Make It Happen Mondays - B2B Sales Talk with John Barrows

Brian Will: Mastering the Art of Persuasion for Sales and Negotiations

Jan 8, 2024

Brian Will, a seasoned entrepreneur with over 35 years of experience, shares powerful insights on negotiation and overcoming sales objections. Topics discussed include the psychology of sales, strategies to address mistrust, the importance of active listening, and the criticality of preparation. Advanced selling techniques are packed into this episode to level up your sales skills.

50:01

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Brian Will

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Quick takeaways

Thorough preparation and addressing objections early are crucial in negotiations.

Building trust through active listening and connective responses is essential for successful negotiations.

Addressing pricing objections upfront and anchoring the sale set clear expectations and maintain negotiation power.

Deep dives

Seamless CRM and Sales Negotiation Tips

HubSpot Sales Hub provides an easy-to-use platform for seamless sales with 360-degree deal management and real-time reporting. The importance of preparation and overcoming objections early in the sales process is emphasized. Building trust through active listening and connective responses is crucial. Pricing objections should be addressed upfront, anchoring the sale and setting clear expectations. Walkaway lines are advocated as a tool to maintain negotiating power. Negotiating with procurement and legal teams requires positioning oneself as the buyer's representative. Personal anecdotes highlight the effectiveness of negotiation strategies.

How to Build Trust Early On

01:15

Introduction

2min

From Unconventional Education to Multifaceted Entrepreneurship

5min

The Importance of Preparation and Overcoming Objections in Sales

4min

Breaking Down the Wall of Mistrust

12min

Striking the Balance and Understanding Changes in Negotiations

3min

Coaching CEOs and Confronting Pricing Challenges

2min

Pricing and Anchoring the Sale

17min

Acquiring a Chain of Restaurants for Free

3min

Guest provides information about himself and encourages strong negotiation

2min

Brian Will, a seasoned entrepreneur with over 35 years of experience, shares powerful insights on negotiation and overcoming sales objections. Brian's multifaceted background, from military service to business ventures, offers great perspectives on the psychology of sales, strategies to address mistrust, the importance of active listening, and the criticality of preparation. This episode is jam-packed with advanced selling techniques that are crucial for any level of negotiation.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: bit.ly/JBMembership

Visit the HubSpot Website: https://www.hubspot.com/

Connect with Brian:

Instagram: https://www.instagram.com/thedropoutmm/?igshid=YmMyMTA2M2Y%3D

Linkedin: https://www.linkedin.com/in/brian-will-07823b6/

Youtube: https://www.youtube.com/channel/UCxoxEUCYLFWi90uRiEuW09A

Website: https://brianwillmedia.com/