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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Showing content about Objections Clear

Navigating the Sale

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

“Let’s see what kind of client you’ll make.”

Five Rules for Pursuing Project Work

Seven Words You Can’t Say in Business Development

The New Rainmakers

The Five Objections

Expanding Your Expertise

Creating Objections

Quit Selling & Start Helping

I Wish I’d Said That!