THE #1 THING THAT EVERY GREAT REP NEEDS TO WIN LARGE 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

🗓️ 11 January 2022

⏱️ 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 ———————————————————————————————————— 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

Transcript

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0:00.0	One of the big things that I learned last year was that at the core of all great sales
0:06.1	people is this strong sense of personal responsibility, this internal locus of control.
0:16.0	And they think like entrepreneurs, they take that responsibility, not that they have control
0:22.9	over the whole company, but they focus on the things that they do have control over.
0:28.9	And they expand that to the point where they have influence over so many other things.
0:35.2	Today's guest has taken that because one of the key things that we need to have is the
0:42.0	ability to have a conversation about what our client cares about that isn't just about
0:48.7	us and our product.
0:50.6	We all can do that, but what a client is willing to do, wants to do, likes to do, is talk
0:57.6	about themselves.
1:00.4	And to do that, we've got to know something about them, something about their job, something
1:05.0	about what their persona does.
1:07.9	It can be related to our product or adjacent to it, but if we only are able to talk about
1:14.2	what we do, that's not really selling, that's order taking, that's being reactive.
1:22.4	Personal responsibility is all about proactivity, it's on you.
1:27.6	And the thing about personal responsibility is that it's yours whether you accept it
1:33.5	or not.
1:34.5	It's not voluntary, meaning that if you don't take it, the consequences are on you, regardless.
1:44.2	And today we're going to be talking about really building up that conversation, building
1:49.2	up that knowledge and domain experience to be able to have that conversation about their
1:55.8	industry and what they're facing.
1:58.0	Now, this is only one way of doing it, there's lots of ways to skin this cat, but are you
	...

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