Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations.
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If you run any business of expertise you will come to rely on all sorts of models. The longer you are in business, the larger your model toolbox becomes.
It’s been a couple of years since I fully delegated the sales function at Win Without Pitching but last week I found myself taking a few sales calls. I logged off of each one with an overwhelming sense of exuberance. “That was fun!”
I wondered how many other people felt the same way. At the end of the week I posted a twitter poll asking, “Is selling fun for you?”
The Flip is our name for the moment in the conversation between you and a prospective client when you move, in their eyes, from the position of lowly vendor to the more lofty one of expert practitioner.
