When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale.  Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling

The Emotional Journey of Buying and Selling

Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns

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Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.   LINKS "Advising Clients Ethically" article on Punctuation.com

Advising Clients Ethically

The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.   Links “How and When to Talk About Your Firm” “Replacing Presentations With Conversations”

Just Stop Talking

When it comes to qualifications for ideal clients, David doesn’t hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.

Working With a Maverick

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.   LINKS "The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com "Ditch the (Sales) Script"

The Dichotomy of the Expert Salesperson

While discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together.   LINKS “Maximizing Your Pro-Bono Contributions” by David C. Baker at Punctuation.com Left-handed Mango Chutney

The Emotional Journey of Buying and Selling

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