Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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Pricing

It’s Probably Time to Productize

Over the last decade I’ve gone from cautioning against the trend toward the productization of services, to neutral on it, to my current position that most of you better hurry up and get there quickly.

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Pricing

Insights and Resources on Selling and Pricing Expertise

The Closing Conversation Q&A

The Value Conversation Q&A

The Qualifying Conversation Q&A

There Is No Credentials Meeting

It’s Probably Time to Productize

Creating a Culture of Premium Pricing

Uncover The Wants Beyond Your Client’s Needs

Have We Hit Peak Strategy?

Turning Your Delivery Team Into a Sales Team

Can We Dial This Down, Please?

The Dichotomy of the Expert Salesperson

Flip (the bird to) the Script

Attending The Way

The Time Value of Knowledge

“Working/Non-Working” Doesn’t Work