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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Navigating the Sale

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

Five Alternatives to Cutting Price

In 2020 You Were Spectacular

Seven Positioning Mistakes to Avoid

The Complex Battle for Margin

Selling in One Lesson

How and When to Talk About Your Firm

The Magic Email

Red, White, Black and Blue: The Land of Mixed Signals

You Don’t Really Partner With Your Clients

Four Regrets You’re About to Have