THE TOP 3 SECRETS TO BECOMING GREAT AT B2B ENTERPRISE 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

🗓️ 3 June 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 ———————————————————————————————————— 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	As mammals, this is one thing about our brain is that it hates rejection. Over
0:07.1	hundreds of thousands of years of evolution, what we've learned is rejection
0:13.5	equals essentially death because once you're outside the tribe, you no longer
0:18.8	have the protection of the tribe. So we, evolutionarily, our brains have evolved
0:27.8	to just hate rejection. Let me ask you this question, public speaking. How often
0:34.6	have you public spoken? And on the list of fears, it is just below death. Now what's
0:43.5	my point here, Brian? My point here is in sales, what is it? It's a lot of
0:49.9	rejection, a lot of friction, a lot of, we don't know what works. And here's the
0:58.7	paradox of sales and why it's so hard to become great at sales is that what we
1:06.1	have to do is in our smart brain, in our prefrontal cortex, we've got to focus
1:12.5	on the process and understand that the rejection or friction is natural. We're
1:20.1	talking to strangers. They don't know who we are, they don't like us, they don't
1:24.8	know if you're here to take money from us or to help us. And this is the the
1:31.6	challenge that we have in sales. So what do we do? We go out and we look for tips
1:36.2	and tricks. We love the gimmicks because the gimmick looks like there's no
1:42.2	rejection. But not so much. And this mistake that I made my first five years of
1:50.3	sales that I really don't want you to make is that we keep looking for the silver
1:57.2	bullet, the gimmick, the trick, the thing that will work a hundred percent of
2:02.6	the time. But that doesn't exist with people. Nothing works a hundred percent of
2:08.7	the time with people. You could go around offering hundred dollar bills. And
2:15.3	this is going to be about five or ten percent of the people who just say, no, no, I
2:19.2	don't want that. So nothing works with everybody. So what do you do? You have to
	...

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