Selling isn’t about pressure — it’s about positioning, psychology, and trust.

In this episode of The Rural Sales Show, St John Craner speaks with Blair Enns, world-renowned sales trainer and author known for helping creative professionals master the art of selling expertise.

Together, they unpack what truly drives sales effectiveness — and how mindset, framing, and confidence shape every client conversation.

You’ll learn:

- Why mindset matters more than tactics in high-trust selling

- How to sell your expertise instead of discounting your value

- Smart strategies for pricing, packaging, and bundling services

- The four conversations that define every successful sale

- How to handle objections without losing authority or rapport

- Why not everyone needs to be a “salesperson” — and what to focus on instead

Blair and St John explore how to lead better sales conversations built on clarity, trust, and curiosity — lessons that apply whether you’re selling creative services or complex rural solutions.

🎧 Listen now to learn how shifting your mindset can transform how you sell, price, and build long-term client relationships.

📌 Resources:

- Books by Blair Enns:

**The Win Without Pitching Manifesto: https://www.winwithoutpitching.com/book/the-win-without-pitching-manifesto/

**Pricing Creativity: https://www.winwithoutpitching.com/book/pricing-creativity/

**The Four Conversations: https://www.winwithoutpitching.com/book/the-four-conversations-a-new-model-for-selling-expertise/

- 2Bobs Podcast with David C. Baker and Blair Enns: https://2bobs.com/

- Learn more at winwithoutpitching.com

- Connect with Blair on LinkedIn: https://www.linkedin.com/in/blairenns

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Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz