In this session Blair will explain why the sale of expertise, like the professional services provided by architects and engineers, isn't governed by the same rules as the sale of products or transactional services. He'll offer an overview of his model, which sees the sale as a series of conversations, eschewing the typical presentations, pitch decks and lengthy proposals. He'll make the case for dropping almost everything you think you know about selling and simply showing up in the sale as the expert you are, armed with little more than questions.
Approximately 1 hour. Delivered via webinar or face-to-face presentation. Available sessions shown below.
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