262 GUEST: David Newman, Author of "Do It! Selling"

You are listening to the art of sales. Everyone sells every day, and this is your source for conversational, real-world sales and prospecting methods that you are comfortable using and that get results. You'll help people buy instead of pushing them into being sold. Here's your host, Art Subject. Today, we have a marketing and sales expert with us whom I've known, admired and learned from for many years. If you've been with me for a while, you know my stylist who deliver no nonsense, real-world, no fluff conversational ideas and methods and processes and tips that you can actually use. Imagine that. And David Newman is the poster child for delivering all of that as well. David is the author of the business bestseller, Do It, Marketing and his new book, Do It, Selling, which is being released this week. He's the founder of Do It, MBA. I think you see the common thread there. The Do It, MBA mentoring program and the host of The Selling Show, a top-rated business podcast with over 300 episodes, which I've had the honor of being on. David helps professional services sellers land better clients, bigger deals and higher fees. And that is what he's about to help you do in our episode today. David, welcome. Thank you, Art. It's so great to be here. I am really excited about talking about your wonderful book, which I have in my hand here right now. It's just a thing of beauty. We're going to get into that. But before we do, I always like to ask all of my guests, what was your first paid sales job? Does this go back to like being a small child? Yes. Okay. So I lived in an apartment building. I grew up in Montclair, New Jersey and Northern New Jersey. And in the back of comic books, it was like, Hey, you can make some money by selling these seed packets. So tomatoes and zinnias and all these flowers that I had no idea what's going on. But I figured, Hey, captive market apartment building, seven floors, apartments were a through Z. I live in apartment seven M. My parents are still in apartment seven M. And I'm figuring this is a hundred. What is it? 26 times seven is a hundred and sixty eight, 160 something as a hundred and sixty prospects. So I literally start with my net, my next door neighbor ding dong. Hi, I'm selling seeds. He's about, world's worst small child sales person. But you know what kept me going? Art is I could literally look down the hallway and I go, I got a lot more doors. I got a lot more doors ding dong. Hi, I'm selling seeds. We got tomatoes. We got zinnias. We got this one. We got that one. And lo and behold, I think there's like 50 cents each or something like that. I would start making some sales. And eventually I stuck with this long enough where you know you put together little coupons and you send in your sales report and you mail this in with a stamp because that's how old I am kids. And then you would get, you know, prizes or goodies or a check of some kind. I think overall, I think the whole thing ended up being kind of a cash flow negative thing. But I did have some pretty good sales days and some pretty good sales numbers overall. But then you get in the elevator and now you're going down to the sixth floor. 13 apartments on the left, 13 apartments on the right. And it was just hugely motivating because there was always a fresh door. So if you could sell seeds to people that don't actually have yards with dirt in them, that's being a pretty good sales person. So I'm guessing you acquired the marketing knowledge later about it. You the target market? Yes, yes, yes, yes. Well, people had window boxes. Some of these were indoor plants, but that problem didn't even occur to me as a small 10, 11 year old child like, hey, usually who buys seeds, people with gardens, people with backyards, that's what they do didn't even occur to me. Arts of, yeah, wow, crazy. So what did you learn early on that you still use today that still sticks with you? I think it's about tenacity. It really is about tenacity that no matter how many nose you get, you just keep going, you just keep going to the next door. You just keep keep keep knocking my friends, keep knocking. I love that you didn't think about the nose. You thought there's more doors on this floor and all the other floors around me. I got a lot of doors. And now of course, you know, the phrase that we use is a pipeline makes you brave because you know, you want to be able to say no to the wrong clients or the wrong kind of work or the wrong kind of project, if that's your only prospect that you're talking to that month, it is really hard to say no. If you have a pipeline, your pipeline makes you brave and you can actually say to a prospect, you know, I don't think we're a fit for XYZ reason. That's not really what we do. That's not our expertise, whatever it is, you know, you can say no to projects that are not a great fit for what you and your company does. I love that. Feel free to tweet that one out, folks. A pipeline makes you brave. Make sure you credit David Newman there. What is your Twitter handle, by the way? It is at the Newman. All right. David, give us a little bit of a backstory leading up to the new book. I mean, you've done a lot in your career. I remember you way back when not that word that old. So share your background leading leading up to this. Sure. So my previous two books, my first book came out in 2013 called Do It Marketing. And then about 30% of that book, as you know, art was sales. And I asked some of my smart friends to contribute some chapters to that book, as well as the Do It Speaking book that came out in 2020. And about a third of that book was really about sales. And specifically, you know, the whole concept around speaking is a one to many lead generator, speaking is a one to many sales platform. So I had to put some additional sales content. I felt I had to put some additional sales content into that because what good is a marketing book or a speaking book? If the dog catches the car, now a lead wants to talk to you about what you do and your products and services, you better have some sales skills. So because one third of both of the previous books were about sales and selling, and a lot of people, art would come to us and they thought they had a marketing problem, but really what they had is a sales problem. So I was talking to our mutual friend, Mark Hunter, and Mark says, so you finally got the memo. You finally came over to the the light side, getting, you know, marketing being the dark side. You finally came over to where the real money is made, which is on the sales side. And yes, my friends, I did finally come over to the light side, which is where sales is where the money is happening. So yes, you work with a lot of people because you focus on professional service sellers, which would be speakers, coaches, consultants, trainers, even accountant, really anybody, a lot of solo panurs, right? Now a lot of those people don't consider themselves sales people and they're not sales people by trade. So talk about how you help them get over the negative concept, perception of selling, and their fear of selling. Sure. So, and by the way, this doesn't go away. So I have also worked with some professional services firms, you know, 20, 30 people, 3 million, 4 million, 5 million dollars of revenue. And the founders of those firms also did not go into business to become professional sales people. So a lot of times we think that the work of the work is what we really love. And then, oh, yeah, there's the sales part. But the truth is you are a professional salesperson. And if you don't master the sales part, then you don't get to do the fun part that you're really great at that's your consulting or coaching or accounting or legal work or whatever it is that you do. So for these folks that are, I call them sales resistant. If you're listening to this, there's even some professional salespeople who believe it or not, are sales resistant or at least prospecting, prospecting resistant and they feel it's beneath them or the work should speak for itself or come on. We all of our businesses word of mouth and referral. I don't need to talk to new people. And all of these things are self soothing delusions that are holding back your sales success. So the way that I reframe sales in the do its selling book is think of it as an invitation to a conversation because generally speaking, no one's afraid of an invitation. On the other side of an invitation is usually something good, a party, candy, cake, streamers, balloons, party. On the other side of a conversation, not many people are afraid of a conversation. Conversations where you get to meet new people. You get to exchange ideas. You get to start and deepen relationships. Some of these relationships might even become your new lifelong friends. Some of these relationships might become commercialized, meaning that they start to buy from you or they become a recommender or an influencer or an introducer. So generally speaking, no one's afraid of a conversation. If you reframe, if you're not a natural sales person, you didn't get into sales in intentionally, but suddenly you find yourself, oh, now I have business development responsibilities. Now I'm suddenly a rainmaker for this firm that I work with or my firm reframe it as an invitation to a conversation and all of a sudden everything gets easier. And one of the mantras that I also share art in the do it selling book is you got to go into this with the mindset, nothing to hide and nothing to fear. Because if you go in, nothing to hide, nothing to fear, the prospects that you're talking to, they suddenly do not feel the sales breath going down the back of their neck. They don't feel this needy energy where you're making all the prospecting mistakes that you talk about on the show, that you talk about in your email, newsletters. I mean, some of those recordings that you share, ah, painful, painful, and you can smell the sales breath on some of those calls. So reframe it as invitation to a conversation, your sales conversations and your prospecting activities, number one, they will get a lot more enjoyable. Number two, they'll become a lot more effective because you're simply inviting people to a conversation about how you can help them. I love that invitation to a conversation. And it's just a mindset shift. It's telling yourself a different story about what sales really is. And one thing I always point out to people in my workshops is that everybody is a born sales person. Think about it. Who's the greatest sales people in the world? Kids, right? It's just that some people grow out of it and they choose not to make it their actual profession. Okay. So in the book, you get into how to identify your ideal prospects, which is key. And you also suggest selling it to the top of your market. I love that concept. So explain that for our audience. The importance of that and how to do it. Oh my gosh. This is one of my favorite things also is we always want to sell to premium buyers. Premium buyers at premium fees, the folks that have, you know, because everyone has problems and we think that if we find the struggle type companies, the ones that are way behind the eight ball, you look at them or you start talking to them and you're like, oh my gosh, wow, do these folks need what I sell? Do these folks need what I do? But the people who need us the most typically never buy from us. It's like, wait a minute, what? People who need us the most will not buy. Who buys? People who want us. People who want to do better. So let's talk about high fee clients versus low fee clients. The high fees in general are paid by clients and customers who are doing well, not those who are struggling. High-end clients tend to be believers. Low-end clients tend to be skeptics. Top-end clients are much easier to please because they have a partner attitude whereas low-end clients are almost impossible to please because they see you as a vendor or a pevler. Now paying higher fees also means that those clients when they pay more, they will also pay you higher respect. They will pay your advice, more attention, your advice and your recommendations. They will invest more resources in implementing the ideas. They will not fight back. They will not nickel and dime. They will not nitpick. They will not bicker. They will not second guess. And you can always design a lower level entry point to a high-end offering but if your positioning is high-end, you will always get the best clients that are the easiest to work with, the easiest to sell, they will stay longer, they will upsell, they will cross sell, they will refer, they will recommend you like crazy. Low-end clients that see you as a necessary evil, they are transactional, you will not get referred, you will not get introduced, you will be death by a thousand cuts. How do I know? Well my friends, you have been in sales for any length of time. You know what I am talking about. You have had these customers, you have had these clients and you are sitting there shaking your head going never again. Newman, you are so right, never again. So the top of the market isn't just they are not just willing to pay. They are not just able to pay, they are eager to pay, eager to pay. And like our friend Bill Baccrack likes to say, you want to be reassuringly expensive. Now I need to point out for everybody out there, if you are not in the professional services business, don't tune out or discount this because everything that David says and has in his book applies to whatever you sell. And I always kind of chuckle when people will call me and say, we are a little bit different. We sell a product. Then the next call will be, hey we are a little bit different. We sell a service. And I agree with them and say, yeah I know everybody is different. But the fact is everybody sells the same thing. You sell a result and you should be talking about your thing anyway. We should figure out what it is that they want which we are going to get to here in a second. I love the way that you put it. Before we do, let's talk about that top of the funnel. We talk about the top of the market. Let's talk about the top of the funnel. Namely something near and dear to my heart, prospecting. And I love the term that you coined, monkey spam. What is that? So monkey spam is what people say and send when they've done no research. There is no relevance and it is random batch and blast outreach. So again, LinkedIn is probably the worst example of this in recent years that people are so turned off with LinkedIn because it is covered with monkey spam. Connect and spam, connect and spam, connect and spam. So think about doing 15 to 20 minutes of research on a company or on a prospect and then crafting an outreach message via LinkedIn or via email or even, God forbid, a handwritten note, a handwritten card with a stamp on it. Whatever that is. If you can take that, literally verbatim, copy and paste it to 20 other prospects, that's my definition art of monkey spam. Because when it's tailored, when it's based on specific research on that specific company, on that specific buyer, the framework might be consistent, but that message is uncopiable. You cannot copy and paste that message that you just sent to art subject and drop it in an email or a LinkedIn message and send it to David Newman or Susie Cream Cheese or Bob Jones or whomever because Bob's message is tailored to Bob and his company. Arts message is tailored to art and to his company. My message, if you send me something, is tailored to me and to my situation. So this is a big step that so many people miss. I know you're a huge proponent of this art, so we're totally preaching to the choir here because it's one of the basic tenets of smart calling is to do your homework, but people still don't do it. And you know, where I tell people to look, it's very simple. You go to the prospect company's website. You go to their media page. Look at their press releases. You scan the local business journal. You see where their executives have been quoted or interviewed. You go onto YouTube and you see if they've done any interviews. You go on to listen notes, which is the podcast search engine, and you see if their executives have been guests on any podcast. And what you find there, whether it's on their website in the business journal, in the business section of the Metropolitan Paper, where they happen to have their headquarters, this is intelligence gathering because every single prospect, when you reach out, they're asking themselves three questions about that incoming prospecting email. Number one, why this? Number two, why me? Number three, why now? And if you have, if your outreach checks all three of those boxes, it is crystal clear why they're getting this. It's crystal clear why you've chosen them specifically. So why this? Why me? And why at this particular time? So why now? What's happening? What are the trigger events? What are the conditions? What are the market forces in the industry? Which could be hiring, firing, market trends, compliance, tax, regulatory. They're opening a new office. They're expanding into Kansas City. They just hired a new CEO. It could trigger events can be good news, you're bad news, but we need to answer those three questions. So if you send me a piece of prospecting messaging and I can't tell right away why this, why me and why now, I'm going to delete it and your prospects are going to delete it. So that's why it's really important to do the research before they reach out. Any more with the preponderance of the monkey spam, people can tell almost instantly when something is automated and likewise when something is personalized and relevant, which answers all of your three questions. And what's also interesting is of course I've studied this for years is that when we get a message like that that is relevant and personalized answers all those questions. Now our mind goes to another level where it's not a sales message anymore. It's a where we're leaning in and now we're thinking, hmm, I wonder what this is all about. This is something that probably could help me. And that's absolutely essential today when we're being bombarded with thousands of sales messages every day in order to cut through the clutter. And I know you talk a lot about so many great prospecting techniques in your book. Could you just share maybe a couple quick tips on prospect? I think one area where we've already talked about premium clients sell the top of your market. We've talked about why this, why me, why now, one of the best places that you can actually find an amazing source of prospecting intelligence is all of these different awards and all of these different best companies to work for. And this is not just in America. There is a list called best companies to work for in America. This is global. So think about what you do specifically and what you sell specifically and are there categories where this makes more sense for a best company list. So for example, there's best companies for millennials, best companies to launch your career, best companies for minorities, best companies for LGBTQ, healthiest companies in America. But there's a million different categories. I list all of these in the do it selling book. But let's say that you've got some sort of health and wellness product or program. You could sell this generically to every Tom Dick and Harry. Go to the phone book. Start with Z. Work your way backwards. That's the old school, old school, dumb prospecting, dumb calling art as you like to say. Or you can say, well, who are the real champions? The best of the best are the ones who invest. Another tweetable. The best of the best are the ones who invest. So you're selling something in the health and wellness area. Wouldn't it make sense to look at the 100 healthiest companies in America, the 100 best companies for wellness, the 100 best companies that believe in wellness programs for their employees and start reaching out to people in that type of company and then start again, the invitation to a conversation. Why this? Why me? Why now? Right? Well, why this? Well, it gives you believe in the mission of health and wellness and your company's been recognized for it. Why me? Because I'm the corporate director of wellness. Why now? Because we just announced the big initiative that we're hiring a thousand new people. By the way, you found this in the business journal. We're hiring a thousand new people and we're looking to expand our health and wellness programs. So they're already looking, they're already looking for the exact type of product or service or program that you sell. Do you think you'd be more successful trying to sell into those kind of 2025, 30 companies versus sending monkey spam into the universe that sounds like, hi, you want corporate health and wellness? Hi, do you want corporate health and wellness? Hi, do you want corporate health and wellness? 98% of that's going to fall on deaf ears if you do it generically. Because the best of the best are the ones who invest, you are giving yourself a, it's like shooting fish in a barrel. You're setting up the barrel, you're looking in that barrel and going, these are my people, these are my fish. So it could be these awards. It could be company awards locally, regionally, nationally. It's like CEO of the year, CFO of the year, HR department of the year, chief technology officer of the year. So there's awards and recognition. If you want to find the best of the best, that's where you start hunting and fishing. And then remember the litmus test, why me, why this, why now? And you'll much more likely connect with people and start preaching to the choir. We do not want to be in the conversion business. We don't want to be in the persuasion business or the convincing business. You want to talk to people who already get it, need it, want it, and they get it, need it and want it with a sense of urgency. And if you find the right prospects by looking in these right places, you will dramatically increase your chances of success. I love that. That contradicts some of the old conventional wisdom, wisdom in quotes, which is, go find the people who are hurting, who have the pain, who have the problem, the people who are desperate. And here we're going out for the people that are already doing well. Love it. David, you were so generous last month in delivering an amazing training webinar for my inner circle group coaching members. And among the hundreds of great ideas you shared, one that especially stood out for me was selling the destination, not the transportation. Explain that for our listeners. Sure. So in the do it selling book, I talk about this analogy that we're travel agents and we are selling a trip to Paris, France. And the premise of this is you could sell the trip based on what they're going to experience once they get to Paris, which sounds something like this. You are going to wake up. It's going to be sunrise over the Eiffel Tower, room service knocks on your door gently. They bring in the hot cafe, the warm chocolate croissants. The love of your life is out on the balcony there with you as the sun is rising and they stare into your eyes and they say, honey, you plan the most perfect romantic vacation getaway. I love you so much. Let's get married. And that is one way to sell a trip to Paris, France. The other way to sell a trip to Paris, France is to talk about the airplane and oh my gosh, art is this Boeing 787. It's got these four Rolls Royce engines with 38,000 pounds of thrust each. It has this three part artificially intelligent landing gear that predicts where the pilot is going to steer the plane. And it does that before. Oh my gosh, you should see the ailerons on this thing. The ailerons are state of the art. These are digital fly by wire. So you get the idea. The mantra is no one cares how they get to Paris, France. So you want to sell the destination. You don't want to sell the transportation. What that sometimes comes down to is the way to translate this in your brain. Am I talking about what my product or service is, which nobody cares really, nobody cares what your product or service is. Focus instead on what your product or service means or what your product or service does. So if you start focusing on what your product or service does, right? So what is it catalyzed? What change is going to happen to that buyer or to that buyer's team or organization or company? So what's it going to do for them? And then based on that, what does it mean? What does it mean to them personally? What does it mean to them professionally? What does it mean to them financially? In other words, how will this impact them once Elvis leaves the building in this scenario? You are Elvis. So the sale is done, what is different? What is happening then that's not happening now? What kind of conversations are happening? What kind of problems have disappeared? What kind of new results have started to show up? And that's what I mean by selling the destination, not the transportation. Do not focus and talk about what your product is. Focus on what your product does and what your product means. I'm still thinking about the croissants. I didn't hear anything about that. The transportation, wow. So good. So good. I probably should have asked this question before that one because in order to sell the destination, we need to find out what destination would they ideally want to go to and why. And you're a master at giving great examples of questions and there are tons of them in your book. Can you share just a few of those with us? Yes. We'll go through kind of a quick highlights reel of the questions inside of the Do It Selling book. The first question, and this is a question that I almost always use at the beginning of a prospect in conversation, it is, do you mind if I treat you like a fee paid client during this call? Because that gives you some permission to do some things. Now generally when prospects hear that, they go, oh, sure, that would be great. More often they go, okay, but what does that mean? And my answer to what does that mean is, well, that means that I'm going to ask for your permission to interrupt. I'm going to ask you for permission to redirect our conversation to make sure that you get the very most out of our chat today. And finally, I'm going to tell you things that you need to hear, not necessarily things that you want to hear because that's what I do with my clients. Is that okay for the purpose of our call today? Yes, that's great. So that's initial question. Then I go in. Could I interrupt here? Because I thought about that since you presented that at our webinar, that not only does it again apply to professional services sellers, but for those of you that are selling products, you could adapt that question and ask something like, would you mind if I treated you like one of our great existing customers? And really it's going to accomplish the same thing and probably going to list the same response, which is what? What does that mean? And you could answer it the same way. So anyway, brilliant question. Yes, yes, yes, yes. And then so this is about future pacing, what it would feel like if they've already bought, if they're already a paying customer, already a paying client. So here's the next question. Pretend we're starting our work together. What's the first thing you'd ask me? What's the first thing we'd work on? What would we tackle next? And what after that? And what else? And what else? I talk about and what else being kind of a magic question because it keeps your prospect talking about what they want to fix, what they want to solve, what your product or service is really being bought to do. And of course, what it would mean to them, which again gets back to focusing on what your product does and what your product means. The next thing that I talk about is the art of the grunt. The art of the grunt is they're saying something about some pain or problem or heartache and here's what you're saying. You're going, ooh, wow, really? No, gosh, these little verbal gestures, vocal gestures, why are they good? Number one, they engender empathy. Number two, they keep the prospect talking. So when you go, no, they go, not only that, but then this happened. I'm so frustrated because this is really making me nuts and this has to stop and we need to fix this problem. So all you're doing is you're empathetically listening and these little vocal gestures are moving the prospect forward. Now let's also talk about some kind of go deeper questions, right? The go deeper questions, how do you see this ending up if all goes well? What would a home run result look like for you? What does that mean for you personally, professionally and financially? By the way, I would parse these out so we ask these one at a time. If you pepper people, I'm just trying to load as much value into our time here as we can. If you pepper people with these endless questions, the way I'm reciting these for you, it would sound like an interrogation. So you always want to take your time with these questions. So you ask the prospect, well, how would you describe our ultimate destination? And then one of the other really key selling questions is, can you put a number on it? Can you put a number on it? Can you put a number on it? Can you put a number on it in terms of dollars, hours, percentages, savings, profit, hassles, rework. This is called dollarizing the value of their problem because when you present your price, putting that price in the context of value and the contrast of scale that you just told me you have a $7 million problem, if I come back to you with a $500,000 solution, you're going to say, oh my gosh, this is great. When can you start? If we don't continually ask, can you put a number on it? Then it's like, hey, I got great news. It's $500,000 and they throw you out of their office or they hang up on the Zoom call. So this is really important to quantify, qualify and specify the economic impact of the number and the economic impact of solving it. And that's kind of like the quick and dirty sales questioning bootcamp. There's obviously a whole lot more that we did with your folks art and a whole lot more in the book. Love that question and really what you're doing there is you're blowing away any price objection in advance. You're preempting it because people will not contradict themselves normally. Unless they're lying to you. That's fine. So David, we could talk for hours, but really do need to wrap it up. So let's end with a couple of other top tips that you have for salespeople that they can use today, especially in our distracted ADD shiny object environment work. We're hit with hundreds of sales messages every day. Yes, yes, yes, yes. So two, I'll leave you with two tips. One is about getting the prospect into the now frame and then we'll also talk about the dreaded closing question, closing questions. So the now frame, this series of tips eliminates the bad time, don't have time objection. So asking prospects questions that talk about the phrase now. So things like, what made you book this call now? Why is now the time to fix this? Hmm, interesting. What's important about that now? Why is this a priority right now? What happens if you don't fix this now? That someone urge you to look into this now? Is your CEO looking at this is something that you need to fix right now? So throughout the call, asking these now based questions gets people into the sense of urgency. Final thing I'll share by way of tips is closing questions. Here is my ninja secret ultimate closing question. I hope everyone's ready. I hope you're getting ready to write this down somewhere. Very tricky, very complex. Here it is. Art, does this sound like something you want to do? Or art, does what we've talked about so far make sense? Or art. So would you like to move forward together? These are natural human to human closing questions. In fact, you're not closing anything, you're simply asking for commitment. And this is as natural and organic as a waiter coming up to your table at the end of a meal and saying, would you like coffee? Would you like dessert? Generally speaking, people do not get enraged at that waiter saying, how dare you? How dare you try and sell me dessert? How dare you try and get more money out of me? Why is no one objecting to that question? It's a natural and organic follow up to everything that has come before. So when you say, does everything that we've talked about here make sense? Does this sound like something you'd like to do? Would you like to move forward together? What do you think about getting started? There's all these questions, human to human, person to person, like you're talking to your best friend, hey, do you want to go to the movies? Hey, do you want to go grab lunch? Hey, does this sound like something you want to do? And let the prospects close themselves. Those are my closing bits of wisdom for everyone. And if we've done everything well and right up to this point, which again is them focused, it's being conversational, it is. It's just the natural progression. I call it the first down question. We're getting a series of first downs all along the way. And then the ultimate, the ultimate play is running it in for football fans here from the one inch line. That's an easy play as opposed to the long bomb, which some people say when they suggest you should always be closing, which is so stupid. Don't get me going on that. All right. All right, David, thank you so much. You delivered so much value here. And there's so much more in the book, but we're going to talk about that here in a second. We have one more thing. Everybody you know what time it is. You ran into a B.I.N. Never will you never feel what they say. That's right. It's time for the quote of the day. David, we always ask our guests, what is a quote that is especially meaningful for you and why? Well, this goes back to knocking on doors and selling seeds door to door. It's a quote from Dr. Richard Carlson, who's the don't sweat the small stuff guy. Love the quote. It is, stop trying to break down doors. Focus on the doors that open when you knock. Mm, love that. And you really think about it applies to life and sales. David, the book is, Do It Selling? 77, Instant Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees. Talk about how people can get the book and the extra goodies you have available and how they can connect and get more of you. Yes, indeed. So a couple of links to jot down. The book webpage is simply doitselling.com. Book is on Amazon. Book is wherever. Find books are sold. So when you come back to doitselling.com, you can enter your information and then get all the companion resources, tools, downloads, and bonus training. We also have a PDF manifesto that is going to be great for salespeople and professional services firm sellers. That's at doitmarketing.com slash manifesto. And of course, I have to pitch the podcast that art was just the guest on, which is The Selling Show. And that is online at The Selling Show.com. All right. And we will have all those links in the show notes at theartofsales.com. David, again, thank you so much. The book is awesome. Oh, and I forgot to tell people we're just audio here, but this book is truly a work of art, no pun intended. I have never seen a sales book that is truly as beautiful as this. I mean, this thing has got color pictures, full page pictures, illustrations. It looks like somebody went in and actually highlighted some of the very important points here. And if I had a coffee table, I would put it on my coffee table. Talk about what was the inspiration for making it as beautiful as it is. Well, thank you for those beautiful compliments. The graphic design and the visual look and feel of the book were really important to me because most salespeople, me included, have short attention spans. So we need things that make the book visually engaging and fun and the layout, the color, the graphics are all meant to make it a quick read, a fun read, and very visually engaging. Like you said, there's the yellow highlighting. There are some of these kind of tweetables that are in the red text that really pop out. So I wanted to make it not just another wall of text boring business book because you've probably read enough wall of text boring business books. I wanted this to be a fun, high impact, high action kick in the pants that simply helps salespeople be more successful. I think you're probably going to start a trend with business books now with your design there. So everybody go out and get the book and I would suggest you get the hard copy version because again, it's just that good looking and then also get the Kindle, get the eversion so you have it with you on your person at all times. David, again, thank you so much. Everybody else, thank you so much for investing your valuable sales time with us today. Until next time, go out and make it your best sales day ever. I'm Art Subcheck. ♪ ♪