Consulting Success Podcast

A Simple Sales Model For Experts with Blair Enns

27 snips
Sep 1, 2025
Blair Enns, founder of Win Without Pitching and author of The Four Conversations, shares his insights on sales and business growth. He explains his shift from chasing scale to prioritizing simplicity and fulfillment in his consulting practice. With a focus on his Four Conversations model, Blair emphasizes how experts can elevate their role from salespeople to trusted advisors. He warns against the pitfalls of lower-priced offerings, highlighting the risks of diminishing perceived value. Plus, he candidly discusses the role of AI in supporting business.
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INSIGHT

Choose Simplicity Over Relentless Scale

  • Reorienting toward simplicity can improve profitability and personal life.
  • Blair chose to stop reinvesting all profit into scale and reduce complexity intentionally.
ADVICE

Be The Expert In The Sale

  • Show up as the expert, not a salesperson, during sales conversations.
  • Use frameworks and questions to let your expert persona drive the sale.
ADVICE

Ask More, Tell Less

  • Ask questions instead of giving answers to lead the sale.
  • Use frameworks of questions for each conversation to uncover client needs.
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