2Bobs - with David C. Baker and Blair Enns David C. Baker and Blair Enns

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

Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping.

Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines

Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design.
Read the transcript and episode notes at http://2bobs.com/podcast/designing-your-service-offerings

In a follow-up to the popular “Secrets Behind the Killer Proposal” episode, David unloads everything firms can do to make sure their website is locked and loaded for winning over new clients (wink wink).

David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be for everyone.
Read the show notes and transcript at http://2bobs.com/podcast/why-all-my-content-is-ungated

Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you’re selling to.



Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types