2Bobs—with David C. Baker and Blair Enns The Power of a Metaphor
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Apr 23, 2025 Discover how unexpected metaphors can enhance communication and branding. The hosts share amusing examples to illustrate effective metaphor usage for selling expertise. Learn how metaphors simplify complex concepts through relatable comparisons, like whitewater kayaking. Explore the idea of selling as a form of leadership and how to inspire clients rather than just persuade them. Find out how expert advisors can facilitate client decision-making with unbiased options and the role of transparency in building credibility.
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Metaphor Downloads Playbook
- Blair Enns shares his whitewater kayaking experience where a metaphor helped him understand the skill quickly.
- The instructor said, "Kayaking is like skiing," which downloaded the skiing playbook into his brain for kayaking.
Selling Is Like Leading
- Selling expertise is not persuading but leading clients toward the engagement to follow.
- The sale demonstrates how the engagement will be, so sellers must lead in the sale to lead in the project.
Why Selling Isn't Seen as Leading
- Many think selling is convincing, but actually selling expertise is about leading the client.
- People don't see selling as leading because they view it as responding to customer demands, not guiding them.
