THE #2 TRAP THAT MOST SALES REP ARE STUCK IN AND DO NOT KNOW IT

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

🗓️ 21 April 2023

⏱️ 42 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 one of the biggest traps that reps fall into and I did as well early in my career
0:07.2	is the service mindset, thinking that we should jump when our clients ask for something
0:15.2	that we work for our clients.
0:18.8	Now Brian, this is what I've heard all my life and this can work in the simple sale but
0:26.1	in the complex sale, it's a collaboration.
0:29.9	We're working with our clients, not for them, until they buy something, they're really
0:36.4	not a client, they're a prospect.
0:39.6	And this is a trap because we think, oh, whatever they want, I got to get it to them as soon
0:46.0	as possible.
0:47.4	But then what happens when we want something?
0:51.6	Crickets?
0:52.6	Ghosting?
0:54.3	That's why we don't want to have the service mindset.
0:57.7	We want a collaboration mindset.
1:00.6	Not this pushy, persuasive, hard closing mindset either though.
1:08.5	It's a collaboration.
1:09.8	I know it's hard to really identify that balance but execute on that balance because most
1:17.6	of the mistakes and other traps that we fall into in the complex sale are caused by
1:24.3	having the service mindset.
1:26.6	You're trying to do the right thing and it bites you pretty much every time.
1:33.1	It can work with repeat customers and in certain cases but I see it all the time.
1:39.8	Not only with the reps I talked to but notorious on LinkedIn and the comments that I see, these
	...

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