Expert Salesperson Dichotomy
David and Blair discuss the conflict between selling expertise and delivering it, highlighting how experts' behaviors clash with traditional sales techniques. They delve into the challenges faced by expert advisors and practitioners in maintaining integrity while selling their services.In this clip
From this podcast
2Bobs
The Dichotomy of the Expert Salesperson
Related Questions
How can you sell expertise effectively?
I've been thinking about the dichotomy between needing to know how to sell as a prerequisite to market, meaning you need to do 20 sales consults a day for 3 to 5 years, and then needing to shift to being able to sit in a room for 12-16 hours daily just working away. How do you navigate this transition?