Stop Selling. Start Closing. How To Win More Jobs Without Pitching



Want to win more jobs? What do the best sales people know that you don’t? Stop selling. Stop pushing your solutions onto clients. Learn how to stay in the diagnostic phase for as long as possible and get more work.

Annotations

0:05 The Whisper Vs The Scream
0:18 When you say it you’re selling. When they say it, you’re closing.
0:29 A Good salesperson first seeks to understand the true nature of a problem, and only then offers a solution.
0:54 Make it about the client – Ask questions to learn about the client.
1:27 Stay in the diagnostic phase as long as possible
2:45 Don’t show up with an agenda, show up empty
3:04 Try to kill the engagement three times – Blair Enns
3:34 How you know you’re closing
3:54 Outro – Always Be Closing

Show Reference

The Win Without Pitching Manifesto – Blair Enns

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Credits:
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Host– Chris Do
Director– Aaron Szekely
Cinematography– Aaron Szekely, Mark Contreras
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Typefaces: Futura, Din
Futur theme song— Adam Sanborne

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