DO YOU HAVE THE FIRST PRINCIPLES OF GREAT SELLING IN B2B?

The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

Brian Burns

Careers, Business

4.8 • 1.2K Ratings

🗓️ 16 September 2022

⏱️ 38 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED. Email me additional questions: briangburns@me.com — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME Here are some student interviews from the courses: ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

Transcript

Click on a timestamp to play from that location

0:00.0	There's a lot of talk today about finding first principles, and this is what I'm trying
0:05.2	to do with sales.
0:06.9	Is build up those first principles so that you can then build up additional skills.
0:13.6	And one of the first principles in sales is a certain level of self-confidence.
0:20.7	Now, the word confidence often gets confused with cockiness overconfidence.
0:28.6	That's not what I'm talking about.
0:30.1	What I'm talking about is enough self-confidence so that you can then become a little bit curious
0:36.9	about the other person.
0:38.8	Instead of worrying about whether someone's going to think your question is stupid or your
0:45.0	stupid or why are you asking that question, you have to have that amount of self-confidence
0:52.6	because a cycle begins, meaning that if you ask that question or you don't feel confident
1:01.7	enough to ask that question, you don't ask it, you don't know.
1:07.3	But then if you do ask it and you get a great answer, you build up more confidence.
1:12.2	So confidence requires this chicken and egg thing of evidence that you're confident.
1:20.6	So what we need to do is build off of what we're already confident in.
1:27.0	So confidence is nothing more than a state of mind.
1:31.0	So when we don't have it, we have to use an example of when we did have it.
1:38.6	This is kind of a topic that we're going to get into a little bit in this episode today.
1:43.5	But with this gentleman's background, you can see how that level of confidence with
1:49.6	the customer has helped build curiosity and connection with them.
1:55.9	Now a lot of times today, we're robotically moving through a sales process instead of
2:03.8	playing the game, becoming a student of the game.
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Brian Burns, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Brian Burns and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.