WHAT EMOTION IS NEEDED TO CLOSE THE HARDEST DEALS IN 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

🗓️ 29 September 2024

⏱️ 45 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Check out https://www.brevitypitch.com/ - HOW AI SOLVES THE SALES PRACTICE PROBLEM

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,

Here are some student interviews from the courses:

————————————————————————————————————

Audible 30 day Free Trial:

http://www.audibletrial.com/BrutalTruth

Transcript

Click on a timestamp to play from that location

0:00.0	Today I probably have a guest who has the most unusual background and certainly the most
0:08.4	unusual as what people would presume would never work in sales. Today's guest was a former pastor. Now when you
0:19.6	think of salespeople too often and unfortunately people think of kind of the opposite of a
0:29.1	pastor, but there's a lot in common.
0:32.4	There's a lot of similarities and there's a lot in common. There's a lot of similarities and there's a lot of transferable skills and we're going to get into it.
0:38.0	And I think the key thing you're going to get out of this, or one of the key things is that the perception of
0:47.0	salespeople is almost the opposite of what great B2B sales people are and become.
0:56.2	Because people naturally think sales is like selfish,
1:01.0	fast talking, manipulative, but that doesn't work in business to business.
1:07.5	It may work in business consumer.
1:10.0	I don't even think it works there anymore though.
1:13.7	But it's more forgivable there because you only have to deal with that person for a transaction.
1:20.6	Looking for a car or TV. You want more help than they're given but you did your
1:26.7	own research and it's not that complex but in business to business it's just the opposite. You need and want to interact with that person
1:38.0	over a long period of time. Months, several months, maybe even more than a year in some cases. So the character of a
1:48.4	great salesperson has to be super high, has to be ethical, because the presumption of what a salesperson is before they meet
1:59.3	us is not very high we have to really get people to understand the level of
2:06.1	integrity that it takes to be a successful enterprise salesperson. Let's get into this interview. I think you're going to enjoy it. It's a great guy of a really interesting story and at minimum you're going to, how do you transfer from one profession like being a pastor
2:27.5	to a technology salesperson? That's a pretty big change. A big leap. There's a lot of lessons that could be in there for us all. Let's get into the interview. Before we do, I want you to make sure you're checking out our friends over at brevity pitch.com.
2:47.2	This is using AI to become your role play partner.
2:51.9	Remember when you first got into sales you wanted to practice and maybe
2:55.7	you had somebody next to you that would. But as you progress in your career, practice tends to be the first thing that we skip. We say we know
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Brian Burns, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Brian Burns and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.