WHAT IS WORKING TODAY TO WIN MORE DEALS WITHOUT PRESSURE

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

🗓️ 25 January 2022

⏱️ 45 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 ———————————————————————————————————— 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	Some of the same things that make us great salespeople also can make us great sales mentors and leaders.
0:08.0	It's all about trust. It's this human connection that we get.
0:14.0	And this is something that companies forget about. Why they're hiring salespeople.
0:19.0	It's not for service. It's not for scaling. It's about connecting with their clients.
0:28.0	People want to buy from people. If they could just buy off of a website, they would.
0:35.0	But most of the stuff that we sell and be to be, business to business requires communication.
0:42.0	Requires an understanding. Requires a vision of the future. And how their life is going to change. And that requires conversations.
0:53.0	It requires trust. It requires empathy and curiosity. All of these characteristics we need to both sell and to lead.
1:04.0	Today's interview is a little bit different. We've got a great guy who came over to the US at 16 to play soccer.
1:12.0	And I think we all know how those athletic stories and most of them end up in sales.
1:19.0	And he had a, you know, started in retail. A lot of great people, including me, started in retail.
1:27.0	And it's a great training ground. A lot of quick human interaction and dealing with people.
1:34.0	And then became a great rap. And then he made the decision.
1:39.0	And sometimes this decision, I think the key is having interviewed all these great sales leaders comes down to one major thing.
1:49.0	What is their motive to get into leadership? And most of us, the motive is, well, we see it as the next step.
1:58.0	We see it as the progression in our career. We're socialized to move up in the organization.
2:05.0	But that's not the reason you should do it. That's the worst reason you should do it.
2:10.0	The best reason is that you really get that reward out of helping people, building something, mentoring people, developing people, building a team.
2:21.0	Now, very few people have that. And that's why we have very few great sales leaders.
2:28.0	But if having interviewed probably 200 of them, it's the common thread.
2:33.0	And I remember through my own personal experience with managers.
2:38.0	And I've had some. I'll tell you a couple of good ones. I'll give it to them.
	...

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