Feb 27, 2019
Ever found yourself in the middle of a tough sales negotiation and realize you don't have all the answers you need to seal the deal?
Tom Williams and Tom Saine's new
Seller's Challenge, identifies 10 of the most frequently cited
deal-killing obstacles sellers encounter. It will be your toolkit
to get you through those times when you say, "What do I do
B2B, B2C, one time deals and large complex sales. Each sale presents its own set of challenges and we’ll be discussing how to overcome them and build buyer/seller consensus.
On today’s podcast…
2:14 - Christie takes on a new
project, and our guests' book, The Seller's Challenge, has been a
big part of it.
4:14 - What brings two Toms together and write a bestselling sales book?
7:13 - What compelled you to write this book?
11:19 - How was having both seller and buyer experience helpful in writing the book?
16:06 - Reads like a roadmap for B2B sellers.
17:34 - How do you map out a large customer, large complex sale?
19:49 - Consensus is almost impossible.
21:33 - What are all the questions we don't have answers for? What is it that you can actually negotiate?
25:03 - Negotiation is easier when you know what tools are in the toolkit.
30:59 - How do you dissect all of the options?
35:54 - The 2 Toms tell their whys.
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!