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A Simple Sales Model For Experts with Blair Enns

Consulting Success Podcast

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Mastering Sales Conversations

This chapter explores the misconceptions in successful sales and emphasizes the importance of integrating expertise with salesmanship. It introduces a structured model of four essential conversations in the sales process, focusing on the probative conversation to establish expertise and enhance client engagement. Additionally, the chapter discusses the significance of early indicators and ideological alignment in qualifying potential clients, refining the sales approach for better outcomes.

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