HOW THIS REP DEVELOPED A KILLER MINDSET TO WIN IN B2B SALES

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

🗓️ 1 March 2022

⏱️ 45 minutes

🔗️ Recording | iTunes | RSS

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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 ———————————————————————————————————— 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

Transcript

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0:00.0	As a sales rep, what superpower would you like to have, predicting the future?
0:06.0	Yeah, that's good. Reading people's minds, that would be helpful.
0:11.0	Let's talk about that for a second. Can people read other people's minds?
0:18.0	Well, of course not. But what we can do is empathize with the other person,
0:25.0	and put ourselves in their place and speculate what they may be thinking if that was you in that space,
0:34.0	in that particular place. And if you could do that, then you would know what to do,
0:40.0	know what they want, know how they're feeling, be able to solve some of their problems.
0:49.0	Isn't that selling? Isn't that a great sales skill?
0:52.0	Too many of us would want to not need to sleep, be able to work more.
0:57.0	Well, I think in sales what we have to work really hard at is becoming good at sales,
1:05.0	understanding what we need to do to change, need to say, need to ask to get the other person,
1:14.0	our client, to share with us what we can do for them.
1:19.0	So in today's interview, this is kind of a consistent thing that we have seen in great sales people,
1:28.0	is that they come from something that requires the interaction with other people,
1:34.0	to take constant feedback, to put yourself in the other person's shoes.
1:41.0	And hospitality has been one of those training grounds for sales.
1:48.0	And it's one of these great paradoxes in careers in that hospitality in general doesn't pay that well.
1:59.0	There's tips and stuff that would give certain roles in hospitality good income,
2:07.0	but it doesn't have, in most cases, a lot of the benefits and career path and work hours
2:14.0	that most of us would like to have in business to business sales.
2:20.0	But what it teaches us is to be able to put ourselves in the client's shoes.
2:26.0	What are they thinking? Are they going to tell me the truth or are they going to couch it a little,
	...

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