THE SECRET TO GETTING YOUR CLIENTS TO OPEN UP AND SHARE
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
4.8 • 1.2K Ratings
🗓️ 28 July 2025
⏱️ 34 minutes
🧾️ Download transcript
Summary
Check out https://www.brevitypitch.com/ - HOW AI SOLVES THE SALES PRACTICE PROBLEM
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:
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Audible 30 day Free Trial:
http://www.audibletrial.com/BrutalTruth
Transcript
Click on a timestamp to play from that location
| 0:00.0 | You ever connect with somebody, a prospect, a friend? |
| 0:05.0 | And why do we want to do that? |
| 0:07.0 | Because we want to cut through all the BS, the fluff, the protocol, |
| 0:15.0 | and we want to get to the core issue. |
| 0:18.0 | And the more we do this, the more we realize that the other person may not know |
| 0:24.8 | the real problem, may not know what they're really trying to do. They just want to accomplish |
| 0:32.2 | something, but they don't know how. That's what selling is all about. |
| 0:39.6 | Say, people want a product, but why do they want it? |
| 0:43.7 | What's behind it? |
| 0:45.0 | Are they willing to fight for it? |
| 0:47.4 | Or do they just want the prettiest and they check a box and lose interest 10 minutes later? |
| 0:53.7 | The problem versus product conversation is a core |
| 1:00.3 | ingredient in every sale. It's not how someone sells. It's in every sale. It's in every sale. |
| 1:10.2 | A manager told me this week, he goes, yeah, but Brian, how about if my reps |
| 1:14.5 | don't want to sell your way? And I'm like, well, it's not my way. It's what selling is. |
| 1:23.6 | In every sales conversation, I'm not talking about a service conversation where somebody calls |
| 1:29.2 | up and has questions and you answer the questions and they either buy or they don't buy. |
| 1:34.6 | That's not really selling, that's servicing. |
| 1:37.6 | That's being a call center, clerk. |
| 1:42.3 | Selling is about understanding what the other person's trying to accomplish, what their |
| 1:46.6 | current world is like and how you can improve it, and how to keep the person focused on why |
| 1:53.7 | they're doing it. Because this crazy thing happens is once they start looking for a product, |
... |
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