HOW THIS REP USES HER #1 SUPERPOWER TO CRUSH HER QUOTA 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

🗓️ 28 March 2023

⏱️ 39 minutes

🔗️ Recording | iTunes | RSS

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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 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	When I interview these great reps, there tends to be one particular characteristic or theme
0:07.4	that they really are fantastic at.
0:12.2	And imagine if you were able to read someone's mind, understand what they're going through,
0:20.1	see the world through their eyes, feel what they're feeling, hear what they're hearing.
0:26.6	And that'd be powerful.
0:28.7	Well we call it empathy, but every time I use the word empathy, it just rings to me like
0:36.1	a cliche in sales, like two years, one mouth, it's all about relationship.
0:42.0	People say it so often that it's meaning has been diminished.
0:47.4	But if you had that capability, think how powerful it would be.
0:52.9	And that's at the very high end of the empathetic scale.
0:59.4	We all have some extent of it, but we all need to develop it.
1:06.2	And I've done it, tried to do it and hoped to get better at it because it is a clear differentiator
1:15.4	because we have this other obstacle that gets in the way of thinking like someone else.
1:22.5	It's called pressure and quota.
1:25.3	And that blinds us from seeing the world through other people's eyes because we're so pressured
1:34.3	to see the world through our eyes that we don't do it.
1:39.5	Today's guest has a great background for sales.
1:42.9	She was a therapist for autistic children for about ten years and her hobby is rescuing
1:50.9	dogs, which is pretty much what an empath would do, wouldn't it?
1:56.9	So let's get into this interview before I do.
1:59.2	Hey, if you're in the courses and you can't make office hours at the Friday 2 p.m.
2:05.3	time, simply put your questions or case studies in the community forum, which is the second
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