HOW TO FOCUS THE CLIENT ON THE PROBLEM AND NOT THE COST

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

🗓️ 24 May 2022

⏱️ 40 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	Today, we got a great topic.
0:02.0	We're going to be talking a lot about how empathy has impact on sales.
0:07.9	Because if you have empathy, you know what the other person, the company, the team is thinking.
0:15.4	And if you know what they're thinking, what they're feeling, how they win, what they care
0:19.8	about most, both logically and emotionally, then you know how to guide them.
0:26.7	You know what to show them.
0:28.8	You know what to ask them.
0:31.2	But to have that type of empathy, you have to first not talk.
0:39.0	Because if you're talking, you're not really thinking about someone else, you're thinking
0:43.4	about what to say.
0:44.9	And then you got to be curious about what they're up against, what's their world like?
0:50.1	How do they get rewarded?
0:52.0	What if I was them?
0:53.6	Why would I care about if I was them?
0:57.2	That type of empathy, to give you the vision of what they care about, that's a lot.
1:04.4	And in sales, we're usually pressured to really be doing the things that we need, that
1:10.9	we want.
1:12.6	And that's natural.
1:14.2	So if you don't have a process, it doesn't have to be rigid.
1:18.8	I know what people hear process and they think, oh, it's step by step, lock step.
1:24.7	And if you can't move to the next step until you do the last step, that's not what
1:28.2	I mean.
	...

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