HOW TO SELL SMARTER IN THE ENTERPRISE B2B SALE #MUST_LISTEN_TO

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

🗓️ 21 March 2023

⏱️ 38 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	The hard part about interviewing great experience salespeople is that sometimes they don't know
0:08.7	what they're doing differently. And they tend to boil it down to a platitude. Oh, it's all about
0:15.9	relationships. It's hard work. The harder I work, the luckier I get. And those platitudes are nice, but as a listener,
0:25.0	you're probably like, well, I know that. That doesn't really help me. Well, today's episode is just the
0:31.1	opposite. This is one of the interviews where I'm talking to a great salesperson and it becomes
0:37.1	very clear why they are doing so well.
0:41.7	Maybe it's because we have similar backgrounds and viewpoints on the large complex sale or have
0:48.2	sold deals that had similar problems. But when I teach closing the complex sale, the patterns become very
0:58.9	clear, is that we tend to fall into that commodity trap where the person we're selling to
1:05.8	abuse us as a thing that has a cost and it be nice, but we've lived our whole lives without it.
1:14.6	Why don't we wait?
1:16.2	Sound familiar?
1:17.8	People call it no decision, status quo.
1:21.4	But ask yourself.
1:22.9	I mean, there's hundreds of things in your life that you're looking at, thinking about pondering, but you only
1:30.1	buy a certain few. You don't buy all hundreds of them. Let's get into this interview. I think
1:36.9	you're really going to enjoy this. This is a keeper. This is like one of the ones you save on your
1:42.7	phone or on your desktop or iPad.
1:46.2	For future reference, it's that good.
1:49.2	Here we go.
1:51.6	All right.
1:53.7	Hey, Scott.
	...

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