THE #1 SECRET TO WINNING WHEN YOU ARE VIEWED AS A COMMODITY IN 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

🗓️ 15 July 2022

⏱️ 45 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

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 Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod 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 Flight Plan by = http://www.CirrusInsight.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt Get Free Emails addresses from any company: http://elucify.grsm.io/e/65f Slidebean = https://slidebean.com/truth Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Get Free Emails addresses from any company: http://elucify.grsm.io/e/65f The coupon is: nudge The coupon is: nudge sales selling social selling linkedin sales skills strategic selling challenger sale advanced selling podcast sales gravy sales playbook tim ferriss adam carolla wtf startup cold calling b2b john lee dumas dave ramsey marc maron npr startup saas money reply all serail

Transcript

Click on a timestamp to play from that location

0:00.0	One of the things I talk a lot about is starting where the client is and what I
0:06.3	mean by that is where are they on their interest level, their awareness level,
0:12.4	their perception of the problem that you solve. Now this is critical in the
0:18.6	very early stage of a conversation or prospecting because as mammals when
0:25.6	we're in latent pain, when we haven't realized the pain yet, what do we do? We
0:32.8	rationalize why we don't need what you're selling instead of rationalizing
0:39.4	why we do, which is active pain. And this distinction is a big difference
0:47.7	because if we think that they're already an active pain, they will pull us
0:55.2	into it. Well, tell us about the product. Tell us about what you do. And it might
1:00.0	be too early because what they're doing is, okay, I'll hear you out, but what
1:07.0	they're thinking is why they don't need you instead of why they do. We're going to
1:14.1	get into this in this interview today because what this guest is selling
1:20.2	pretty much everyone thinks is a commodity. Boxes, foam, tape, packaging products.
1:28.0	Now what could be more of a commodity than that? We've had cardboard and tape and
1:33.7	foam and for a good century now, haven't we? There must be a million people that
1:39.4	sell this stuff. But is there somebody who sells what I need is going to help me
1:47.0	solve my problem who's going to help me get the job done? That's what the
1:54.8	client really cares about. They want their personal win. They want their success
2:01.1	story. They don't just want the cheapest. We all think it's just the cheapest, but
2:08.6	it's so much more than that. Now what if you went to college for this thing that
2:14.2	could appear to be a commodity? I think you're going to get a lot out of this
2:19.9	interview because in sales, we tend to get trapped in our prospect or a
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Brian Burns, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Brian Burns and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.