Warren Buffett is widely regarded as one of the worlds top deal markers. Yet he works within a very concise and actionable set of rules.

Tom Searcy is a big/key account selling expert and has literally written the book on how Warren Buffett closes deals. This is what we’re diving into on today’s episode of the show.

I know, watching/listening to a podcast through a browser sucks. Click the links below and never miss an episode by subscribing on your mobile device – 

Subscribe on iTunes | Subscribe on Sticher | Subscribe on Overcast

Video

 

Audio

(click the time stamp to jump directly to that point in the episode.)

  • [1:05] Show intro
  • [1:34] Interview starts
  • [2:20] Is the only outcome that we win the business?
  • [4:03] Should we be looking to build long term relationships with everyone we deal with?
  • [8:48] Do the ‘hustlers’ have the DNA to close a complex sale?
  • [12:54] Are people becoming less tolerant to follow-up?
  • [17:39] How to customise a pitch?
  • [24:38] How to take price out of the conversation
  • [36:15] The importance of having a reputation
  • [46:25] Wrap up

qwilrBrought to you by: Qwilr

Are you wasting time on proposals & quotes that get lost in your prospects’ inboxes?

I personally use Qwilr to win more business by replacing boring old sales documents with beautiful webpages.

Then I’m instantly notified when sales leads open my pages so I can be proactive in my follow up.

Grab a free trial at Salesman.Red/Qwilr.

 

Resources mentioned:

HuntBigSales.com

@TomSearcy

BOOK: Whale Hunting: How to Land Big Sales and Transform Your Company

BOOK: How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker

 

ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

Comments

comments