WHAT THIS REP ASKS TO WIN THE DEAL AND HOW YOU CAN TOO 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

🗓️ 23 December 2021

⏱️ 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 ———————————————————————————————————— 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	Today we got a great interview, a very senior guy who's done really well, good
0:05.8	into sales, different than some people. Most of us, we try and get into it
0:11.7	because it pays well. And we see a future there. Sometimes we get pulled into it.
0:16.9	Today we're going to be talking about how you can really connect with people.
0:23.7	How can you prioritize the deals that you have, the opportunities in front of
0:29.3	you? Because today it's very different. You know, what used to be about the
0:36.4	ones that came to us or the ones we know the best. Today we open up our
0:41.5	computer and it's just full of distractions. But in there are some needles in
0:47.5	the haystack. And we've been taught for years that it's all about numbers and
0:54.7	just go hunt and try and find that needle. Instead what we should be doing
1:00.9	today is where's that needle most likely to be? When's the best time to get it?
1:07.1	Why this place over another? It's called judgment and it really should be a
1:14.0	superpower. One that takes a lot less time than it currently does to develop.
1:19.1	Something you have to work on. But once you have it, it's always there. Let's get
1:24.2	into the interview. I'll sum it up at the end.
1:28.2	Hey Steve, thanks for joining us today as we're getting started. Give us a
1:31.6	little background on yourself. Okay. I've been in corporate sales. Basically
1:39.6	capital equipment for over 40 years. And I've had the privilege before that of
1:44.7	running small and large businesses. And what was the motivation to get into
1:50.1	sales? Well, after having a hundred people work for me and the
1:56.6	attending issues, they go along with that. I thought it would be a good
2:01.4	opportunity to take some of the experience that I've had and leverage those
	...

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