THE #1 THING IN THE WAY OF YOU MAKING THE MONEY YOU WANT

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

🗓️ 6 January 2023

⏱️ 43 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	What if it was us that gets in our way of our sales success?
0:07.3	And this is common.
0:09.7	It's persistent, it's pervasive, including myself, and I think all of us, we tend to not take
0:18.9	the feedback, not be curious about what's going on.
0:23.8	We understand what the other people are thinking and come up with little rationalizations,
0:32.0	little explanations about why the deal isn't closing or isn't closing fast enough.
0:39.8	And this is a big mistake.
0:42.3	I'm going to talk a lot about it on the outro of this episode, but we've got a great sales
0:47.7	rep, turn leader, and has a very different view of it.
0:53.8	We talk a lot about sports and other performances, but he has a different angle on it, but it's
1:01.8	consistent with the performance model of selling.
1:07.8	We do something and sometimes it works, sometimes it doesn't.
1:14.0	And we also kind of try and fill in what we don't understand with some kind of explanation.
1:22.0	And this explanation tends to favor ourselves instead of questioning what it could be.
1:32.8	And the key is the questioning.
1:35.9	And we're going to get into it on the interview and on the outro.
1:39.4	I think you'll really enjoy this one, great sales leader, certainly understand why he
1:44.5	was recommended.
1:46.1	Before we get into the interview, if you're in the courses already, please make sure you're
1:50.5	checking out the one-on-ones and the office hours.
1:53.8	One-on-ones with a second to the last chapter, office hours is the very last chapter.
1:59.9	It's not just a reiteration of the course.
	...

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