THE #1 WAY TO GET THE FULL TRUTH OUT OF OUR PROSPECTS

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 October 2021

⏱️ 57 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 Video Emails by Covideo = http://www.Covideo.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	When we're involved in a large complex sale, we have several conversations with our clients
0:06.5	over long periods of time, and hopefully more than one person within that account.
0:12.4	And during each of these conversations, because we typically don't get them live, or it's
0:18.5	through email, asynchronous communication, they have the choice to either engage or not
0:25.0	engage.
0:26.0	And they do this for one of two reasons.
0:28.9	When they have to, they need information from you.
0:32.2	They want something transactional.
0:35.7	The other is they want to.
0:38.6	They enjoy talking with you.
0:41.0	They get value out of it.
0:43.2	You're aligned on a purpose and a goal.
0:46.2	You have things in common.
0:49.4	Now if you don't have that, you're in the transactional sales rep category.
0:55.8	If you have that, you're in what I call partners of crime.
1:00.6	Now I wish there was a better description for it, but partners in crime conjures up this
1:07.4	feeling like you guys and gals have something going on together.
1:15.7	It's not malicious, it's not unethical, it is ethical, it's noble.
1:21.8	To try to improve the client's situation, modernize it in some way, automate it, whatever
1:30.4	it is.
1:31.4	It's for the betterment of the company, but the company isn't set up for quick changes.
1:37.4	It's set up for slow or no change.
	...

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