THE TOP 3 THINGS THIS REP DID TO BECOME GREAT AT 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

🗓️ 6 September 2022

⏱️ 42 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

Transcript

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0:00.0	I talk a lot about us being professional communicators, that it is our job to understand the
0:09.1	client and have the client feel that we understand them, that we get them.
0:16.6	And today's guest has a unique background in growing up in this type of situation where
0:24.6	he was kind of forced into empathy, slow down the communication.
0:31.8	I don't want to spoil the suspense here.
0:35.8	But it's a great example, probably not repeatable by most people.
0:42.1	But if you kind of get it, if you kind of say, okay, why don't I just slow down my communication?
0:51.0	Why don't I really check in with my client during the conversation to ask, did I get that right?
1:01.2	Let me repeat that back to you.
1:03.0	What I heard was these little moments of clarity, because often it's the first time we're
1:12.0	speaking to that person, or it might have been a while since we spoke with that person.
1:17.6	We have to get on to the same wavelength, the same bandwidth, so that we understand and
1:25.9	can build trust, because that's why we have salespeople.
1:31.7	You know, because if it's just passing information, we can have videos and content to do that.
1:38.5	But we still need salespeople.
1:40.8	Why?
1:41.8	Because the client doesn't want to read all the content, wants to talk with somebody, wants
1:48.2	to be interactive, and even I have this challenge with the courses.
1:55.5	Everybody wants to talk about their situation before they buy the course, and I get it.
2:01.2	But the courses, they're kind of priced for self-selection, so I try and give you as
2:06.6	much content as possible, and I do have somebody on the team available for calls.
2:12.9	And people rarely show up with questions.
	...

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