The Salesman vs. The Speaker. Episode 87 with The Real Brad Lea (TRBL). Guest: Coach Burt.
Dropping Bombs
Brad Lea
4.9 • 2.3K Ratings
🗓️ 9 July 2018
⏱️ 68 minutes
🧾️ Download transcript
Summary
"Often I'd try to sell employee training, and a prospect would say 'No, we don't train.' But that same business will spend fifty-thousand advertising their product or service. That doesn't make sense," says Brad
Why should those businesses consider even a small investment training employees to capitalize on new customers? "Because, if you're not training your employees, then your customers are."
Coach Burt uses a different angle — for him, it's all in the follow-up. "Most people don't go the distance to understand their prospect. How you follow-up matters," he says. "Don't just say 'I'm checking in' or 'I'm following up.' Instead, say 'I believe we lose 10% every day that we don't take action' to drive your sale."
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Transcript
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| 0:00.0 | Listen up, or run, forever. |
| 0:05.0 | Run! |
| 0:07.0 | Run! |
| 0:09.0 | From the people who have access to the people who need it, |
| 0:13.0 | the real brother, Bradley Bons, is dropping. |
| 0:17.0 | Brideley back again with another episode of Drop and Bons, |
| 0:29.0 | today in the studio guest, I've got a repeat customer. |
| 0:33.0 | Last time he was here, he got so many fricking demands |
| 0:37.0 | and call-ins and he dropped so many bombs we had to have him back. |
| 0:42.0 | Ladies and gentlemen, Mr. Coach, Michael Burt. |
| 0:46.0 | Michael Burt. |
| 0:47.0 | Nice to be here, man. |
| 0:48.0 | Coach Burt, what's happening here? Why are you in Vegas? |
| 0:50.0 | I'm in Las Vegas speaking, I'm on a 35-city tour for Remax, |
| 0:54.0 | speaking in other big sales rallies. |
| 0:57.0 | And Las Vegas happened to be one of my stops and I'm like, |
| 1:00.0 | why in the world would I be in Vegas and I go see my buddy? |
| 1:02.0 | No, I'm saying. |
| 1:03.0 | Bradley and get some knowledge and wisdom and confidence. |
| 1:08.0 | Do you find that you get some here? |
| 1:10.0 | I would love to just come here and work every day with Maria. |
| 1:13.0 | Now, why is that? |
... |
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