"Be in the mind of your market.”
This week we speak to my good Irish friend and buddy Ross O’Lochliann who teaches and specialises in copywriting, marketing and persuasive writing.
Ross takes us through his 5 steps to find your Golden Prospect which is utter gold in itself so make sure you listen carefully and take notes.
We also talk about where good insights come from the power of observation and paying attention to the conversations you have with customers.
Ross also recently made a public pledge to be 100% human ie. his content is not AI/Chat GPT created. Ross writes from his soul and true self and suggest you do too as there is only one of you and everyone else is taken!
Whatever you right must reward your reader and be worth reading and worth following. And always write on the regular.
This was a great conversation and a ton of tips for you if you want to improve how you connect and build better relationships with future customers.
Show Notes:
To download and access many of Ross’s free resources visit:
https://conversionengineering.co/open-every-day-book/ 
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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

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

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): 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/rural-sales…-invitation)

#60 Perfecting The Art Of Persuasive Writing w/ Ross O’Lochliann

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

#95: How to Win Sales Without Pitching w/ Blair Enns

Andrew Reeves is the Founder and CEO of ARC Limited with a lifetime experience and an agency CFO. Here he chats with Darren on the current agency remuneration and business models and the challenges facing agencies in finding ways to make this work in rewarding agencies for the value they create.

https://www.trinityp3.com/2017/04/advertising-agency-business-model/

Andrew Reeves And Darren Talk About The Challenges Facing The Advertising Agency Business Model

This podcast helps rural business owners, sales managers and reps be more productive and profitable by sharing insightful and intelligent conversations with guests who are at the top of their game. So if you are a rural company or rural marketing professional that wants to profit more, this show is made just for you.

#95: How to Win Sales Without Pitching w/ Blair Enns

The Rural Sales Show

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