DO YOU KNOW THE SECRET TO FINDING THE CLIENTS REAL MOTIVE???

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

🗓️ 27 January 2022

⏱️ 44 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

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 ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod 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 YouTube: Brian Burns SALES PODCAST

Transcript

Click on a timestamp to play from that location

0:00.5	Sales has one of these weird distribution curves. On the skill side, it may look like a normal
0:08.4	distribution, like a bell-shaped curve, where there's very few like 5-10% on the right-hand side,
0:16.8	super-skilled people, most in the middle, and then then on the far left of people who just can't
0:23.3	get out of their own way. But the key difference in the distribution curve of sales is an income,
0:31.6	because income is not in a normal distribution curve. It doesn't look like a bell shape.
0:38.9	What it looks like is a hockey stick, where most of the people are at that flat,
0:45.4	okay type of income, the type of income that when you look at the end of the year and you go,
0:51.7	I worked that hard for that amount of money. Really? And then there's a small group of people,
0:59.4	maybe 10%, maybe a little more depending on the economy, where it's just straight up,
1:06.4	where they're making just a fortune. And that's how the income is distributed in sales.
1:13.2	You can say, well, is that fair? Well, the accountants have taken over the
1:19.2	comp plans, and what they are trying to do is get you to work as hard as you can for as little
1:25.5	as money as possible by showing the very best people making the most amount possible. It's not
1:32.8	that it's not just a great high-paying job. It's just that if you become really good at sales,
1:40.5	you're able to make that huge amount of money. So which one do you want to be? Do you want to be
1:46.8	at that flat getting hit by the puck? Or do you want to be up there at the very top? It's up to you.
1:53.5	And how do you get there? I hear, oh, territory, timing, and talent. That is the loser formula.
2:01.3	Not that it's wrong, but if you buy into it that, oh, it's dependent on the territory and the
2:07.0	timing and maybe my talent, you won't do anything. It's the B-player model. And I used to hear it all
2:14.7	the time by this guy I worked with. And guess what? He didn't have much talent. So yes, he
2:22.2	complained about the territory and the timing, the things that were outside of his control. We don't
2:27.9	have much control over territory. We can lobby with our manager, the timing. We really don't,
	...

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.