Blair Enns is a globally recognized thought leader in creative agency sales and the founder of Win Without Pitching, a revolutionary approach that empowers agencies to lead client engagements without giving away free work. He is the author of bestselling books including Pricing Creativity and his latest, The Four Conversations. In this episode, Blair breaks down his powerful new framework for selling expertise—moving from pitching and price haggling to confidently leading sales conversations. Listeners will learn how to increase closing ratios, price based on value, and shift from being seen as a vendor to a trusted advisor.
Today we discussed:
00:00 Opening
00:53 The Cost of Letting the Client Run the Show
04:36 What are the Four Conversations?
06:58 Show Your Expertise without Giving it Away
08:34 Avoid Evaluating the Client
10:08 Power Dynamics of the Sale
12:56 The Value Conversation
16:18 Working Around Client Budget
18:20 Price the Client, Not the Service
19:53 Moving From Vendor to Trusted Advisor
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