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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