2Bobs—with David C. Baker and Blair Enns

The Dichotomy of the Expert Salesperson

Mar 13, 2024

Exploring the clash between traditional sales techniques and expert behavior, the podcast challenges the idea of pitching and persuading in sales. It emphasizes the importance of genuine presence over presentation, innovative sales techniques, and balancing expertise with salesmanship.

23:51

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Quick takeaways

Experts must align sales approach with expertise, being discerning and advising.

The dichotomy between expert and salesperson roles requires integration of frameworks and client-centric approach.

Deep dives

Revelation of Completing a Book After 23 Years

The discussion reveals Blair's relief in completing his next book after 23 years of writing. Despite feeling only half the weight lifted due to pending production and launch, the book is slated for a fall release, aiming for September or October. The book focuses on selling and pricing strategies applicable to various professionals, expanding beyond creative fields.

Finding the Balance Between Presentation and Presence

01:24

Evolution of Success in Business

01:13

Introduction

2min

Navigating the Dichotomy of Expert Salesmanship

15min

Contrasting Presence and Presentation in Sales Interactions

2min

Innovative Sales Techniques and the Importance of Frameworks

2min

Balancing Expertise and Salesmanship

3min

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.

LINKS

"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com

"Ditch the (Sales) Script"