Your body of work helps reinforce your expertise. If you want to be perceived as an expert, you must have a substantial body of work behind you to support you.

This podcast is a clinic on developing a body of work to help position you as an expert.

Here is the transcript of this episode of the 60 Second Sales Show:

Welcome to another edition of the Sixty Second Sales Show. I'm your Host, Dave Lorenzo. Today we've got a great topic for you. It is in response to a question, and our topic today, and the title of today's show is How To Create a Body of Work. Now I know that sounds a little, well, it should sound intriguing to you, and we're going to get into why it should be intriguing to you as someone who sells things to people. Either you're a business owner or a sales professional and you need to create a body of work. We'll talk about that in just a moment. I want to welcome back in our fantastic Producer, Nancy Pop. Hi, Nancy. How are you today?

Hey, Dave. I'm good.

Nancy, in case you don't know, folks, she is a big supporter of women's rights and right now she is producing the show, Supporting Women's Education in Afghanistan, and wearing a fine burka. Nancy, why don't you explain to the folks out there why you choose to dress in traditional Afghani wear? Actually just, you could just tell them why I'm actually saying this. This is kind of a joke. Nancy, fill people in on what the joke is.

It's so funny. Last week when we were recording our podcast, when we finished, David goes, "Oh, your sound. It sounds so good today. What are you doing differently? I had a blanket wrapped around me and my computer, so that none of the sound escaped, and you made a joke where you're like, "Oh, the burka must look really beautiful on you."

Nancy is in support of women's rights in Afghanistan. She's going to wear, she's going to continue to wear this burka for the rest of the month while record the podcast, so Nancy, I'm glad that you're such an activist, and we all support the rights of women in traditionally oppressed Muslim countries, so thank you for doing that.

Thank you.

All right, so today we have a great question that is the subject of our show, so Nancy, why don't you go ahead and read the question. Tell us who it's from and what it's about.

Yes, so today's question is from Pete Markum. He's from Bellevue, Washington, and he asks, "Dave, I sell generators to businesses and home owners. I compete with Costco, Home Depot, and every hardware, and commercial supply store. How do I break through the noise and get people to pay me 20% more for something they can just about, they can get just about anywhere?"

All right. Great question, Pete. Thank you, so today's topic is How To Create a Body of Work, and this goes right to Pete's question, so here's what you need to do, Pete. You have to become the most renowned expert on generators in the world. You have to be the guy people go to when they're trying to buy a generator. Now I live in South Florida, and living in South Florida, I know a thing or two about generators and generator sales, so I'm so glad you asked this question.

I can really help you with this, but if you're out there right now and you sell medical supplies, or you're out there right now and you're a pharmaceutical rep, or you're a realtor, or a CPA, or a lawyer, or you sell anything, this is going to help you. Our focus with the Sixty Second Sales System is developing lifetime value and the way to do that is to get people to seek you out first. I'm going to say that again. I hate cold calling. This is a no cold call system. I think cold calling is a waste of time. It's annoying. People can't stand you and I think anybody that advocates cold calling is doing you a disservice.

It is so much better for you to go out there and introduce yourself to the world...