What You Believe About Selling Is Probably Wrong

The Commission Code for Success

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Bob Burg shares his journey from struggling salesperson to sales expert, revealing how learning a proven methodology transformed his results in just three weeks. He explains why selling is about discovering what others need and helping them get it, not convincing people to buy things they don't want.
• The etymology of "sell" comes from Old English "salan" meaning "to give"
• Professional selling means giving time, attention, counsel, education, empathy and value
• People buy when they believe the value exceeds the price or cost
• Value is always in the eyes of the beholder, not what the salesperson thinks is valuable
• Building trust requires both competence (skills) and character (integrity)
• Referral business is powerful because it's built on borrowed trust
• Great discovery eliminates the need for fancy closing techniques
• Address common objections proactively as part of your education process
• Sales is a noble profession when focused on helping others get what they want
Check out Bob's new book "Streetwise to Saleswise: Become Objectionproof and Beat the Sales Blues" co-authored with Jeff West. Visit burg.com for more information about Bob's virtual speaking for teams and events.
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1. Bob Burg's Sales Transformation Journey (00:00:00)

2. Introduction to Commission Code Podcast (00:08:32)

3. Discovery, Value and Professional Sales (00:15:15)

4. Trust-Based Relationships in Selling (00:22:23)

5. Closing the Sale Naturally (00:27:46)

6. Sales as a Noble Profession (00:32:12)