Tom Woodcock's guest appearances

Tom Woodcock

Building Optimal

TopMedTalk

Bill Clinton

Tim Cook

Jim Grant

Joel Block

Alex Lewis

Andrew Shaw

Tim Miller

David Walker

David Wright

Amy Wilkinson

David Story

Austin Miller

Rob Stephens

Michael Scott

Hugh Montgomery

OwlTail

To celebrate the launch of his book Fluid Physiology, A Handbook for Anaesthesia and Critical Care Practice:  https://books.google.co.uk/books?id=F-m4DwAAQBAJ&amp;printsec=copyright&amp;redir_esc=y#v=onepage&amp;q&amp;f=false What are Tom's big areas to watch in 2020? Also how are surgical teams similar to the team behind the moon landing and what should we be thinking about the use of steroids in surgery? Check out Fluid Physiology: www.fluidphysiology.org The 13 Minutes To The Moon podcast is here: https://www.bbc.co.uk/programmes/w3csz4dn Presented by Monty Mythen with Desiree Chappell and their guest Tom Woodcock, author and independent consultant in patient safety, medical law and ethics.

To celebrate the launch of his book Fluid Physiology, A Handbook for Anaesthesia and Critical Care Practice: <a href="https://books.google.co.uk/books?id=F-m4DwAAQBAJ&amp;printsec=copyright&amp;redir_esc=y#v=onepage&amp;q&amp;f=false" rel="nofollow" target="_blank"> https://books.google.co.uk/books?id=F-m4DwAAQBAJ&amp;printsec=copyright&amp;redir_esc=y#v=onepage&amp;q&amp;f=false</a> What are Tom's big areas to watch in 2020? Also how are surgical teams similar to the team behind the moon landing and what should we be thinking about the use of steroids in surgery? Check out Fluid Physiology: <a href="http://www.fluidphysiology.org" rel="nofollow" target="_blank">www.fluidphysiology.org</a> The 13 Minutes To The Moon podcast is here: <a href="https://www.bbc.co.uk/programmes/w3csz4dn" rel="nofollow" target="_blank">https://www.bbc.co.uk/programmes/w3csz4dn</a> Presented by Monty Mythen with Desiree Chappell and their guest Tom Woodcock, author and independent consultant in patient safety, medical law and ethics.

TopMedTalk | Tom Woodcock

Tom Woodcock is the Founder and President of Seal the Deal. Tom is an author and nationally known branding, marketing, and selling expert. He is one of the most dynamic sales trainers and consultants in the country. He routinely speaks to thousands of contractors and suppliers concerning the sales skills necessary to compete in this intensely challenging construction industry. His latest book, “You’re Not Sellin, They’re Buyin‘” is comprehensive in developing the proper sales skills, persona, and methodology to rise above the competition. In this interview we dive into some of Tom’s top advice for builders to win more contracts, differentiate yourself, and much more. Enjoy! To stay up to date on our latest interviews, be sure to sign up for our emails at www.buildingoptimal.com. You can also follow us on Facebook and Instagram. Show Notes: [1:30] – Avoiding the low bid game. “You’re not buying a price. You’re buying the service, the workmanship, craftsmanship, experience.” [2:30] – Differentiating yourself so that a customer will actually pay more to use you. “If we had an anniversary dinner with our significant other and we were buying by price, we’d always take them to McDonald’s for their anniversary.” [3:20] – Taking inventory of what you bring to the table and determining how to sell it up front. [4:40] – Tom’s client test questions. [7:46] – “What does it say about the value you feel you or your company brings to the table when you’re ready to discount fairly quickly into the process? If you’re not believing your own value, well you can’t expect the customer to believe that value.” [8:30] – Selling your value rather than discounting. [10:50] – Your points of separation..finding 2-3 points that TRULY make you different, that truly get you separation. [13:10] – “Price is not enough. There’s room for ONE low cost provider in every market.” [15:38] – Being better vs different and the need for perceived value. [17:30] – The importance of truly identifying WHO is your customer. [19:40] – “If you don’t sell, you don’t get projects. None of the other stuff matters.” [20:30] – “[The best marketing strategy] is the one you will actually do.” The role of consistency in marketing. [21:30] – The benefit of a monthly newsletter for your customer base. [22:20] – Networking is replacing cold-calling. [23:10] – “Spending, spending, spending without a purpose is the wrong thing to do.” [24:10] – How networking differentiates you. “You don’t have to be a Type A person with tremendous people skills to be successful in selling. But you have to have an approach and be consistent in that approach.” [28:00] – Raising your close rate 10% to 15% immediately…the face-to-face approach. [29:40] – “Engage with the customer on the delivery of your pricing. It’s much harder to tell you to your face that I’m not going to use you.” Show Links: www.tomwoodcocksealthedeal.com

Tom Woodcock is the Founder and President of <a href="http://www.tomwoodcocksealthedeal.com" rel="nofollow" target="_blank">Seal the Deal</a>. Tom is an author and nationally known branding, marketing, and selling expert. He is one of the most dynamic sales trainers and consultants in the country. He routinely speaks to thousands of contractors and suppliers concerning the sales skills necessary to compete in this intensely challenging construction industry. His latest book, “<a href="http://www.tomwoodcocksealthedeal.com/?page_id=14" rel="nofollow" target="_blank">You’re Not Sellin, They’re Buyin</a>‘” is comprehensive in developing the proper sales skills, persona, and methodology to rise above the competition. In this interview we dive into some of Tom’s top advice for builders to win more contracts, differentiate yourself, and much more. Enjoy! To stay up to date on our latest interviews, be sure to sign up for our emails at <a href="http://www.buildingoptimal.com" rel="nofollow" target="_blank">www.buildingoptimal.com</a>. You can also follow us on <a href="https://www.facebook.com/buildingoptimal/" rel="nofollow" target="_blank">Facebook</a> and <a href="https://www.instagram.com/buildingoptimal/" rel="nofollow" target="_blank">Instagram</a>. Show Notes: [1:30] – Avoiding the low bid game. “You’re not buying a price. You’re buying the service, the workmanship, craftsmanship, experience.” [2:30] – Differentiating yourself so that a customer will actually pay more to use you. “If we had an anniversary dinner with our significant other and we were buying by price, we’d always take them to McDonald’s for their anniversary.” [3:20] – Taking inventory of what you bring to the table and determining how to sell it up front. [4:40] – Tom’s client test questions. [7:46] – “What does it say about the value you feel you or your company brings to the table when you’re ready to discount fairly quickly into the process? If you’re not believing your own value, well you can’t expect the customer to believe that value.” [8:30] – Selling your value rather than discounting. [10:50] – Your points of separation..finding 2-3 points that TRULY make you different, that truly get you separation. [13:10] – “Price is not enough. There’s room for ONE low cost provider in every market.” [15:38] – Being better vs different and the need for perceived value. [17:30] – The importance of truly identifying WHO is your customer. [19:40] – “If you don’t sell, you don’t get projects. None of the other stuff matters.” [20:30] – “[The best marketing strategy] is the one you will actually do.” The role of consistency in marketing. [21:30] – The benefit of a monthly newsletter for your customer base. [22:20] – Networking is replacing cold-calling. [23:10] – “Spending, spending, spending without a purpose is the wrong thing to do.” [24:10] – How networking differentiates you. “You don’t have to be a Type A person with tremendous people skills to be successful in selling. But you have to have an approach and be consistent in that approach.” [28:00] – Raising your close rate 10% to 15% immediately…the face-to-face approach. [29:40] – “Engage with the customer on the delivery of your pricing. It’s much harder to tell you to your face that I’m not going to use you.” Show Links: <a href="http://www.tomwoodcocksealthedeal.com" rel="nofollow" target="_blank">www.tomwoodcocksealthedeal.com</a>

#04: Tom Woodcock, Seal the Deal