Why Selling Expertise Can Actually 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/how you can apply your experience to help solve it?

Sales conversations can be yet another way we fulfill our mission, touching those who want to join the revolution we’re leading. And, they can actually be fun when:

We’re mostly having these conversations with a well-defined slice of people that we consider “ideal” clients and buyers.

We’re not trying to convince them to hire us. Instead, we’re asking probing questions to understand their situation and determine if we’re the right fit—giving them (and ourselves) every opportunity to opt out if we’re not.

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.

It’s like selling by not selling.

And because the pressure is off (it does help if you’ve got ample cash reserves so no one potential client makes or breaks you), it’s actually fun.

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

Not quite there yet?

Then zero in on two things:

Get exquisitely clear on the big expensive problem you solve and the transformations you deliver to your ideal clients (so you can help them see what their future can become).

Give yourself permission to NOT be the right choice. Let your guide to yes be the best client outcome possible and how happy (or not) you are about working with them.

Making selling expertise fun is about helping people you genuinely care about.

Even when the right solution isn’t yours.

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