Being an expert is talked about in almost every sales book/blog/webinar. However I was on one last year that made a very subtle yet VITAL point.
Make sure that you dispense some piece of Expert Knowledge on Every Call
Did you catch the subtle specificity there? It’s not “Be able to”. It’s “do it on every call.” Every call with a customer should contain some piece of Expertness that they can only get from you. Whether it’s transaction related. Advice on moving. Great places in the neighborhood they are moving to (*cough* yelp reviews).
They can’t get that from RocketZillowAzon………yet.