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Buyer Centered Selling with Tom Williams #384

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Buyer Centered Selling with Tom Williams #384

Who’s the got the money?  Who’s got the pain, the problem or the aching desire to be fulfilled? In short, it’s the buyer. Yet in the industry of sales, the focus is always on what the “sellers” should be doing, how the seller should act, how the seller needs to be resilient and tough and tenacious and have a mindset that never gives up.  But today’s guest, Tom Williams has a different take on this. He believes that we should adopt Buyer Centered Selling and start to focus our energies on how buyers buy versus how sellers sell. He believes we should let the buyers take control of the sale, to follow their lead and mitigate the risk of choosing something new. Our greatest competitor is the status quo. By taking Tom’s approach we can find solutions that are a win for both the seller AND the buyer.

Dump your sales process and adopt a buyer centered process.

Buyer-Centered Selling

Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. Tom shares that buying and selling are inextricably connected in their focus on helping the customer buy.

Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. By focusing too much on the seller, it leads to bad behaviors in hopes of “closing a deal” vs solving a buyer centric problem.

Take Action Advice

There is risk in any buying decision. It’s the sellers responsibility to uncover those factors and craft solutions that address all concerns. If you can do that, you can close deals.

How To Find Tom Williams

Tom’s book, Buyer Centered Selling is available on Amazon https://amzn.to/2kq7xwc and  https://amzn.to/2LJ057j and in bookstores worldwide  

Thank Our Sponsor Vidyard

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Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

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Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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