THE #1 THING THAT CHANGED THIS REP'S ABILITY TO SELL MORE 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

🗓️ 5 July 2022

⏱️ 51 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 ———————————————————————————————————— 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

Transcript

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0:00.0	When you think of the ideal salesperson, you probably think of that likeability, that
0:06.8	personality, the life of the party, the people person, and that can work and it has worked.
0:15.5	But if the sale is complex, if you're calling people strangers up, people you don't know
0:22.2	and you want to build conversations with them, that goes a little ways.
0:29.8	But what really goes far is what we're talking about today in this interview.
0:37.0	It's talking about the curiosity and the interest and the other person being empathetic to their
0:44.9	viewpoint and what they're going through and the struggles and the challenges and the problems
0:51.0	that they face and how to get them to start talking about that.
0:56.6	It's a different skill, completely different.
0:59.7	These people may be quiet.
1:02.0	They may be not gregarious, not the life of the party, but you'll always find them at
1:07.7	the party where people are really engaged in talking with them, sharing their stories
1:14.7	with this person, not leaving them, maybe even people circling around them because they're
1:20.8	curious and to be curious requires confidence.
1:26.3	Now, that doesn't sound logical, but think about it.
1:30.9	Can you be curious without confidence?
1:34.5	Because sometimes when we don't have confidence, we talk to cover up our anxiety, our insecurity.
1:42.8	So curiosity builds off of confidence.
1:47.9	curiosity creates interest in the other person, which then ignites reciprocation and that's
1:55.5	when you get the magic.
1:58.0	Let's get into this interview.
1:59.6	This candidate, or this guest, was a great interview and I certainly understand why he's
	...

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