Sell and price like the expert you are

Training

The Conversation

Join me and a diverse group of your peers in a monthly deep dive into a single Win Without Pitching principle or practice. We’ll work through the parts you’re struggling with together.

Next Conversation: Decision Maker Dynamics – Wed, Feb 4th at 11am Eastern

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Training

Attend The Workshop

Win Without Pitching training for small teams or individuals, delivered via virtual public workshops in intimate cohorts.

Learn to sell and price with confidence.

Next Cohort: March 3rd-6th from 11am – 2pm Eastern

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The Sale is The Sample

Any sale of expertise is the sample of the engagement to follow. It’s where you claim the high ground of the expert or are relegated to a lowly vendor. How you sell, therefore, affects what you are able to sell, how much value you create and the fees you earn.

We teach you to sell and price like the expert you are.

Learn about Win Without Pitching training

The Four Conversations: A New Model for Selling Expertise

The here’s-how-to follow-up to The Win Without Pitching Manifesto, Blair Enns’ new book The Four Conversations gives you the entire Win Without Pitching playbook for selling your expertise.

This framework of conversations will help you love selling in a way that carefully preserves the reputation you’ve worked so hard to build.

David C. Baker, “The Expert’s Expert,” (NY Times)

Buy the Book

Win Without Pitching Has Helped Thousands of Experts From Firms of All Sizes

A recent proposal for a rapidly growing global manufacturing outsourcing company included a creative pricing alternative: a substantial engagement capped at $700k to keep them below our single-account maximum of 25% revenue, a minor project at $50k, or an acquisition of our firm for $20M.

Their response was overwhelmingly positive!

Founder, Marketing firm Focused On Manufacturing

This workshop was really, really good. It’s surprising to me after reading both books and listening to the podcasts that it only clicked in the last four days, this workshop really helped me connect the dots. Thanks for that. I should be leading more in the sales process, listening more and embracing silence. One of my action steps is reworking my proposals as a result.

Peter Fodor, Founder and CEO

AppAgent

About 30 minutes after the workshop, I had a first meeting with a referral. Granted the referral was fairly warm, I slightly altered how I explain my fees by using WWP’s pricing tiers. I quoted four tiers anchoring with a fee 10x what I have been charging. I probably undershot the 2nd tier, but the client elected it and that fee is the highest that I have charged yet for planning.

Financial Planner,

Company

Mindset and Behavior

What’s Your Mission?

Can you articulate your own mission in a way that grants you moral authority in the sale and empowers you to drop the clichéd sales tactics and behave like the expert you are?

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Pricing

Decoy or Anchor?

Decoy pricing and price anchoring are two different techniques that can increase your average proposal value in multi-option pricing.

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Lead Generation

“What’s The Status of That Opportunity?”

It’s my belief that the single most prevalent — and therefore most costly — mistake in all of sales is to mistake interest for intent and apply resources to trying to close an early-stage opportunity — something that’s still a long way from closing.

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Navigating the Sale

Getting More Out of Your CRM

All the sales data you need is there in your organization, most of it in email inboxes, calendars, proposals, contracts and recordings of conversations.

Read the Article

Uncategorized

To Speed up Lead Generation, Slow Down

A client of mine, Manny, said it best. “Instead of thinking about lead generation as a campaign, we should think of it as a practice.”

Read the Article

Sell and Price Like the Expert You Are

The Conversation

Attend The Workshop

The Sale is The Sample

The here’s-how-to follow-up to The Win Without Pitching Manifesto, Blair Enns’ new book The Four Conversations gives you the entire Win Without Pitching playbook for selling your expertise.

Get Insights and Expertise Directly From the Win Without Pitching Team

What’s Your Mission?

Decoy or Anchor?

“What’s The Status of That Opportunity?”

Getting More Out of Your CRM

To Speed up Lead Generation, Slow Down