HOW TO DEVELOP YOUR MIND READING SKILLS TO SELL MORE IN B2B SALES & SELLING

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

🗓️ 19 July 2022

⏱️ 56 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 Here are some student interviews from the courses: ———————————————————————————————————— 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

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0:00.0	Today, we're going to be talking about a topic that keeps coming up in these interviews.
0:04.9	As far as a very advanced selling skill and a skill that if you have it, well, it's
0:11.2	not if you have it or you don't have it, we all have it to a certain extent.
0:15.4	But do we really focus on it?
0:17.4	Do we really develop it?
0:20.0	Do we proactively put a system in place to demonstrate it and it's empathy?
0:28.6	Now it's not feeling what they do, that's a little bit, a little bit of it.
0:35.3	It's really understanding what they're up against, what they really want to personally accomplish,
0:44.6	not just logically accomplish, what they will most likely do and why and how they win.
0:55.2	Now empathy, I think, is the most overused and least understood term and sales.
1:03.0	Everyone thinks they're an empath.
1:07.6	And I wish they were.
1:09.4	You meet very few who even try.
1:13.0	I'll ask you a question, who, if anyone in your life really understands who you are.
1:25.3	Who you are as a person, not who you are to them or what value you bring to them or how
1:32.7	you reflect on them, but who you are, who gets you.
1:41.7	Now you might have a friend, a partner, a spouse that does that or did that at one time.
1:48.5	But if you do, you're lucky.
1:51.9	And you should really show appreciation for it.
1:54.6	And who do you really get?
1:58.0	Who do you really make feel understood?
2:03.8	Not who do you have their back, who you trust, or who trusts you, but who really feels
	...

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