THE TOP 3 THINGS THIS REP DOES TO STAY OUT OF THE COMMODITY TRAP

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 June 2023

⏱️ 40 minutes

🔗️ Recording | iTunes | RSS

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Summary

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	How do we differentiate in the world, our world, of sameness?
0:05.5	How do we build trust when we're selling what the client believes is a commodity, a thing?
0:13.7	And how do we avoid the commodity trap when it can be viewed as a commodity very easily?
0:20.3	That's the topic of today, and we're digging into a lot of the core issues that we all face
0:25.5	in business to business sales, and we're going to get into how to work around them, how
0:30.7	to build that trust, how to differentiate when it appears identical, how to win when
0:38.4	you're not the cheapest, how to get everybody in that decision path to buy into you, your
0:46.5	company, and your product.
0:49.1	Guess what?
0:50.1	We all have the best differentiator in the world, ourselves.
0:54.9	And people sense it, people know it, people want to work with the person who is going
1:00.6	to help them the most, the easy person to work with, the enjoyable person to work with.
1:07.6	Remember, in business to business, it's not their money, it's the company's money.
1:13.9	And when I hear, oh, oh, it came down to budget, Brian, we were not the cheapest, we were
1:20.6	not the little who's bid, well, who cares?
1:23.6	I don't think I ever was the lowest bidder, but I always liked winning.
1:29.2	And somehow, some way, when somebody wants your product, they get it.
1:35.6	And I think we too often fall into that commodity trap, and we buy into the commodity frame,
1:44.8	vision, or perception of what it is instead of how we view it.
1:51.5	And that's what we call selling.
1:54.0	It's getting somebody to look at the world our way with questions, with rapport, with
1:59.8	examples, with a little story, a little case study, call it what you want.
	...

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