Click here to sign up

Third, you’re an expert in your field—an authority figure and a force to be
reckoned with.
From the time they’re old enough to walk, people are taught to
respect and listen to authority figures. In sales situations, I convince the prospect
that I am a highly competent, ultraknowledgeable professional by coming off as a
world-class expert in my field, right out of the gate. Not only does this allow me to
instantly gain the prospect’s respect, but it also causes them to defer to me and
basically hand over control of the sale.
To demonstrate this authority, I translate features of the service or product into
benefits and value for the prospect, while using technical industry lingo that I’ve
taken the time to simplify—allowing the prospect to easily grasp what appear to be
very complex statements. I’ll also add value by offering a unique perspective during
the sales conversation, demonstrating extensive knowledge and understanding of the
market, industry, product, prospect, and competitors.
Remember, the biggest misconception among new salespeople is that they feel
like they have to wait a certain amount of time until they can brand themselves as
an expert. That’s a load of crap! You need to be “acting as if” from the very start,
while you 
educate
yourself as fast possible, to close the knowledge gap.
Show Them You’re Worth Listening To
When you immediately establish these three things, they roll up into one simple fact
in the prospect’s mind, namely 
that you’re a person worth listening to
. In other words,
it makes sense for them to take time out of their busy day, because someone who’s
as sharp as you and enthusiastic as you, and who’s achieved your level of expertise, is
going to:
1
 Get to the point quickly
2
 Not waste the prospect’s time
https://www.8freebooks.net

---

3