First of all, I want to take a moment to applaud you for investing your time in reading to this post. By doing so, you’re taking a step toward developing yourself professionally. There are varying types of power that exist in a sales environment. However, these powers usually fall into two categories; formal power (related to the position you hold) and personal power (related to the competencies and skillset you have.) In this article, we’ll be discussing the latter and why developing your expert power in sales is crucial for success.
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What is “Expert Power?”
Expert power is specific knowledge that differentiates you from your competitors. For instance, one way of standing out is to become an expert in your field instead of simply a salesperson. Therefore an expert power is a perception that you have a high level of expertise or a specific skill set that others in an organisation don’t possess. Ultimately, this perception of knowledge leads to gaining more influence within your organisation.
Why developing an expert power is so valuable
While it may seem as if developing an expert power is only for those who want to get ahead in their career, it runs deeper than that for several reasons. The first being that when you have expert power, you’ll assist your sales team much better. Consequently, you’ll be able to answer their pressing questions and be decisive when it comes to making vital decisions.
Second, having expert power is a complete confidence booster! Particularly when your sales team is looking to you for advice. The level of my self-confidence is high because I prioritise always learning more about sales and small business. All I do is learn and share what I’ve learned with my clients. This helps me feel more comfortable identifying myself as a sales expert in small business sales.
Lastly, developing an expert power in sales is vital for achieving your ambitious career goals.
4 tips to develop your expert power
Now that you know what expert power is, you can start to define and develop your own. Although there’s no set framework for success in growing your expert power in sales, you can use the four tips below to start:
1. Engage in personal and professional development opportunities
If you’re like me, you probably have a bookcase full of sales and marketing books. Have you read them all? Have you re-read any of them lately? Probably not, right? So, one of the best ways to develop your expert power is to learn from other experts. Do you have a coach? No? Get one!
2. Make a committment to improving yourself
Committing to improving yourself will enhance your ‘expert power’. It would be best if you were taking sales courses around increasing your competencies in selling and looking at other areas you need to develop, such as increasing your self-confidence, public speaking, becoming better at your core business, and knowing more about your industry. Remember that actively engaging in personal and/or professional development activities will help develop your ‘expert power’ and improve your sales performance.
3. Know your industries future trajectory
Ultimately, you need to understand your industry and where it’s headed. Think about it, by having your “finger on the pulse”, you’ll be able to make the right decisions and increase your expert power. To do this, you can read books, blog posts, listen to podcasts, and attend networking events.
4. Possess a confident mindset
Things aren’t always going to go your way. The truth is that you are probably going to hear a whole lot of ‘no’ in your life. The sooner you learn how to deal with rejection and failure without letting it affect your outlook or job performance, the better. For many people, especially those who grew up in a non-competitive culture, failing can feel devastating the first few times. To succeed in sales and life, you need to learn how to brush off rejection and move on to the next opportunity with the mindset that the next one will say yes.
Prefer to watch, rather than read? Learn why developing your expert power in sales is crucial for success in the video below:
Develop your expert power and accelerate your sales career
Sales is a skill that needs to be learnt, practised and mastered. In the Sales Accelerator pack, we teach you the skills all sales professionals, entrepreneurs and small business owners need to sell effectively. Join us to master the sales process, starting with getting the right mindset, differentiating from the competition, building strong relationships and delivering compelling sales presentations.