THE SECRETS TO SALES MAGIC AND WINNING IN THE B2B WORLD OF SAL

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

🗓️ 10 May 2022

⏱️ 45 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 ———————————————————————————————————— 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

Transcript

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0:00.0	When we talk about what makes up great sales people, great selling, great sales skills,
0:08.2	most of us kind of just come up with cliches, hard working, people-person relationship-oriented
0:15.6	solution, persuasive, all of these elements, and they're all good, the good ingredients,
0:25.0	but today we're going to be talking about the real key to pretty much any performance-based
0:32.0	profession.
0:33.0	Now, when I say performance-based, the word performance may not be the right one, but
0:38.2	it's the closest I've come to.
0:41.0	When I say performance, what I mean is it's how well you do it, and in sales it's how
0:47.8	well you do it in the eyes of the client, the prospect.
0:53.5	That's really all that matters.
0:55.2	It's there.
0:56.2	They're the audience.
0:57.2	They're the receivers of our communication, and all communication is performance-written,
1:04.5	oral, visual, it's all a performance.
1:08.6	It's how well you do it.
1:11.5	Not just the words, the tonality, the inflection, the timing, it's this whole sequence of things,
1:19.7	and that can seem overwhelming at the beginning, but that doesn't change it.
1:25.3	We still have to do it.
1:27.5	Today's metaphor will be martial arts.
1:30.7	I've got a sales rep, turn sales manager with a great history in martial arts, and the
1:38.0	metaphor of martial arts is the repetitions, the practice, the feedback, and that's cycle,
1:47.7	that learning cycle that we all go through.
	...

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