THE #1 SKILL THAT NO ONE TALKS ABOUT YET EVERYONE NEEDS TO WIN 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

🗓️ 3 March 2023

⏱️ 40 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	Here's one of the skills that really separates the great reps from the OK reps, and a lot
0:08.1	of people misinterpret this as just pure raw intelligence, or a six sense in sales.
0:16.9	And I want you to kind of think of it as a skill that you can develop.
0:21.8	It's not hard, but it does take concentrated effort, does require thinking, so there's
0:28.1	an intellectual element to it, but it can quickly separate the best from the rest.
0:36.3	What am I talking about?
0:38.5	Judgment.
0:39.5	Now, we use judgment all day long, whether we accept it or not, we might be hijacking
0:46.3	someone else's judgment.
0:47.9	We might be just doing what we're told, we might be doing what's easy, or we might be
0:53.3	doing what's first on our to do, to do list and working our way down.
0:59.2	Well, what we spend our time on pretty much determines how well we do in sales.
1:05.9	If we're spending time on a deal that's not really likely to close and not spending
1:11.8	a deal that could pretty easily close, that's bad judgment.
1:17.8	And a lot of us kind of relinquish this to other people.
1:22.1	Well, we'll tell my manager that, or I wish my company gave me that freedom.
1:27.6	Well, maybe you want to own that.
1:34.4	This is something that helped me in my career greatly.
1:39.9	I hate it waste in time.
1:42.1	And I saw a lot of people wasting enormous amounts of time on deals that had no business
1:51.4	in the pipeline.
1:53.3	Yeah, they were willing to talk to the rep, but I could tell in the QBR, they're never
	...

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