CHAPTER 5
The Expert Salesperson: Publish What You Know—In Every Way Possible
In chapter 4, we covered some of the key direct and indirect activities and sales channels that can be used to attract the best prospects. In this chapter, we focus on the type of content to deliver through the various channels, content that will get the attention of prospects, and make them trust you.
The key to successful content creation is not to push your products, but to push your knowledge. Ahead of all other traits, the best salespeople are experts and they know it. They’re available to help people with expert advice in a specific field of knowledge. To get a buyer’s attention you must offer her something of value. If you start the conversation based on what ...
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