2Bobs—with David C. Baker and Blair Enns Maintaining the Expert Position...After the Sale
4 snips
Nov 23, 2022 Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12
Introduction
00:00 • 2min
Is Everything a Power Play?
02:07 • 2min
Seven Sources of Leverage
04:12 • 2min
Leverage in a Sales Conversation
06:42 • 2min
The Second Source of Your Leverage Is Positioning
08:48 • 5min
Keeping Leverage After the Sale
13:19 • 2min
How to Maintain Leverage After the Sale
15:36 • 2min
The Natural Evolution of an Expert Firm
17:48 • 4min
The Power of Confidential Data in the Sales
21:50 • 2min
The Sixth Source of Leverage Is Prepaid
24:00 • 3min
How Do Payment Terms Affect Your Sales?
26:31 • 4min
Seven Sources of Leverage After the Sale
30:13 • 2min