Tale of the Sale: Berkshire Hathaway HomeServices

Until today, I have never shared the exact details of how I was able to find and close the largest deal of my career with Berkshire Hathaway HomeServices. 

I’m thrilled to provide you with a closer look “under the hood” of this deal from start to finish. 

I recently met with Andrew Kappel and appeared on his podcast, How the Deal Was Done.

We covered several important details, including: 

  • Deal Setup: How I found the deal
  • Challenges: Overcoming initial rejection in the account
  • Turning a transactional deal we lost into a strategic deal beyond the initial scope
  • Diving Deep into Client’s Problems and reason for buying
  • Gaining access to the entire C-suite with a Design Thinking Workshop
  • Selling the Vision for Change internally
  • Eliminating competition
  • Closing the deal with a multiple-stakeholders 
  • Advice for moving from a transactional seller to a strategic seller 

This is a detailed playbook you can follow if you’re looking to find and close the largest deal of your career. 

You can find the full interview here: https://youtu.be/yTCfYASIwkU

PS – This deal was highlighted at Dreamforce by their CEO Chris Stuart. If you want to here his company’s transformation story, you can access it here: https://www.salesforce.com/video/7803715/

PSS – Want to hear other big deals. Then listen to the Deal Stories Podcast here: https://www.dealstoriespodcast.com/


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