ANYONE CAN BE BUSY BUT FEW CAN SELL - WHICH ARE YOU???
The speaker argues that modern sales reps mistake busyness for productivity, engaging in high activity without focusing deeply on accounts. They advocate for a proven process that requires time investment but delivers actual results rather than just the appearance of effort.
Summary
The speaker presents the concept that 'being busy is the new lazy,' criticizing how sales representatives focus on quantity of activities rather than quality of engagement. When speaking with reps, the speaker observes that they boast about their high levels of activity and numerous tasks, but questions why they aren't developing deeper, broader relationships within their accounts. The speaker offers a specific process that has proven successful for themselves and thousands of course participants, but encounters resistance from reps who claim it will be too time-consuming. The speaker counters this objection by pointing out that their current ineffective methods also consume time, so they should choose between being busy and distracted versus being effective and actually selling. The speaker draws a parallel between busyness and procrastination, noting that both can involve spinning in circles without meaningful progress. They reference the common workplace phenomenon of employees who appear dedicated by arriving early and staying late, yet accomplish nothing substantial. The speaker concludes by emphasizing that in sales, only results matter, not the appearance of effort.
About this episode
https://www.b2bRevenue.com - Brutal Truth About Sales & Selling Podcast Selling in a New Market Space: http://www.amazon.com/Selling-New-Market-Space-ebook/dp/B002V3RWZA FACEBOOK: http://www.facebook.com/pages/Maverick-Method/234345506651411 WEBSITE: https://www.B2Brevenue.com LINKEDIN: https://www.linkedin.com/in/brianburns TWITTER: briangburnsb2b EMAIL: [email protected] - Sales mistakes and the top mistakes that many salespeople make. We all make mistakes but if we learn from those mistakes we will grow as salespeople. Thank you for watching my sales and selling videos. Please check my other videos on my channel. I have several on a wide array of sales and selling topics. They include "sales strategies" "sales prospecting" "lead generation" "b2b sales" "b2b sales selling". Regardless of your selling approach be it "spin selling", "snap selling", "solution selling" "strategic selling" or "customer centric selling". You will found several videos on all of these topics the simple sale, complex sale, sales training, sales workshops, sales closing, challenger sales and selling. We will also cover large sales, sales blog, cold calling, every major sales skill, sales techniques, sales jobs, motivation, b2b sales and selling. We provide highly customized training for all levels of skill. Please contact us with any questions.
Key Insights
- The speaker argues that high activity levels in sales often mask ineffective strategies, as reps focus on doing many things rather than developing deeper relationships with fewer accounts
- The speaker claims that sales reps resist proven effective processes due to time concerns, even though their current ineffective methods also consume significant time
- The speaker contends that busyness functions as a form of procrastination in sales, creating the illusion of productivity while preventing actual results
Topics
Transcript
Today, being busy is the new lazy. What do I mean by that? When I talk to reps, they all tell me about number of things that they're doing, crazy amounts of activity. I say, I go, that's great for keeping you busy, but why aren't you focusing deeper, broader into these accounts? I give them a particular process that's worked for me for quite a while and has worked for thousands of people in my courses. And they go, well, that's going to take some time. I go, well, what you're doing isn't working and that takes time. So this works and takes time also. So do you want to be busy and distracted or do you want to…
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