Your first job is being the expert advisor or practitioner. Your second job is selling that expertise. If you’ve ever felt that these two roles are in conflict then The Four Conversations is the book for you.
Amazon best-selling author of The Win Without Pitching Manifesto, Blair Enns, provides a new model for those who have to sell their expertise before they deliver it. You will learn:
- Why many of the techniques used to sell products and transactional services don’t apply to the sale of expertise
- How to sell your expertise the same way you deliver it—with confidence and integrity
- How to move from being seen as a vendor to being recognized as the expert, right from the first interaction
- How viewing the sale as a series of four conversations provides a helpful mental model to effortlessly navigate the sale in a way that is intuitive to all experts
- How to price and structure your engagements in a way that creates more value for your clients and helps you to capture more of that value through higher fees
Raise your win rates, increase your fees and feel more comfortable and confident in your second job of selling your expertise.