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6min chapter
The Four Conversations: A New Model for Selling Expertise
2Bobs—with David C. Baker and Blair Enns
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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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode