THIS REP'S SECRET TO WINNING IN B2B SALES AND SELLING

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

🗓️ 22 April 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	Early in sales, people make the same classic mistake over and over again.
0:06.1	And some of us never get out of this routine.
0:09.0	We look for the little hacks, the little shortcuts, the little tips and tricks.
0:15.9	And then we think we can cobble them together into a sales process.
0:21.1	But that's not a sales process.
0:23.8	The smartest thing I ever did in my sales career was I modeled myself and I studied the best
0:32.3	sales people.
0:33.6	I started with the books like everybody does, but the books are in this ideal world where
0:40.4	they control the sale.
0:42.4	They control the problem.
0:44.3	They control all the variables and the politics.
0:48.2	But that's not the real world.
0:49.8	The real world is this random thing where there's all these crazy behaviors that are
0:56.6	happening.
0:58.3	And the default is to not change, not buy stuff, stay the course.
1:05.5	The key that you have to learn is to play the whole game of sales.
1:10.8	And to play the whole game of sales, you got to understand the whole game.
1:16.0	Now it doesn't mean you have to study and learn every possible variant of the game, but
1:20.3	you have to understand the core principles.
1:23.6	And then be able to guide the client through it, not react and service them.
1:29.8	Anyone can service a client.
1:32.8	You're like a proposal, can I get you three?
	...

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