys and girls at the end of the corridor every Friday who

And so that's what it came about.

And I've had really, really good uptake.

It's gone all over the world.

They, people can buy it on your Amazons and everywhere like that.

And people just come back to us and said, I love the simplicity of it.

I've got people in it who are venture capitalists from America, a communications

Just talking about sales on this.

it's a lot of fun.

It's a very easy read and hopefully, they all enjoy it.

Yeah, it's interesting to me, how many people tell me they hate

I think maybe I used to, maybe I used to feel that same way, but it

think myself and many people have of that there's the sleazy side to it,

And I think really.

That isn't what works anyway.

people do want relationship and things like that.

It's important to get into that but what does your book approach any

it's also a lot of its stories.

And so, when people read it, it breaks down.

I give a story about something I'm speaking about so they can relate to it.

So they can relax.

People say, I can teach anyone to sell.

You can give someone a process and they can sell, but if they're enjoying

So the book is about teaching people, the basic skills to enjoy

Once you get them to relax, all of a sudden, they sell standing on their head,

They've got to learn questioning techniques or closing.

They've got to learn all that.

And that's what the .Book's all about.

And it's system it's written in everyday language.

It doesn't matter where you are in the world.

You'll understand it.

Very, very normal English.

It's no huge words or people, me trying to be sound as if I'm more intelligent

And then you look at all the successful salespeople in the.

They're all the same.

They're basic points that they keep it simple and it is a simple

See you later or, you know, a no can mean a yes.

In a year's time.

Learning how to listen, gives you more information than anything

You know, it's a, it's just a lot of fun.

I've had a ball writing it.

My next one will be coming out early next year, but everyone I've

They just said, you know, thank gosh, someone's finally written

Great.

That's super important.

I think what you just said there ties back to what we were talking about earlier

You can get better at it.

You can improve it.

Maybe the similar assumptions that people make that you just supposed

This is all learnable.

This is all what kind of things that people are terrified that they're

You can learn it.

And I think that's a real epiphany thing of that.

You can have fun with it as well.

Yeah.

I mean, anyone can drive a car.

Some people drive cars better than the other, but they can still drive

You can tYou can still teach someone toat.

sale from one side of the country to the other, some are going to be better

yeah, absolutely.

That I, I love that.

So, so the books available reminders, what the book is.

It's called The Sales Chain tips tools and an insider's view

chain.com will tell you where it all is, but your normal Amazon's, Barnes and

The audible will be out next month, so that'll be a bit of fun, but it's

So, yeah, Nice and easy to look at.

And I just say enjoy.

I'm definitely an audio book kind of guy.

I D I do all the audio, so I'll be looking for that and definitely look forward

I've just got to try and find a place that is quiet enough for

I've gone to do it, someone will start the mower or someone will start a noise

My, my recommendation, if you can do it is to find the, find a professional

usually hire out some pretty decent

I think I'll be doing that.

I really

Yeah.

Yeah.

Yeah.

That definitely recommended I know a few people in the UK doesn't really

some people who hire out a smaller studios for specifically these

So, yeah, that would be my recommendation because I'm only saying this because

That's okay.

I want to listen to it.

I want to listen to it.

I send you the link when it's released.

Please do I look forward to it.

Besides your own book?

Because books are really valuable to all of us to be able to learn

Are there any other books that you think sales related or otherwise

a book.

There's a book.

out there by name a guy by the name of Sam Cawthorne who owns the a

Sam was injured in a car accident many years ago now, and he's

And a bung leg, but he's very, very good at teaching people how to speak.

And he's written a book called People Follow People, and

And it's very similar to my book where it's basics of leadership and

And it's an easy read.

And if someone who's first just starting out and starting to go

And he's a great guy, too.

Very, very inspirational Sam, but his book is awesome.

Yeah, I love that.

So another one for me to add to my reading list.

Thank you.

That's a great recommendation.

When it comes to people who may be wanting to find it, I find

What's the best way for them to do that.

Is there a website or social media?

you can, you can drop in robelliot.com.au, but most popular is

I like LinkedIn as well for that kind of thing is pretty cool because

Yeah.

As long as you're not digital marketer, trying to flog me

You know, there's a, there's a lot of that, right?

There's, there's a, there's a lot of that.

It's not the best thing to start off with.

I think in terms of building a relationship with somebody.

When it comes to influence and persuasion, what would you describe

Now, which I didn't have when I first started out, was listening.

I was a terrible listener and I used to what we call, listen to respond.

I already made up what I was going to say to someone.

And they were halfway through talking to me these days.

It's I, listen, I take a breath and then I'll respond with a big smile on my face.

It's very hard for someone to knock you back.

When you're smiling.

I learned that after 12 years of being a flight attendant,

Is.

it's good advice.

There's a lot to take away from our conversation today.

if there's one thing I've ever everything else that you hope people

Just be you.

Don't try to be someone you're not be?

true to yourself, just be you and everything else will fall into place.

And that's in life and in business.

Yeah.

Good, good advice for every part of your life.

I would say Rob it has been a real pleasure chatting with you today.

I've got some great stuff to take away from this conversation.

I'm very much looking forward to getting the audio version of

No worries.

I love learning about that.

It's been a delightful chat.

Thank you so much for coming and joining me on the show and we'll

Mate, awesome has been a great opportunity to be in the show.

Love it.

Thanks for tuning in.

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Let me know what you've learned from the show, what you've

And maybe even who you'd like to see on the show, I'm

Next week, my guest will be Lily Petrescu, who I had a fantastic conversation

you, personal brand business owners to get their books published and to help

She's also looking to help people improve their networking.

She has built up a fantastic network in the UK in particularly in London, which

So I hope you will stay tuned for that.

She is fantastic.

And you are going to enjoy that conversation.

You will definitely love some of the guests I have coming up on Podfluence,

If you haven't seen any of my promo materials coming out for that already,

me on LinkedIn or other social media, because you're going to see plenty more

But the meantime, wherever you're going, whatever you're doing,