SOLVING THE #1 ISSUE WHEN DEALS FAIL TO CLOSE AND HOW TO PREVENT IT

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

🗓️ 6 October 2022

⏱️ 46 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 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	We all pretty much have bought into the concept that people buy for emotional reasons and justify it with logic.
0:09.0	That makes sense. We're mammals.
0:12.0	We'd like to think we're logical, and we express ourselves that way, but how we make decisions.
0:21.0	Now remember, not acting is a decision, as well as acting is a decision.
0:28.0	We're making decisions all the time.
0:31.0	And there's this thing called omission bias, which means the root of these resistance is most likely the decision that we'll make.
0:41.0	Let me tell you a story.
0:43.0	I happen to be in market right now, or I've been in market pretty much for this capability all the time.
0:52.0	I would love to switch my internet service provider.
0:57.0	The alternative is faster, more reliable, less expensive.
1:05.0	And I'm like, so why wouldn't you do it, Brian? There's every logical reason to do it.
1:11.0	And I want to. Also, I've got an internal motivator. I want to.
1:18.0	Yet I don't. And I haven't for years. And I keep getting calls and emails and mailers with better and better and better deals.
1:30.0	And I ask myself, why am I not doing it? And it's clear. I'm scared.
1:38.0	What am I scared of? The change.
1:42.0	What happens if they come out? And it doesn't work the first day, the first try.
1:48.0	I know it'll work eventually, maybe a day or two, worst case, but my business is online.
1:58.0	And I've got alternatives. I've got, you know, hot spots and things that I could use.
2:06.0	But that disruption. Oh, and you know what? I have to return my existing modem.
2:12.0	Oh, how would I do that? Do I have to spend half a day driving to the store or finding a box and packing it up?
2:23.0	Yeah. See, this is what customers go through all the time.
2:29.0	It seems so logical. They want to. They need to. They can afford to.
	...

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