You and your team didn’t get into selling your expertise for the selling part.
You got into it because you’re good at what you do. You got into it because you love what you do. You got into it because you’re curious, starving for answers, and driven to find and apply them.
Selling what you learned wasn’t the drive. And yet it’s a prerequisite to stay in the game and solve the next problem.
The financial rewards that come from selling your expertise are not the only end you have in mind. But without the sales, you can’t keep the lights on to tackle the next big challenge, and further develop your expertise.
So how do you get better at selling if it’s not the primary goal of this endeavor?
Simple: serve, don’t sell.
Approach every interaction, every opportunity, and every engagement as an opportunity to serve someone. If you are 1) an expert with a deep and focused understanding, 2) and talking to the right people, you’ll surely identify ways to offer the help that your clients and potential clients need.
This mentality should permeate your culture and team.
Once it does, you’ll see sales tick up. And with the right sales education and repeated practice, you’ll become a world-class organization to be reckoned with.
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