THE #1 THING YOUR NEED TO LEARN NOW TO CRUSH YOUR NUMBER

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

🗓️ 31 March 2023

⏱️ 39 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	I think this episode is going to be a keeper because what I see people doing so wrong in sales
0:07.8	today is they're playing the wrong game. And what do I mean by that? Think of your sale from start
0:15.6	to finish, from lead to referral or from prospecting to referral. Characterize it, draw it out. Look for patterns.
0:28.3	And then ask yourself, is my strategy, is my approach matching the game that I'm playing?
0:36.6	The process, the steps that the client wants to take,
0:39.6	that we need to take with them. And what you'll find is, well, no, it doesn't. And then when you
0:46.6	see all the content out there about sales, 99.9% of it is purely that pitch, objection handle, close for something. And does that
1:03.5	really fit your sale? Maybe it does. Maybe you have a very transactional sale and it doesn't
1:10.4	require much strategy. I don't know what you're selling.
1:14.2	But here's, I want you to start thinking about this because the more I start to think about it,
1:19.4	the more I notice that the bad habits, the poor content, the mistakes that people are making
1:27.4	is that they want it to be a transactional
1:30.8	sale, but it's more of a complex sale. And they just want to ignore that complexity or find
1:39.4	somebody who doesn't have that level of complexity.
1:47.1	But is that really the best way to do it?
1:51.0	Or do we adapt ourselves to it?
1:55.4	Because you're not going to find two identical deals,
1:56.9	but there will be patterns,
1:58.6	no matter what you're selling, because you're selling typically to similar people.
2:03.9	And just that, you know, having the conversation, handling objectives, closing for the next step,
2:10.8	there's a lot more to it than that.
2:13.7	Even if you ignore it, it's still there.
	...

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