• Home
  • Subscribe
  • Archives
      After the EventBefore the EventBook PreviewsEventsGuest: Alice HeimanGuest: Amy FrankoGuest: Barbara Weaver SmithGuest: Corinne McCormackGuest: Craig OstboGuest: Deb CalvertGuest: Doug C BrownGuest: James ObermayerGuest: Jason BeckGuest: John GoldenGuest: Karen MaresGuest: Kristina SmallhornGuest: LedgeGuest: Lori RichardsonGuest: Mark DonniganGuest: Melissa AgensGuest: Michael BloodGuest: Nancy BleekeGuest: Richard MooreGuest: Scott TokarGuest: Susan FinchGuest: Teresa HuberGuest: Todd DuncanGuest: Tom SeineGuest: Tom WilliamsGuest: Whitney MarshallHost: Lany SullivanHost: Susan FinchMarketingRevenue TipSales Training
  • Funnel Radio
  • Host
  • Show
  1. All Episodes
The Seller's Challenge - Gatekeepers, concerns vs. objections.

Monday Oct 29, 2018

The Seller's Challenge - Gatekeepers, concerns vs. objections.

tweet-rooted-sellers-challenge2.jpg

If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

Points covered include:

  1. Procurement (or Purchasing) can be a challenging obstacle for many sellers. How would you advise a seller to deal with Procurement?
  2. I noticed that you use the term “concerns” in lieu of “objections”. Why was that?
  3. You describe Gatekeepers in a novel way. Tell our listeners about that.
  4. You have a chapter on managing price demands. What are 1-2 takeaways for our listeners in that chapter.
  5. Will you be offering any training or keynotes on the topics in the book?
  6. Are there any other tools available to be used in conjunction with the book?

Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores

Reach Tom Williams:

[email protected], LinkedIn
www.strategicdynamicsfirm.com  

and Thomas Saine:

[email protected]

Comments (0)

To leave or reply to comments, please download free Podbean or

No Comments

To leave or reply to comments,
please download free Podbean App.

iOS appAndroid app

Copyright 2020 All rights reserved. Produced by Susan Finch and Lany Sullivan

Podcast Powered By Podbean