WHAT THIS REP DOES TO CLOSE HUGE 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

🗓️ 1 November 2022

⏱️ 47 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	Hey, so today we've got both a great guest, a great topic, and lots of great examples
0:06.5	on what it takes to become great at VitaVee's enterprise sales.
0:12.4	Now today's guest has an unusual background, certainly to go into enterprise technology
0:18.5	sales.
0:19.5	She started it off as a nurse, and we talk about that journey and how that worked.
0:24.6	When we get into the mind-body connection, we get into trust.
0:30.3	We talk about rigid sales processes versus being organic in yourself, and how to connect
0:38.9	with strangers, and the most powerful thing, that big smile, a nice, friendly smile, and
0:47.0	how to break that ice, to get the other person to want to talk with you.
0:53.2	Not just half to talk with you, because that's where the magic happens.
0:57.7	It happens in the conversations.
1:00.4	It doesn't happen in that rigid sales rep persona that we all seem to fall into thinking
1:08.8	that we're professional.
1:11.3	You can be yourself and not have to be so rigid, because we fall into that trap, and
1:18.8	that customer has kind of pull us into it.
1:21.8	Because if you were on office hours yesterday, we talked about how not to fall into that
1:26.1	commodity trap.
1:27.8	So if you're in the courses to make sure you check it out, I think you really enjoy
1:31.4	it.
1:32.4	Let's get into this interview.
1:33.4	I really enjoyed this one today, and I'll sum it up at the end with kind of what I learned
1:38.4	from it.
	...

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