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How to Close a Deal Like Warren Buffett: Lessons from the World's Greatest Dealmaker Hardcover – October 30, 2012
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About the Author
Tom Searcy is the founder of Hunt Big Sales, a fast-growth consultancy and thought leadership organization. Tom is the author of RFPs Suck! and coauthor of Whale Hunting: How to Land Big Sales and Transform Your Company.
Henry J. DeVries is assistant dean of continuing education at the University of California, San Diego. Each year he teaches thousands of business owners and executives how to grow their businesses and advance their careers. Henry is coauthor of Self-Marketing Secrets, Pain Killer Marketing, and Closing America's Job Gap.
Top Customer Reviews
This book was written by two business consultants and discusses things that have nothing to do with what Warren Buffett is known for. It gives Warren Buffett lip service, and then goes on in various directions that barely are related to Warren Buffett's investing and management style.
For example, it talks about selling personal services to big corporations, how to run brainstorming committees, team building, the list goes on and on. A lot of management and motivational buzzwords (such as "tiger teams", "murder boards", so on). None of that has much to do with Warren Buffett.
I feel that they used the name of Warren Buffett in order to sell a book that has precious little with the person whose name is on the title of this book.
In addition, I find the actual business advice to be shallow and unoriginal.
I have a business of about 10 employees and was looking for some good tips but all the information is for companies probably in the range of 100 employees + and who are focused on mergers and acquisitions. If that's the size of your business I can see that this book would be valuable.
I came away from reading the book with very little new knowledge for myself as a small business owner.
This is for sales people, for executives, for CEO's, for entrepreneurs, and for innovators; everyone that wants to make their mark in business. That was the best takeaway for me - there are so many pieces of this process that I'll be able to use individually, outside of a specific deal, and I will be a more effective businessman as a result.
There are 18 Chapters or Lessons, that the author learned from tracking Warren Buffet, and I split those up into the steps toward winning a large deal. Those steps were:
1) Choosing your target - don't swing at everything
2) Craft a compelling solution that address the major concerns of Time, Money & Risk.
3) Speak the language of a dealmaker - don't speak like a manager to a CEO.
4) How to get an executive at a target prospect to call you back.
5) Building a team to engage your prospect effectively by predicting and addressing their concerns.
6) How to deal with the problems and people that will stand in your way.
7) How to close the sale AND secure the deal.
I was so impressed by the content of this book that I bought it for all my top customers. The first step in growing your territory is partnering with your clients to grow their business, and I'm confident this will make them stronger.
I identified one of the key takeaways from each of the chapters of the book.Read more ›
Focus on solving Bigger Problems for Bigger People: Pitch to the highest level executive; It breaks down like this: Manager's problems revolve around price, service, and quality; Directors are measured on numbers both in and out of budget. Their problems are about yield, throughput, and ratios. It's the Executive whose problems involve speed to market, first-mover position, and bottom-line impact. Pitch to the executive!
1. Identifying your prospect or prospects
2. Knowing your prospect's biggest problems
3. Pitching to the highest-ranked people in your prospect's company
4. Developing a solution for your prospect's biggest problems
5. But right at the start, let's have the money discussion.
6. Talk in terms of money, risk and time.
7. You must use the people who can best take fear off the table, no matter who they might be. And very often, they are not salespeople--or even people in your industry.
Quotes from the book
1. The only way to get love is to be lovable!
2. To do it--to set the bar higher in your sales life--you must have a plan.
3. Bad Deals at Good Prices Are Still Bad Deals
4. Pick out associates whose behavior is better than yours and you'll drift in that direction.
5.Read more ›
Most Recent Customer Reviews
Overall good book. Many quotes from the Warren Buffett's philosophy. In regards to deal making, some things are really from the Warren Buffett experience, others are from the... Read morePublished 3 months ago by alessandro
This book could easily have been written from reading news reports, and probably was. No insight at all. Don't waste your money. Read morePublished on October 4, 2013 by Robert Ellis firstname.lastname@example.org
Greatest Deal Maker
It teaches you how to find the biggest deal and the way to close it.
I Recommend it.
The table of contents and chapters tend to follow synomously efficient where the information are easily comprehended. Read morePublished on April 26, 2013 by Michael Lee
It's rare that a book is so bad that I echo another reviewer, Majorie Cheng, who writes, "A total waste of time."
It has promise to be a good book. Read more
This book places you in the minds of the players from both sides of the deal-making table. The insight that Tom and Henry bring to this writing comes from decades of experience in... Read morePublished on February 12, 2013 by Daniel M. Kemper