---
title: "How To Help The Buyer Own The Deal To Make The Sale: Steve Thompson"
description: Buyers are confused and frustrated. They have huge teams and are tough to reach. Here's how to reach them and accelerate the sale with Steve Thompson
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/How%20To%20Help%20The%20Buyer%20Own%20The%20Deal%20To%20Make%20The%20Sale%2c%20With%20Steve%20Thompson.jpg
---
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Sep 07, 2019
# How To Help The Buyer Own The Deal To Make The Sale: Steve Thompson
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Remind Your Customers How Good You Are
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- What is your "past value delivered?"
- Your Champion needs to be able to answer to the bean counters how you are delivering an ROI
- You have to remind your customers how good you are
- Determine what success looks like with your prospect before they buy so you both know what the expectations are
- [Harvard Professor Theodore Levitt](https://en.wikipedia.org/wiki/Theodore_Levitt), "People don't buy a quarter-inch drill. They buy a quarter-inch hole."
- Salespeople push to a closed deal
- The buyer is terrified once they close
- Our customers are not professional buyers
- They buy outcomes
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJCDB3IgRRlhu0q3ye08p0hyIHitWANVyEnPcdPXmva3tvBRV01klR5cYKbSYo4cUEsMvRNK3yXoXEpTWT1aB%2FXYFsbmiM5FR9lGdUjZE0SotukjEXEg6ZlBZt5T9TqJop9ObXwOcf%2Bcu4NhuBdsd1bGo%2FouKCFAyPjQG0%2BLrzu7G8sgzbFUKurX7XV5LIqnUYot1H6IfBc&webInteractiveContentId=178194433547&portalId=443614)
- Change is the catalyst for new opportunities
- Stick around and deliver value after the sale
- You must know why they bought
- There is so much turnover with both your sales team and at your companies
- Somebody has to stick around and own customer success
- The good and bad comes from the sales side
- There are more influencers on the buyer's side (9.3 on average)
- The buyer wants to know "Who understands me and what I'm trying to accomplish?"
- The fundamentals have not changed but they are not being followed
- Buyers have too much information. It's noisy.
- Buyers have been abused by past, shady, pushy salespeople
- How did you get that meeting? Why are you in front of the prospect?
- Don't show up and throw up!
- Have an [agenda for the sales meeting](https://thesaleswhisperer.com/daily).
- "Lead them to your solution not with your solution."
- Play hard to get. There's value in scarcity.
- Does technology make you more effective?
- You send novels about you and confusing spec sheets
- You must help your champions sell internally
- Focus on 7 simple slides covering the customer journey
- Uncertainty is at a high
- How do you align the buyers?
- How do you find out what you don't know?
- You need to be able to ask the right questions
- You don't have to know it all
- Narrow down the choices and ask which one is best
- Once they choose ask "How can this be improved?"
- This helps the buyer own the deal they can sell internally
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- [Visit his home on the web](https://valuelifecycle.com/)
- Connect with Steve on [LinkedIn](http://linkedin.com/in/steve-thompson-61913b17)
- Get his book, "[The Compelling Proposal: Make it Easy for the Customer to Buy From You!](https://amzn.to/2XvilXy)"
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/get-the-right-mindset-grow-david-neagle)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [David Neagle Was Sucked Through a Dam. Now He Lives To Help You Live.](https://thesaleswhisperer.com/blog/get-the-right-mindset-grow-david-neagle)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
May 09, 2016
After a near-death experience, David Neagle began living and will help you as well. Perseverance...
[Read more](https://thesaleswhisperer.com/blog/get-the-right-mindset-grow-david-neagle)
[](https://thesaleswhisperer.com/blog/how-to-connect-from-the-stage)
[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)
## [How To Connect From The Stage](https://thesaleswhisperer.com/blog/how-to-connect-from-the-stage)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
A couple of years ago I sat in on a breakout session by Pete Vargas, III of Advance Your Reach when...
[Read more](https://thesaleswhisperer.com/blog/how-to-connect-from-the-stage)
[](https://thesaleswhisperer.com/blog/robert-gitell)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [How To Sell To Attorneys and High-Power Executives, With Rob Gitell](https://thesaleswhisperer.com/blog/robert-gitell)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Mar 24, 2022
How to get your foot in the door in any organization \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/robert-gitell)
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