Insights and Resources on Selling and Pricing Expertise

Featured Insight

Lead Generation

Misautomation

I see lots of great examples of people automating business processes and client solutions. And I see just as many examples of people automating the wrong things.

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Pricing

The Closing Conversation Q&A

The Four Conversations Book Club wrapped up last week, with over 800 people participating in a four-week conversation (one per week) on The Four Conversations. In last week’s final chapter on The Closing Conversation, I reviewed the key principles and frameworks then took questions for about an hour.

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Pricing

The Value Conversation Q&A

The Four Conversations Book Club continued this week, with yesterday’s discussion on Chapter Three, The Value Conversation. Once again, there were more questions asked than I could answer...

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Navigating the Sale

The Qualifying Conversation Q&A

I answer a few of the questions posed to me yesterday in the webinar The Four Conversations Book Club: Chapter Two, The Qualifying Conversation.

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Navigating the Sale

There Is No Credentials Meeting

In the Win Without Pitching model for selling expertise there is no credentials meeting. There are only The Four Conversations.

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Uncategorized

Insights and Resources on Selling and Pricing Expertise

Misautomation

The Closing Conversation Q&A

The Value Conversation Q&A

The Qualifying Conversation Q&A

There Is No Credentials Meeting

Telephone Truths

Decision Maker Dynamics

The Rapport Trap

The Art of Walking Away

The Agency Gatekeeper – Keeping Bad Clients Out

Compensating Your Revenue Builders

Price: The Final Objection

Battling Commoditization

Strange Creatures: Pitches, Search Consultants, and Hissing Cockroaches

Set Your Account People Free