Why Selling Expertise Should Be Fun (And What To Do If It Isn’t)

I’m always a little surprised—and actually kinda curious—when someone delivering expertise tells me they don’t like selling it.

What’s more interesting than listening to a new challenge and figuring out if and how you can apply your experience to help solve it?

Even when it turns out I’m not the right solution, sales conversations are still some of the most fun I have in my day.

And I’m not alone—the most successful experts and authorities echo this experience.

Sales conversations can not only be energizing, but yet another way we fulfill our mission, touching those who want to join the revolution we’re leading.

Of course, we’re mostly having these conversations with a slice of people that fit neatly into our “ideal” category.

And we’re not trying to convince them to hire us, so that pressure goes away…

Instead, we are practicing what I like to call the gentle art of persuasion.

We’re asking probing questions to understand their situation and determine if we’re the right fit—while giving them every opportunity to opt out if we’re not able to secure the transformation they’re seeking.

We aren’t selling, we’re serving. We’re applying our particular set of skills and talents to help get them where they want to go.

Think about that for a moment. We’re not walking in thinking: What idea should I pitch? How can I convince them to hire me and pay me big bucks?

The entire dynamic changes when we stop selling and start listening. And start turning that listening into nuggets potential clients can use to get where they want to go.

It’s like selling by not selling.

And because the pressure is off, it’s more fun than you can imagine.

It’s just you with your ideal people, solving complex problems and rocking their world.

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