VINCENT
(VINCE)
BURRUANO

"Performance management is notoriously difficult to get right, but not impossible. In this series we speak with experts to get their insights into creating an effective performance management system. As a part of this series, we had the pleasure of interviewing Vince Burruano.

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Vince Burruano is an independent consultant who focuses on helping companies improve their performance by recruiting, training, and developing top sales professionals and leaders. He believes learning and growth are the keys to success at both the individual and team levels. Vince is the author of several books including “A Daily Dose of Sales Wisdom,” “The New Sales Professional’s Playbook,” “I’m Not In Sales…I’m a Lawyer,” and “Hey Coach, I Gotta Pee!” He is a member of the Forbes Business Development Council as well as a member of Rotary International. Vince earned his MBA from The George Washington University and has a Bachelor of Philosophy from the Catholic University of America. He resides with his family in South Carolina."

"Welcome back to 'Moving Into the Future.' Today's episode features an interview with Vincent Burruano, critically acclaimed Author and Sales and Business Management Coach, conducted by Jack Macejka, VP of National Sales at The Advance Group. Given Vincent's decades of sales experience, Jack inquires as to how his experiences have influenced his writing and the lessons he chooses to share with his audience. The two discuss everything from their personal sales experiences to how they choose to make a difference in their communities. Listen to the full episode to learn more about their similarities and to hear more of this fascinating conversation."

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Link to full podcast here: 

https://www.youtube.com/watch?v=koYL8IxxlxY&t=2s

"The biggest challenge is probably discerning if the prospect is a serious buyer or just kicking tires, asking questions to uncover what the prospect values will determine whether your offering aligns with what they want to achieve."

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“If you offer a great product, with excellent service, but are the most expensive in the market, it probably doesn’t make sense to work with someone who doesn’t value quality and wants the cheapest price. Can you convince some people to change their mind? Yes, but the odds are stacked against you. You’re better off looking for prospects more aligned to your value proposition than to spend excess time trying to change someone's mind.” 

"Join these two authors, John Asher and Vincent Burruano, talking about what took them so long to write their books. That leads to the motivation behind Vincent's latest book, "A Daily Dose of Sales Wisdom". This takes us to an important distinction regarding being nice can be unkind. What Vince means is that honesty is necessary to build trust, and sometimes that means telling a hard truth or two to your sales team. They both make the distinction between being honest and being mean or brutal. These are great communication skills and will help you help your team improve without being on the defensive. Tune in for this episode of Asher Sales Sense, 'Being Honest Isn't the Same as Being Mean or Brutal, But It's Necessary.'"

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Vincent "Too often, we are busy and not productive and we're so close to it that we can't tell the difference."

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4. Walking Away From A Deal

"The greatest risk in securing any new business is the willingness to walk away from a deal that fails to meet your objectives. It is also an approach that will force your prospect to take notice and either become more reasonable or validate that a deal was not to be had in the first place. Demonstrating strength at the risk of losing an opportunity is the way to ensure success."

"It is essential to develop a marketing plan to help promote your new book. A great method is to ask for reviews that you can use on the book’s cover as well as inside. Testimonials from other authors and well-known industry professionals will add credibility to your offering. It will also provide you great comments to use in promoting your book before and after it is released. Remember, you want to start promoting your book in advance of it being available for sale to begin to generate interest and support. You can use the quotes from the testimonials to assist with this process. Remember, it is much more impactful when someone else is singing your praises."

8. Professional Sales Learning And Development

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"Focusing on the area of professional sales learning and development is essential. Often training is the first thing cut when things become challenging. However, this is exactly when you should be investing in the people most able to turn the tide and drive revenue growth and profitability. Invest in your sales organization as if your organization's success depended on its efforts and results—because it absolutely does."

"Vince is the former VP of Commercial Sales with JK Moving, the largest privately owned moving company in North America.  Since leaving JK, Vince has gone into sales coaching and consulting, and is the author of "Daily Dose of Sales Wisdom" and 'Hey Coach I got to Pee". Stay tuned for Part 2 where we continue the conversation with Vince. 

Connect with Vince: https://www.linkedin.com/in/vincent-burruano/ 

Vince's books: https://www.amazon.com/stores/Vincent-D.-Burruano/author/B09F4X7Y9B 

About the Show 

Wade Swikle is the CEO of 2 College Brothers Moving, Storage and Franchising, currently with locations in Tampa, Gainesville, and Orlando, Florida. Find him online at https://www.2collegebrothers.com "

“Business consultants work in every industry, as the need for real world expertise and perspective is universal,” explains Vince Burruano, an independent business consultant and president of Vince Burruano Consulting Services, LLC. “This includes nonprofits, government, non-governmental agencies, and nearly any other form of organization that operates to generate a profit or some other mission. Anywhere where an organization wants to realize a specific set of outcomes, who is struggling to achieve these goals, would benefit from engaging a consultant to help them.”

Vince is the former VP of Commercial Sales with JK Moving, the largest privately owned moving company in North America.  Since leaving JK, Vince has gone into sales coaching and consulting, and is the author of "Daily Dose of Sales Wisdom" and 'Hey Coach I got to Pee". Stay tuned for Part 2 where we continue the conversation with Vince.

Connect with Vince: https://www.linkedin.com/in/vincent-burruano/

Vince's books: https://www.amazon.com/stores/Vincent-D.-Burruano/author/B09F4X7Y9B

About the Show

Wade Swikle is the CEO of 2 College Brothers Moving, Storage and Franchising, currently with locations in Tampa, Gainesville, and Orlando, Florida. Find him online at https://www.2collegebrothers.com

20. Focus On 'We,' Not 'Me'

"The best advice I received as a business development leader was to understand it was no longer about the 'me,' but all about the 'we.' I was no longer the focus. It was my responsibility to focus on how I could best support my team and ensure their success. It was great advice. The more I focused on helping others achieve their dreams, the more readily I was able to achieve my own goals."

Link to article

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"Don’t call it a proposal, call it a 'recommendation'. Experts provide recommendations after conducting a thorough discovery and analysis. Sales professionals should do the same. By thinking of yourself as an expert providing a recommendation, you become a consultative salesperson that's more trustworthy. We're pre-conditioned psychologically to respect recommendations from experts."

13. Don't Toot Your Own Horn

"The best results come from focusing on others and sharing their story, not ours. In turn, this helps us demonstrate how others can join in and contribute. The funny thing about this strategy is that we end up with much better coverage from others who join our cause and acknowledge our contributions. These accolades are always more valuable than tooting our own horn."

“Develop a list of questions that elevate the conversation. You need to demonstrate that you have expertise and experience in the area you’re selling in. Be properly prepared to have a business conversation with stakeholders that demonstrates your higher-level understanding of your role–to solve business problems–not simply to sell something.”

Predictably Irrational: The Hidden Forces That Shape Our Decisions By Dan Ariely

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"This is a powerful mind-influencing book for several reasons:

First, you would learn how the author was seriously burned during an explosion while growing up and how this motivated him rather than stifled his personal development—which is truly inspiring. While this is part of the story, the book is about how humans think and make decisions.

The author illuminates some very complex topics in a simple and easy-to-understand manner. You don’t need to have a degree in psychology to understand and appreciate this book. As the author uses many examples that are familiar to demonstrate how we are predictably irrational–how we make decisions that don’t make sense. 

The examples are great because it causes you to evaluate your decision-making process and you can often remember making a similar decision in a similar context. This approach personalizes the experience for the reader and makes the information easier to comprehend.

The book also shares with the reader how companies, who have a very good understanding of human behavior, often market, or position their products or services in such a way as to motivate us to not only buy but to pick a specific option. 

By creating a context for us to evaluate the value of products or services, they can influence our thinking and behavior. This book is powerful because it will open the readers to being more thoughtful about their decision-making, as well as help them to get the desired behavior in others. 

In this way, I found the book to expand my thinking on the topic and to pause before deciding to ensure I understand the reason why I would want to make a specific choice."

"In this episode of, Let’s Talk Moving. Your host, Yuriy Margolin, owner of Moving Sales Professionals. The number one Sales call center for the Moving Industry. Had the privilege of interviewing Vincent Burruano, author of “A Daily Dose of Sales Wisdom” and “The New Sales Professional's Playbook”. Vince is not only an accomplished author and speaker but he very passionate about helping others learn the sales profession. He’s is an excellent Sales trainer and member of Forbes Councils."​

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Link to full interview here: 

https://www.youtube.com/watch?v=apWuCRRN5vQ

7. Focus On The Value You Create Versus Your Competitor's Price

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"Price solutions are based on the value you create versus how your competitors price the market. If your solution will create $1 million in value in year one, it is worth more than if it creates $100,000 in value. Too often we price solutions based on what we think someone should be willing to pay in absolute terms. If you are creating value, you deserve an investment price relative to the value."

7. Personalize Your Messages

"The ease of email is a double-edged sword. Easy to send, hard to get noticed given the slew of emails a prospect receives each day. Start with research. Learn about the prospect and their business. What is going on in their industry? What challenges might they be facing? Then, send a personalized note with some useful insights. Open the door to dialogue by offering your expertise."

Prioritize Questions About Budget, Needs & Authority 

“The questions you develop should focus on three core areas: need, authority, and budget. First, does the person or company have a real need? Is it a need you can satisfy? Can you actually help? Second, does the person you are speaking with have the authority to make a buying decision? If not, who will make the final decision and authorize the purchase? Third, is there a budget or funds available for the acquisition of a product or service? If not, how might the person or company justify an expenditure to acquire the solution if it will truly solve their problem or make their world better?”

Vince is the former VP of Commercial Sales with JK Moving, the largest privately owned moving company in North America.  Since leaving JK, Vince has gone into sales coaching and consulting, and is the author of "Daily Dose of Sales Wisdom" and 'Hey Coach I got to Pee".

Connect with Vince: https://www.linkedin.com/in/vincent-burruano/

Vince's books: https://www.amazon.com/stores/Vincent-D.-Burruano/author/B09F4X7Y9B

About the Show

Wade Swikle is the CEO of 2 College Brothers Moving, Storage and Franchising, currently with locations in Tampa, Gainesville, and Orlando, Florida. Find him online at https://www.2collegebrothers.com

"One of the worst mistakes a business can make is to send customers a survey about their experience and not respond appropriately. While it is great to receive a 5-star rating when you inquire, what are you doing when you receive a lower rating?"

Keynote Breakfast Presentation at the Illinois Movers and Warehousemen’s Association 70th Annual Meeting.  Vince’s presentation was entitled “Coaching, Developing and Leading Sales Professionals”  Here is a glimpse of the presentation.