The Expert Advantage: Why You Are the Product

It is midnight, the kids and my wife are finally asleep, but I couldnt go to bed without sharing this. Ive been talking with a salesperson, lets call her "Cinderella", who is stuck in a trap that many of you are currently in. Shes selling technical equipment, and every time a customer tells her shes "too expensive," her first instinct is to drop the price. She went from 5.5 million down to 3.9 million, and guess what? The client still hasn't bought. If price was the only issue, that deal would have closed a long time ago. The truth is, we are living in an era of hyper-competition. Anyone can spend three weeks on YouTube and pretend to be an expert. Anyone can buy products direct from China or Europe. The product is no longer the distinguishing factor YOU ARE!When a customer tries to push you down on price, you must go up on your expertise. Dont just roll over. Push back. Ask to see the competitors quote. Use your experience to show them where the other guy is cutting corners. Distinguish why you are different and educate them on why you are better. Whether you are selling solar panels, keyboards, or consulting services, you aren't just selling "stuff." You are selling your education, your certifications, and your years of experience.Stop cheating yourself out of the profit and self-respect you deserve. Stop selling products and start selling your expertise.