970: The Wentworth Prospect, with John Smibert

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John Smibert is the co-author of a new book titled The Wentworth Prospect. Today John and I get into why buyers, as they have become more empowered, don't value sellers and their advice like they used to. We dig into why sellers don't positively influence their buyers about their business. Then talk how buying has changed, how it has become more complex, and why the process stalls. Finally, we dive into why one of the biggest challenges is gaining the buyer's trust as a valued adviser rather than a product sales organisation.

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