THE 3 SECRETS TO WINNING WITH PURCHASING IN THE B2B SALE

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

🗓️ 1 April 2022

⏱️ 50 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	A lot of us sell the way we wish clients bought, and a very few of us really guide our
0:09.5	client through that process.
0:11.7	I had a great one-on-one yesterday, one of the students just came out of a training course.
0:19.7	I won't mention its name, because you might have strong positive feelings about it, and
0:25.0	I always enjoyed sales training.
0:27.8	Unlike most people, the only part I didn't like was the time away, but I liked different
0:33.5	perspectives about sales.
0:36.9	The challenge is that no matter how well you do it, it's still a microcosm, an example
0:45.9	of what you'd like sales to be, versus what sales is.
0:51.1	It's an unnatural act for a company to buy some new technology and change the way they
0:59.0	do things.
1:00.0	Yes, you might be into renewals or upsells.
1:04.0	That's a different sale, much easier, still not simple, but certainly easier than going
1:10.0	in and talking about yet a new product.
1:13.2	Because when you look at these, they call it methodologies or whatever, you know, they
1:18.7	say, we'll get the criteria, the decision criteria.
1:23.1	The problem is people really don't know, and in the end, it comes down to just a couple
1:29.6	of things.
1:30.6	And most of the time, one thing, why they're going to go with you, versus someone else,
1:37.9	or do nothing, and then the next step is to determine the decision-making process.
1:45.0	Well, let me give you a little hint about human beings.
1:50.1	They're emotional creatures, they use logic to justify their emotions.
	...

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