In this throwback episode of the podcast, Chris & Chris discuss what it means to know your worth, become a better provider and how to come into your own as an expert consultant.
Are you an expert? Chris & Chris talk about experts and what it takes to be considered an expert. Most of you are Expert Technicians. But being an Expert Technician isn’t enough. You also have to be a consultant. Your customer wants you to be both. They want you to be an Expert (fill in your trade) Consultant. Here are four things that Expert Consultants do for their customers:
- An Expert Consultant asks qualifying and questions to ensure that he is talking to someone that can say “yes”.
- An Expert Consultant asks evaluation questions so the solutions offered are customized to the customer.
- An Expert Consultant creates a planned presentation that is customized to the profile and needs of the customer. He doesn’t use a canned presentation that sounds memorized.
- An Expert Consultant handles objections. He knows that an objection is not necessarily a “no”, but is most probably an opportunity to learn more or teach more. An Expert Consultant doesn’t just ignore objections and push too hard. An Expert Consultant doesn’t give up and accept an unclear future such as “I let you know”.
Anyone can become an expert but it takes training, study, and practice to be an Expert Consultant. Which one are you?
