Always interested to read what others have to say about selling …

Always interested to read what others have to say about selling

… especially expertise based services.

But I find much guidance up at the stratospheric ‘become a trusted advisor’ level or ‘define your niche / ideal client / value proposition ’. Yawn!

None of that makes you better at selling. It isn’t sales.

Selling is sitting across from clients, down in the weeds, helping them reach decisions.

It’s also ensuring you’re fee is commensurate with your contribution to the client’s desired result and business value.

And if selling to big companies (Enterprise sales) it’s deploying strategies to protect your turf from competitors and negative-stakeholders.

And many other skills … and a matching mindset … all learnt best through application.