I've had a couple of conversations recently that have caused me to go back and look at an article I wrote way back in 2011 called “Why I've changed the way I sell, and why you should too”.

You can read it here.

Normally when I look back at my old writing I think “how could you have been so dumb?”

But in this case it turns out I was actually talking sense. 

In fact, the effect I talk about in the article has become even more pronounced. And I see so many smart professionals with so much to offer ending up competing on price as a result.

In the article I talk about how the default position of clients today is to see you as  just another vendor, and what to do in sales meetings to break out of that frame and be seen as the expert you really are.

Since I wrote the article I've come to realise you can get the most impact by starting earlier. By using the same techniques in your marketing as well as when you're face to face with potential clients.

I'll share more details on that tomorrow. But for now, take a look at the article, see if you agree with my conclusion, and share your thoughts in the comments.

>>> Click here to go to the article <<<

Hope you find it useful.