WHY YOU NEED TO DEVELOP THIS SUPERPOWER TO WIN MORE 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

🗓️ 15 November 2021

⏱️ 47 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	What if you were all nice and comfy at a company, you worked your way up, you were well respected,
0:06.2	you knew how to sell the service, and then you go to a startup where it's all new.
0:13.9	It's not a transactional sale, it's a transformational sale, it's an enterprise, business
0:19.4	to business, large dollar amount, changing the way they do business.
0:24.8	Sound familiar?
0:25.8	I think a lot of us are in that space.
0:28.5	And you have to learn that.
0:30.5	You've got great sales experience, but it's kind of doing something different.
0:35.8	Much more of the transactional, you get action, you know if they're going to buy or not
0:41.7	immediately, then you move to the enterprise sale where it's a step-by-step process.
0:49.4	It's not just what you say.
0:52.7	Too many of us think selling is what you say.
0:57.5	It's part of it, but in the enterprise space and the business to business space, it's
1:01.3	a small part of it.
1:03.5	It's keeping direction, momentum, and control over a deal.
1:07.7	And that's not just finding the problem and building it up to get them to have urgency
1:13.4	to take action.
1:14.4	That's a little piece of it.
1:16.3	You've got to know where to take them, how to build up that confidence in the product.
1:22.6	And it takes time and there's time gaps between the meetings.
1:27.5	Now this is very different than what most of us are taught.
1:30.4	We're all taught about asking the questions, have a close, and that's all good.
	...

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