THE SECRET TO SELLING THE HARDEST OF HARD IN B2B SALES AND SELLING

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

🗓️ 8 September 2022

⏱️ 40 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 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

Transcript

Click on a timestamp to play from that location

0:00.0	When we talk to salespeople, we typically hear a sales voice, that business and professional
0:09.0	sounding sales voice, and there's all kinds of versions of it.
0:15.2	And then the next thing is they tend to go through a rigid sales step process.
0:23.6	A process is good, but when it sounds like you're going through somebody reading a script
0:31.2	or checking off a checklist, we don't feel like we're really engaging with a human being.
0:37.9	It's one step above robot, and that makes human beings alienated.
0:46.0	And so how do we get away from that?
0:47.9	What we want to do is have conversations like normal people, like people you work with,
0:55.3	people you know, your friends, your family, your associates, people that you want to talk
1:04.9	to, not people that you have to talk with.
1:10.2	And these conversations are where the magic happens.
1:14.6	Now nobody thinks they've got a sales voice, nobody thinks they're following a rigid process,
1:21.2	but listen to them, or record yourself.
1:26.0	There's millions of ways of doing it for free today, and hear yourself out.
1:31.1	See if you sound robotic, see if you sound like an infomercial, and if you do change it,
1:39.4	soften it up, become a little bit playful, a little bit gregarious, a little bit,
1:45.0	interesting, if you can.
1:48.8	And these conversations are so critical, because, you know, if we have inbound,
1:54.6	like retail or somebody comes into the store, hey, how can I help you?
1:59.2	That's one thing, and it doesn't matter as much there, where it matters most is in cold outbound.
2:08.0	Because nobody wants to hear a commercial, nobody turns the TV or the radio on,
2:14.0	I hope there's a new commercial on tonight.
	...

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.