HOW TO MAKE YOUR PRODUCT A MUST HAVE NOT A NICE TO HAVE 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

🗓️ 2 June 2023

⏱️ 36 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	Today, we're going to be talking about one of my favorite topics and maybe yours.
0:05.0	How do you sell what is perceived to be a nice to have?
0:09.5	And I've helped a lot of companies out with this because until you must have it, everything's
0:16.2	a nice to have.
0:17.2	Remember when smartphones were nice to have, cable TV, Netflix, big screen TVs, air conditioning?
0:26.7	All these things at one time were nice to have.
0:29.6	Not must have, but some salesperson convinced the person that it was a must to have.
0:37.1	And to do that, you need a couple of things.
0:39.6	You need to build up rapport with them.
0:41.8	You need to dig in with them.
0:43.6	You need to be able to ask them tough questions and have them think about them.
0:50.3	But also in business to business, you have to keep the deal moving.
0:55.1	A lot of people keep saying time kills all deals.
0:59.0	And that can be a double-edged knife where it kills it if you move too slow.
1:05.0	But the salespeople have removed too slow.
1:08.5	I'm asking myself, at least he's salesperson, typically not.
1:13.7	They're pretty highly motivated, so they tend to move too fast.
1:18.0	And if you move too fast, you're rushing to a no.
1:21.9	You already got it.
1:22.9	You don't have the order.
1:24.2	You don't have a yes.
1:25.5	We need to build yeses.
	...

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