#21558
Mentioned in 1 episodes
Win Without Pitching
and Four Questions
Book •
In 'Win Without Pitching', Blair Enns challenges traditional sales approaches, advocating for a more collaborative and respectful client-agency relationship.
The book introduces a value-based approach, focusing on expertise and mutual understanding rather than aggressive pitching.
Enns provides practical strategies for positioning oneself as a trusted advisor, emphasizing the importance of diagnosing client problems and offering valuable insights.
It outlines the 'Four Questions' framework to guide productive conversations and establish fair compensation.
The book encourages agencies to shift from a reactive, subservient role to a proactive, authoritative one, fostering long-term client partnerships.
By prioritizing value creation and clear communication, 'Win Without Pitching' aims to transform the sales process into a mutually beneficial endeavor.
The book introduces a value-based approach, focusing on expertise and mutual understanding rather than aggressive pitching.
Enns provides practical strategies for positioning oneself as a trusted advisor, emphasizing the importance of diagnosing client problems and offering valuable insights.
It outlines the 'Four Questions' framework to guide productive conversations and establish fair compensation.
The book encourages agencies to shift from a reactive, subservient role to a proactive, authoritative one, fostering long-term client partnerships.
By prioritizing value creation and clear communication, 'Win Without Pitching' aims to transform the sales process into a mutually beneficial endeavor.
