THE #1 SECRET THIS REP USES TO WINNING LARGE DEALS

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

🗓️ 8 December 2022

⏱️ 47 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	How do you view your sale? Is it a game? Is it order-taking? Is it your own process?
0:09.0	It's up to all of us. We can all choose our own metaphors for the sales game that we play.
0:17.0	But if it's not documented, if it's not detailed, if it's not repeatable, other than your memory,
0:26.0	other than, let's just wing it. Now, that's okay, and it can work out.
0:33.0	But mostly on the easy deals, the deals that come to us, the renewals, the inbound.
0:39.0	But how about the hard deals? You know, the big deals. The deals we want to make even bigger.
0:46.0	Where we compete against our head competitors and that crazy thing called no decision.
0:52.0	How do we have a system in place to know where we are and where we need to go?
0:58.0	Other than our intuition, which is fraught and muddied by our own need to close the deal.
1:07.0	Which is our motivation in a lot of cases, but also our enemy in the sense that we tend to do dumb things
1:18.0	when we have our own interest in the way.
1:22.0	Uh-oh. And how does that affect us, Brian? Well, we tend to move too fast.
1:28.0	We tend to go to price just as fast as our customers do.
1:34.0	Oh, we'll just give them a discount to get it done. It's enticing. It's an element. It's a tool.
1:41.0	Not the only one.
1:43.0	But what if we really had more of an analytical approach to sales?
1:49.0	And this is something that I really lucked out early in my career by having a manager who had a very analytical view of sales.
2:01.0	Really kind of takes the emotion out of it.
2:04.0	Maps it and pattern matches it to deals in the past.
2:09.0	Uh, gets other people's opinions.
2:13.0	Maps out what the possibilities are because do we ever know what the perfect strategy is?
2:19.0	Of course not. We're dealing with people.
	...

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