THE #1 SECRET TO PREVENT THE COMMODITY TRAP OF B2B SALES AND SELLING

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

🗓️ 1 September 2022

⏱️ 50 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	What do we all face in sales when we talk to somebody who doesn't really see the difference
0:06.8	between us and all the other alternatives?
0:10.9	This commoditization, this is a natural thing that we do when we're customers and certainly
0:18.6	all of our prospects do until they find out what's unique about us.
0:26.3	Our guest today is selling something that I think everybody who is not in the industry
0:32.6	would assume is a commodity, it's tree care, you know, being able to remove trees, trim
0:40.9	trees, manage them.
0:43.8	And you're probably thinking, well, that's a guy with a saw in the ladder.
0:49.1	Well, it can be, but in certain situations, it's a pure profession and something that
0:57.1	people overlook and when you're selling it, people naturally just go to the cost, not
1:04.7	the benefit, not the outcome, not the implications of doing it wrong or the benefits of it being
1:14.2	done right.
1:16.0	So we're going to get into this topic and this is something that I see a lot of sales
1:19.9	people fall into.
1:22.5	They fall into the frame of what the client thinks is a commodity and we all can be positioned
1:30.7	as a commodity and it's a natural thing.
1:34.6	It's not that they're being rude or obnoxious, it's because they don't understand.
1:40.5	Let's get into the interview.
1:42.1	What we do, make sure you're checking out our friends over at Scratchpad, fastest, easiest
1:46.8	way to get the stuff out of your head and into the CRM, keep it up to date so that it's
1:51.7	there when you need it most and also has the side benefit of making you look like you
1:58.5	are a CRM master without putting much time into it at all.
	...

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