HOW TO WIN THE VALUE VS. PRICE CONVERSATION AND WIN THE DEAL
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
4.8 • 1.2K Ratings
🗓️ 6 April 2025
⏱️ 46 minutes
🧾️ 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,
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
Click on a timestamp to play from that location
| 0:00.0 | One of the ingredients that we run into all the time when we're in the commodity trap is |
| 0:07.0 | price versus value. The client wants us in the commodity trap because once we're there, |
| 0:16.0 | it's easy for them to decide. They pick their favorite color, the lowest price, the root of lease |
| 0:22.8 | resistance. What we need to do is wraps is sell them the right thing, have them focused on |
| 0:29.9 | what they really want to accomplish, not just one element of the ingredients of what they want to accomplish. |
| 0:40.3 | And this price versus value conversation is one of the performance traps that I've worked |
| 0:47.6 | with brevity on. |
| 0:49.4 | And it is probably increased revenue for each client well over 5% after one month of practicing this for five minutes |
| 0:59.5 | a day. Maybe it's worth five minutes a day to increase revenue. Or you could do what's not working |
| 1:07.6 | more often. It's up to you. |
| 1:11.9 | Sales is a performance profession. |
| 1:13.9 | The only way to make more money is to perform better. |
| 1:17.4 | Yes, you could do more hours, or you could become better at it. |
| 1:22.7 | That's what we really mean when we say work smarter. |
| 1:27.7 | But it doesn't sound that way. |
| 1:30.6 | Everyone thinks they work smart. |
| 1:32.1 | Let's get into this interview. |
| 1:33.7 | I think you'll enjoy it. |
| 1:35.2 | If you're looking for more meetings, more conversations, |
| 1:39.2 | go to B2Brevenue.com and check out, start the conversation, get the meeting. Also, go to brevitypitch.com |
| 1:48.5 | and get on the waiting list for brevity play. It's a free 30-day evaluation of a subset of |
| 1:56.8 | the brevity capabilities that you can use on your phone. No username or password required. |
... |
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