Taking the Expert Seat

For many creative business leaders, the sales process feels uncomfortable. Conversations with prospective clients often slip into over-explaining, free consulting, or discounting to win the work. Without a clear framework, it is difficult to take the expert seat and lead with confidence.

The Intervention

Over the course of two days, 12 creative leaders came together to learn the Win Without Pitching Four Conversations model for selling expertise.

Participants worked through each stage of the sales process, learning and role-playing frameworks they could apply immediately:

• Qualifying opportunities like an expert Leading early, uncovering budgets without awkwardness, reaching decision-makers, and setting clean next steps.
• Mastering the Value Conversation Uncovering what truly matters to clients, defining success in their terms, and translating that into measurable outcomes.
• Crafting one-page proposals Developing three-tiered pricing options based on outcomes, not hours.
• Closing with confidence Calmly presenting valuable solutions without pressure or persuasion.

The Impact

The true measure of success isn't just the enthusiasm in the room; it is what happens when the team returns to their desks. For one attendee, the commercial results were visible just weeks later.

Armed with the new pricing framework, they put a proposal together in a single day, including a premium "Big Option" they would never have dared to present previously.

Practical exercises and peer role play ensured that every participant left with new habits, not just theory. They left with a repeatable framework for handling any sales situation like an expert, not a vendor.