How Is a Writer Like a Salesperson?

Today, Robert Shook is an extremely successful author, with more than 46 books under his belt. But he, like everyone else, had to start somewhere. His first book was on selling, and in order to get his book sold, he had to do the legwork himself.

"When I first started writing, my books weren't at the top of the publisher's list. They didn't want to spend money on publicizing my book. So I took the situation into my own hands. I was in the insurance business at the time, and traveled all over the country. Whenever I was going to be in a particular city, I'd call the radio and television stations, as well as the local newspapers.

"I'd say, 'I would like to talk to you about an author who is going to be in Pittsburgh on the 2nd and 3rd of next month. His name is Robert Shook. He's a very dynamic guy. He wrote a book called The Complete Professional Salesman. He's been on many other talk shows, and he's great. I know you'll want to interview him. He'll be there on Tuesday and Wednesday; which day works best for you?' Then the guy would usually say, "Okay, and who are you? You're my contact, and I need to know how to get in touch with you.' Then I would say, `I'm Robert Shook. You just heard me give you this pitch, so you know I can sell, and you know I'm going to be a damn good interview!' I got lots of interviews that way, far more than any publicist ever got for me.

"The thing you need to know is that I have none of the natural attributes of a stereotypical salesperson. I have a stutter, I mispronounce words, I talk too fast. I've got every disadvantage. But the one thing I always had was a belief in myself. If you're positive about yourself, your 'customer' will be, too."

There can be no great courage where there is no confidence or assurance, and half the battle is in the conviction that we can do what we undertake.

—Orison Swett Marden,
founder of Success Magazine