2Bobs—with David C. Baker and Blair Enns cover image

The Four Conversations: A New Model for Selling Expertise

2Bobs—with David C. Baker and Blair Enns

CHAPTER

Mastering the Sales Conversation

This chapter explores a model for selling expertise through four essential conversations: probative, qualifying, value, and closing. It emphasizes the significance of establishing expertise upfront and maintaining strong positioning throughout the sales process to enhance client engagement and secure commitments.

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