Following the success of their first book, 'The Sellers Challenge' the authors  Tom Williams & Tom Saine of Strategic Dynamics Inc. have teamed up once again to pen 'Buyer Centered Selling' . Their timing is perfect as sales teams are struggling to differentiate through product or service and the buyer experience is now highly influential in the decision process.

The book is not about  a methodology or process, it's a philosophy of the sellers responsibility and foundational elements. Put simply how can you manage your sales engagements with the buyers front and centre, how can you become more buyer-centric to win more deals.

The Eight Core Elements of Buyer-Centered selling are:

Insights that Educate

Map & Align Buy-Sell

Prescriptive Guidance

Discovery Process

Dynamic Value Messaging

Consensus Building

Risk Mitigation

Social Presence

Check out the podcast, then go buy the book 👍