THE SECRET WAY THIS REP GETS THE CLIENT TO OPEN UP

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

🗓️ 2 December 2022

⏱️ 24 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 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	Some of the best salespeople always seem to have a very unique wrinkle in their background,
0:06.8	something that they tend to leverage in both the skill set and an analogy into becoming great at sales.
0:15.3	And today is one of those cases where the person has really applied something that they learned or the mindset or the
0:23.0	skill set required to be successful in one career and apply it to another.
0:28.0	And this is something that we should leverage.
0:31.2	If we're already good at a certain thing, how can we apply it to sales, whether it's
0:37.3	questioning or presenting or building rapport or being
0:42.8	curious or telling stories or just being charming, whatever it is that allows us to connect with
0:51.0	the other person, engage them in a conversation that builds into a business
0:57.6	discussion. These skills are critical. And today we're going to give you a bunch of examples
1:03.7	and how you can apply them to your sale. How do you can develop this skill to get the client
1:10.5	to focus on the things that you want to?
1:13.5	And this is a lot of what I teach and more of a structured approach based off of how the client is thinking and start the conversation, get the meeting.
1:24.9	Instead of focusing on your value proposition, your messaging, all on you
1:29.9	and how great and enticing the product is, that's great if they believe it, if there's a pain
1:37.4	that they want to solve. But until they recognize that, we're really not helping.
1:45.6	We're pushing them away instead of having them magnetically pulled towards us.
1:52.1	Now, there's an idea, Brian.
1:54.2	Go to b2brevenue.com.
1:56.4	Check out the courses.
1:57.5	If you're in the courses, make sure you're checking out the office hours and the one-on-ones
2:01.3	for all the great examples of how people are having success and getting success selling in today's
	...

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