The Dichotomy of the Expert Salesperson

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"

[@dameanvil]

- [00:41] 💡 Blair has finished writing his next book on selling and pricing, though there's still work left before it's fully released.
- [02:11] 📚 Blair's upcoming book is titled "Selling Expertise" and serves as a follow-up to "The Win Without Pitching Manifesto," targeting not only creative professionals but also experts from various fields.
- [04:41] 🤔 The question arises: Why is there a dichotomy between how experts sell their expertise and how they deliver it?
- [07:45] 🔄 The longer one stays in the early stage of success, where effort is key, the harder it becomes to abandon sales techniques and embrace risk-taking for higher success.
- [11:13] 🛋 Salespersons should aim to engage in collaborative conversations rather than pushing for convincing pitches, contrasting the demeanor of the expert persona.
- [13:31] 💬 Experts focus on asking questions and being present in engagements, while salespersons tend to answer questions and go into presenting mode.
- [18:17] 📝 A new rule in "Blutopia": If you're going to present, hand the clicker to the client, emphasizing being responsive to the client's pace.