Third, you’re an expert in your field—an authority figure and a force to be reckoned with. From the time they’re old enough to walk, people are taught to respect and listen to authority figures. In sales situations, I convince the prospect that I am a highly competent, ultraknowledgeable professional by coming off as a world-class expert in my field, right out of the gate. Not only does this allow me to instantly gain the prospect’s respect, but it also causes them to defer to me and basically hand over control of the sale.
