Tip # 21 – Be The Expert

March 8th, 2011 @ admin

Let’s face it folks – no one wants to do business with someone that is not skilled and competent. Heck, you would not event want an incompetent barista make your coffee at Starbucks.

So, when you are trying to sell something of value in a tough market, it might be a good idea to be the expert in the specific field of specialization you are working in.

Customers will gravitate to you, they will give you their trust and want to transact with you, only if you begin proving to them, that you know what you are talking about and have the ability to take care of and address their concerns and business problems.

Everyone needs help. This is a fact of life. Be that help for people. Offer them a valuable resource in areas they need it the most. Take no chances and be the expert in your field of operation.

Case in point:
Just this past Friday, I was at a client meeting talking about content management at a large organization that had over 20 Terabytes of information in close to 10 Million documents. We were talking about how RawSugar – this new web based technology I am working with, could help them organize this vast amount of data and information. It is only when I began giving them new and viable solutions to their content management problems, did I begin to get their attention and I was no longer “selling”. We began problem solving as a team and got to move the conversation in a more favorable manner. We now have action items and next steps that we will both be following up on.

The message:
Make the effort and become “The Expert” have the ability, the skill set and the resources to solve real problems. Your customers will thank you and reward you for that service and the value you offer them.

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Category : 25 Tips to Selling in a Recession &Blog &Business Strategy &Disruptive Sales Strategies &Leadership