HOW THIS SALESPERSON MAKES SALES FUN AND EFFECTIVE 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

🗓️ 5 October 2024

⏱️ 52 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Check out https://www.brevitypitch.com/ - HOW AI SOLVES THE SALES PRACTICE PROBLEM

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,

Here are some student interviews from the courses:

————————————————————————————————————

Audible 30 day Free Trial:

http://www.audibletrial.com/BrutalTruth

Transcript

Click on a timestamp to play from that location

0:00.0	Too often in sales when we know the definition or the word or we hear the word the buzz word like
0:08.6	relationships and value and all this stuff that we hear, but do we really apply it? Do we understand it internally
0:20.2	and really get it? Really kind of make it part of us.
0:26.9	Because today everyone says the right things,
0:30.7	but not everyone's doing the right things because it does take the word
0:36.0	relationship I think everybody talks about it everybody values it everybody it, but do they know what it is? It's not our viewpoint.
0:49.0	It's the client's viewpoint that matters.
0:52.0	Are we interested in them as a person or are we
0:57.1	just interested in them relative to what we get? The transaction, the sale. People sense that and it comes through very clearly. So if your
1:09.6	sole connection with that client is about the transaction they will only talk to you
1:16.3	about the transaction but we need more than that we need context within the account. What are they doing today? How do they change? Who has real power? What are the priorities? What's more important than the thing that you're selling? Why do they
1:36.6	need it? What happens if they don't have it? We have to have deep, meaningful conversations with them and it has to feel and be organic
1:48.2	otherwise it kind of feels like an interrogation or a checklist. Checklist, yeah. A lot of people are
1:56.3	selling with a checklist today. It's not bad to have a checklist. It's bad to
2:01.7	sound like you have a checklist. I have checklist. The key is to get
2:09.7	so used to these questions, thinking through them, practicing them that they feel and sound organic,
2:18.9	not like a qualification question. Everyone loves a qualification call, except for the person on the client's side,
2:29.1	they don't like qualification calls. They want help and they want somebody who has their best interest in mind, which
2:38.4	is what initiates trust.
2:41.0	Too many people think trust is just reliability and knowledge. That's part of it.
2:47.0	It's good. It's not bad. It's just incomplete. The trust that you want is them feeling that you've got their back. Doesn't that
2:58.7	feel good when you know someone has your back? What does that mean? That means when it's inconvenient for them to help
	...

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