• Thomas J. Williams co-authored “The Seller’s Challenge” and “Buyer Centered Selling” to tackle real challenges salespeople face in selling complex products.
• The first book, “The Seller’s Challenge”, specifically deals with challenges that salespeople face, such as presenting to a buying committee, or handling an RFP, or even negotiating in deals.
• The second book, “Buyer Centered Selling” focuses on the buyer mentality and helps the seller to understand what problem the buyer is trying to solve. By understanding buyer psychology, the seller is able to make better value propositions.

These and more insights from the ground in this great episode of Bits About Books.

Run time – 46.06 mins.