THE #1 SECRET TO GETTING THE OUTCOME YOU WANT 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

🗓️ 7 March 2023

⏱️ 41 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	I think today we're hyper focused solely on the outcome and sales and that
0:07.2	focus is blinding us from the process, from the steps that have to take place
0:15.9	to cause the outcome. I think this hyper focus on the outcome is kind of
0:24.3	reducing revenue, not increasing it. What do I mean by that? I think the
0:29.6	everything is about, okay, we get the meeting, then we get the interest, then we
0:36.4	send in a proposal, then we want to close, and it's like, of course we want the
0:41.3	outcome. That's obvious. Clients know it, it's blindingly apparent, but that is not
0:49.3	helping the process. That is not helping the customer. It's running over the
0:56.4	customer. It's ignoring the things that need to take place. And I think we've
1:02.3	all been in that situation in our own life when we're talking with somebody and
1:07.0	you know they only care about the outcome. They don't care about what we need to
1:13.6	learn and understand and get comfortable with to initiate the outcome. That's
1:20.8	what we're going to be talking about today. Because if you don't really get the
1:26.7	process and don't follow and execute on the process, you don't get the outcome.
1:32.0	So what do we do? We just try and find yet another person to sit still for us. The
1:38.8	other part is, how do you come up with that process? Well, the company tells you
1:44.2	the easy process, their process, demo, propose, negotiate, close. And that's
1:50.8	fine if they come inbound. They already know what they want and we're just
1:55.6	basically servicing them. But how about if it's cold outbound? Uh-oh. Then you
2:03.7	need pattern matching. And one of the key things you're going to get out of
2:08.4	this interview today is to have pattern matching. You have to have enough
2:13.3	patterns, enough calls. And the way to accelerate that exponentially is to talk
	...

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