193: How To Close A Deal Like Warren Buffett… With Tom Searcy

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.

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(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

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Resources mentioned:



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


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Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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