THE SECRET TO UNDERSTANDING WHAT PROSPECTS WANT 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

🗓️ 22 July 2022

⏱️ 39 minutes

🔗️ Recording | iTunes | RSS

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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 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	What do customers really want?
0:03.6	We all think that they want speed, low cost, high service.
0:08.4	And yeah, sure they do, of course they do.
0:11.2	But they think they can get that from everybody and anybody.
0:16.2	But what they really want is someone to trust.
0:20.4	Somebody who understands them, gets them that they know can fulfill what they want.
0:29.7	They want a little bit of mind reading, a little bit of focus on them and what they want.
0:37.4	And how does that scale?
0:39.0	That's what I'm going to be talking about today.
0:40.8	We got a great guest today, somebody who has succeeded in Manhattan and is now succeeding
0:46.6	in South Florida, selling very expensive enterprise products and we're going to be talking
0:53.7	about what clients want and what salespeople should be providing them.
1:01.5	And it's not presentations and demos and proof of concepts or value.
1:06.3	It's really getting them comfortable with this change, this upgrade, this shift in technology,
1:14.2	shift in approach.
1:15.7	Because most of the stuff that we're selling requires change, requires a struggle.
1:22.1	And we're all looking for this shortcut.
1:24.8	But we really should be looking for the smarter way of doing it, not just better.
1:31.2	Because better doesn't scale, smarter scales.
1:36.2	There's no limit to smarter, let's focus on smarter.
1:39.9	That's what I'm all about, that's what I try and help people understand.
1:44.0	And what happens is smarter becomes quicker, smarter becomes bigger, and smarter even becomes
	...

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