THE SECRET INGREDIENT TO BUILDING TRUST AND WINNING SALES

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

🗓️ 7 June 2022

⏱️ 42 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

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

Transcript

Click on a timestamp to play from that location

0:00.0	Hey, before we get started, I want to thank everybody who's liked, commented, and shared
0:05.1	my content on LinkedIn, or who just told another sales rep about the show, really appreciated.
0:11.3	Now, today's interview, a little different, but I think the key thing you're going to
0:18.0	get out of this is a key element of building trust.
0:23.1	One of the elements that we really don't dig into enough, and I think it's something
0:29.0	that the sightgeist of sales today is trying to pound out of the process.
0:38.0	Everybody wants this conveyor belt, this assembly line of selling high velocity, and some
0:44.8	products and markets fit that very few.
0:49.3	And if you're in that, congratulations, you're very lucky.
0:53.4	Most of us, you know, we're in this kind of no like and trust type of B2B sale, where
0:59.4	it takes time, you need to build a relationship, and what does that mean, build a relationship?
1:05.9	There's a key word in there, caring.
1:09.4	Now we all interact with other people all day at work, we go out to dinner, we have friends
1:15.7	and family, and we can always kind of sense when the other person doesn't care, doesn't
1:22.8	give a crap about anybody, but themselves cares only about what they're getting out of
1:31.9	the transaction.
1:34.3	Now B2B sales is, you know, it's a transaction, but it's really much more transformation.
1:42.5	My transaction is like you go to the grocery store, you pick up the stuff, you pay for
1:46.4	it, you leave.
1:47.6	That's the transaction.
1:49.0	You get stuff, you give money.
1:51.3	Good, it works, everyone's happy.
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Brian Burns, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Brian Burns and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.