What is the secret to ongoing success in every role whether you’re in leadership, accounting, consulting, investment banking, law, or any other type of professional service? It’s not just knowledge, experience, and unique services that set people apart. Success is achieved by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking – selling your expertise.
In this episode veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. Tap into the tools we discuss to improve your influence, sales and overall perspective on selling your expertise.
Leadership and Selling Your Expertise
09:09 Why technical expertise alone won’t help you get ahead and have the career success that you want.
13:32 A big part of effective leadership is to position yourself as a true partner.
14:57 Getting other people to recognize the value that you see and how it adds value to the broader organization.
16:27 What are some recommendations to begin this process of selling our expertise by getting into an effective mindset?
19:13 Checking your mindset through your language and patterns.
21:59 Why getting out of our own head and focusing on our prospects and clients is so critical for successful influence.
29:26 Effective leadership and expertise makes a shift from seeing your prospects or functions as the building block to your success to seeing yourself as the building block for their success.
31:47 The three scenarios that are most common when it comes to sales.
40:37 The power in referrals and different ways they come along.
45:40 The underlying principle of networking is selling, or getting other people to want to learn about the expertise you bring?
49:18 The ART of negotiation.
51:17 Taking care of people is good business and make sure that you are always focused on creating that positive experience all around.
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