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
