Interview with "The Brutal Truth about Sales and Selling" podcast host, Brian Burns





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Published on Mar 21, 2016


1:25 – How did you come up with the name… The Brutal Truth of Sales and Selling?

2:40 – From the 5/22/14 podcast - How to handle the let me think about it objection.
1. Strategies to prevent becoming commoditized.

5:25 – From the 8/12/14 podcast - How to best handle the pricing question.
1. You said this is probably one of the most frequently asked questions that you receive.

10:30 – From the 3/20/15 podcast - How to always get a call back. No more radio silence.
1. You made a great analogy where you compare radio silence to getting sick, saying that it is easier to prevent your customer going dark than to overcome the silence after you've already become a victim.

15:00 – From the 11/7/15 podcast - 5 ways to differentiate yourself in sales.
1. There so much noise out there. They customers have become good at blocking out the noise unless you're able to help them with something.

20:15 – From the 12/8/15 podcast - Stop Cold-Calling with Jill Rowley.
1. Why do you think that many sales reps are resistant to trying to utilize social selling.

24:10 – From the 1/30/16 - Unwritten rules of sales and selling.
1. You cited 3 real world, non-sales related examples asking how we as listeners would respond. These same strategies could and should be utilized in sales!
1. A woman who needed a specialized brain surgery but the leading doctor isn't taking new patients.
2. A college bound teen who has great grades but so do all of the other applicants.
3. A parent is in the hospital. They aren't able to verbalize their needs and you can clearly see that they aren't getting the care they need.

33:30 – From the 2/20/16 podcast - How to automate ice-breakers, with Owler.
1. You use the term ice-breaker a lot. Can you share what that term means for viewers who may not know and a way to utilize ice-breakers?

Memorable Comments:
6:30 – Many times the person asking for the price may have influence but no purchasing authority (especially in B2B sales).
6:50 – Put your pricing into the least official document as possible. That way they have to come back to you.
9:09 – Plan for the pricing question up front so you’re ready with a polished response!
9:40 – Don’t just run back to the office, prepare and then submit your quote. Strategize first.
11:30 – Sales is a prevention profession. However, people generally work better reacting to things.
11:45 – Radio silence in sales happens when there is NO reason to react!
12:05 – In the complex sales process, this is the absolute wrong thing to do!
• 12;25 – The sales process should be a dance. Create milestones to step your way through.
13:15 – How should sales today be different that type 2 diabetes?
13:50 – How to get reengaged when you can’t get a call back… “Things have changed”
15:55 – Do customers find value in a sales person? Don’t “act like a salesperson”
16:20 – Do you do what you say? Do you follow through with your commitments?
16:40 – For meetings, bring something to the party!
18:27 – Quid Pro Quo – One of the most valuable tools in sales (and negotiations).
19:55 – The @JackKosakowski1 outbox challenge. How many times are asking your customer for something?
21:48 – Start thinking of the Internet as a 25/7 trade show when beginning to sell with social.
22:45 – When social selling, build trust online. Then take conversation off-line.
34:28 – What is an ice-breaker and how to utilize one?
37:45 – Something we are both interested in…
38:45 – Owler helps you leverage trigger events to start a conversation.
39:25 – Owler is like Google Alerts on steroids!
39:50 – How to get a copy of Brian’s audible book for Free!


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