THE SECRET TO STAYING OUT OF THE B-PLAYER TRAP AND WIN IN B2B 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

🗓️ 14 December 2021

⏱️ 53 minutes

🔗️ Recording | iTunes | RSS

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Summary

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	I talk a lot about the B-Player trap in sales, and in science it's called the Dunning Kruger
0:06.8	effect, and it's so prevalent in sales for a lot of reasons.
0:12.9	One, confirmation bias.
0:14.8	We want to hear and see the things that make sense to us that we can confirm we already
0:21.8	know.
0:24.1	But this creates a tremendous trap in sales, where it happens typically at year two, three,
0:32.9	or four in your sales career, typically right after you've had a great year.
0:38.3	And you attribute a little bit too much of it to yourself and not enough to the situation,
0:44.5	the timing, the product, the territory.
0:47.8	And yes, it's all of those things.
0:50.7	And then what you tend to think is, okay, I've hit it.
0:53.6	I now know what great selling is, and I'm a great seller.
0:59.0	But then all of a sudden you start to have okay years, maybe even a bad year.
1:04.6	And instead of attributing it to your experience and skill set, you attribute it to anything
1:11.5	but that, and that is the B-Player trap.
1:16.3	And it's almost impossible to get out of, unless you really take a hard look at yourself.
1:23.3	It happened to me, I've seen it happen to a lot of reps, some never get out of it.
1:29.6	The faster you can get out of it, the better, and the more conscious you can be of it,
1:35.6	the better.
1:36.6	Now I know everyone's getting a little frustrated with polls on LinkedIn, and I've been guilty
1:42.4	of doing them.
1:43.4	But I have been taking a different approach.
	...

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