If you’re a lawyer, accountant, management consultant, VAR, systems engineer, financial advisor, CRM expert, architect, IT services consultant or even an HR consultant – odds are that you’re ineffective at selling. That’s the bad news.
The good news is – it isn’t hard to get better. If you do, you’ll compete far more effectively against those who haven’t learned the trick. According to founder and CEO of Trusted Advisor Associates Charlie at Charles H. Green, the trick is dialing back the emphasis on expertise.