THIS REP'S SECRETS TO CLOSING DEALS WITHOUT THE NO DECISION

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

🗓️ 11 October 2022

⏱️ 48 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	We do a lot of work over here at the podcast trying to find the very best sales
0:05.4	people in the world and it's a lot of work. We've got full-time people on it and
0:10.4	you've probably seen my posts on LinkedIn and we try and vet the people as much
0:16.2	as we can and sometimes we're even surprised. We're overwhelmed with the
0:22.1	talent that I've been able to talk with, the distinctions that they've been able
0:27.3	to share. Things that I think a lot of us overlook that we don't want to hear
0:32.6	or we don't want to try or we don't want to change. We just want to kind of
0:38.1	confirm where we're fine where we are. Well if you're fine where you are that's
0:43.8	fine but if you want to get better it usually requires a little bit of discomfort
0:50.0	sorry. But today's guest was a pleasant surprise. There's you know certain
0:58.7	tells when you're dealing with salespeople you know are they showing up on time
1:03.0	are they prepared are they confirming back? Did they do their homework? Are
1:08.4	they bringing real distinctions for the audience? That's what I want. Hopefully
1:13.1	that's what you want as well. And today's guest brought us. Listen to the very
1:18.4	end he's got a very interesting close. Both the wording the tonality and the
1:24.6	timing of it are all pretty good. Pretty aggressive. Maybe not for you maybe not
1:30.6	for me but works for him and it's worth considering. Maybe not on the close but
1:36.4	on different stages of the sale. Because so often what we're selling is viewed as
1:43.4	a nice to have something that let's see let's see what it costs let's see how it
1:47.4	works you know those commodity type questions that we get for clients. Yeah it's
1:54.1	an option. Maybe we'll consider it in the future. You know how that is. That's a
2:01.0	lot of work with no pay. So let's get into this interview I think you're going
	...

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