Win Without Pitching®: Thinking

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Replacing Presentations With Conversations

David re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them.

The Magic Email

I think together we can make a few million dollars this week, quickly, simply. Use this simple email template that you can use to raise deals from the dead.

Expanding Your Expertise

For years now I have preached to you about narrowing the focus of your firm in order to eliminate competition and shift the power in the buy-sell relationship to you, the seller. A narrow positioning is one of the foundational Win Without Pitching principles that allows you to take control of the buying process, lower

The Jedi Mindset

If you want to sell from the high ground, push back on a flawed selection process and lower your cost of sale, you need to arm yourself with a series of mindsets that you can stack one on top of the other. They’ll form sort of a modular mantra that you recite silently to yourself in certain situations.

Letter to a Drowning Agency Principal

I know everything looks bleak. You feel like things are so far gone that you wonder if the only avenue left to you is to shut it down. It’s difficult in times like this to have clarity on your situation and know what to do next, but if you still have the fight in you and want to make this business work, I can help by telling you what you need to do. Then it’s up to you to do it.

The Flip

The moment in the sales cycle when a prospect who previously had you boxed into the vendor position in the relationship…

Ten Tests of Your Positioning

Winning without pitching begins with positioning. How’s yours? This brief post offers ten simple questions to ask of how your firm is currently positioned or for any new positioning you may be considering.

Ask yourself these ten questions.

Hacking The Value Conversation

The value conversation is where value pricing theory goes to die. The difficulty in mastering this conversation is what causes most people to give up on value-based pricing completely and revert back to selling time and materials. It needn’t be so difficult, though.

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