#2350
Mentioned in 13 episodes

The Four Conversations

A New Model for Selling Expertise
Book •
In "The Four Conversations," Blair Enns presents a revolutionary approach to selling expertise in professional services.

The book challenges traditional sales methodologies, emphasizing the importance of building genuine relationships with clients.

Enns argues that successful selling is less about pitching and more about understanding client needs and positioning oneself as a trusted advisor.

The four conversations outlined in the book provide a framework for navigating client interactions, fostering trust, and ultimately closing deals.

The book's practical advice and insightful perspectives make it a valuable resource for professionals seeking to improve their sales and marketing strategies.

Mentioned by

Mentioned in 13 episodes

Mentioned by
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David C. Baker
while discussing his evolving thoughts on customizing versus standardizing services.
74 snips
To Standardize or Customize
Mentioned by
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Blair Enns
as a book where he discusses the concept that in any sale of expertise, the sale is the sample of the engagement to follow.
54 snips
The Power of a Metaphor
Recommended by
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David C. Baker
as a system to implement for selling expertise.
47 snips
A DIY New Business System
Recommended by
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David C. Baker
as a comprehensive guide for selling expertise, impacting closing ratios and average proposal values.
42 snips
The Four Conversations: A New Model for Selling Expertise
Mentioned by
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Blair Enns
as a sales model.
34 snips
There Is No Credential Meeting
Mentioned as
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Blair Enns
' latest book, which will be broken down in the episode.
27 snips
A Simple Sales Model For Experts with Blair Enns
Mentioned by
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David C. Baker
, who asks
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Blair Enns
if the story they're about to discuss appears in it.
24 snips
How to Get $500M to Build a Website
Recommended by Jordan Haynes as a transformational book on selling expertise, focusing on meaningful dialogues instead of presentations.
18 snips
Qualifying Prospects And Discovering Value [214]
Recommended by
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Jason Staats
for its practical advice on selling expertise, particularly relevant in the age of AI.
13 snips
390 A New Book with a Fresh Approach To Selling
Recommended by
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Kara Smith Brown
as a book emphasizing the preference for a clear "no" over an ambiguous "maybe" in sales.
12 snips
1054: Maximizing Your Pipelines and Funnels of Opportunity with Kara Smith Brown
Mentioned by
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David C. Baker
as a book he wrote, discussing the ladder of lead generation.
11 snips
Don't Bother Eating Your Veggies
Mentioned by
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John Jantsch
as
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Blair Enns
' latest book, providing a practical roadmap for navigating crucial client relationships.
11 snips
Win Clients by Leading, Not Following
Mentioned by
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Blair Enns
as a book filled with helpful generalizations.
Assume an Advantaged Player
Mentioned by
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Jason Staats
while discussing the importance of understanding client context in acquisitions.
384 The Right Number of Apps To Have in an Accounting Firm
Recommended by
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Hector Garcia
as the best book for professionals to understand selling services.
Redefining the modern accountant: Leading with empathy and innovation in the age of AI
Mentioned by
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Jason Staats
as a book that talks about winning a client on specificity rather than breadth of services.
514 What I Learned Going Through 42 Accounting Firm Websites

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