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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