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The Greatest Sales Question Ever Asked - Brent Long
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In this episode of The Art and Science of Complex Sales, Paul Fuller chats with Brent Long about the mindset behind his new book The Greatest Sales Question Ever Asked.
Brent shares how his personal approach to selling has evolved, and why honest, heart-led questions are the most powerful tool a salesperson can use.
What Inspired The Greatest Sales Question Ever Asked (02:32)
Brent reveals how the book was born from decades of coaching and a growing frustration with vague sales advice. Tired of hearing "ask better questions" without any clarity on what those questions were, Brent set out to define them. The book distills his years of field-tested coaching into a guide that helps salespeople build trust, ask with purpose, and sell without compromising who they are. It also reflects his personal faith and the belief that great salesmanship starts with truth and intention. Brent shares how the encouragement of clients and the challenge from his wife gave him the final push to complete the project, even when revisiting some difficult personal stories.From Tactics to Truth in Sales (07:13)
Brent shares how his early career was driven by competitiveness and control. He was skilled enough to dominate conversations, win deals, and even manipulate people while still making them feel good about it. But over time, he began to feel the disconnect between performance and purpose. That turning point led him to rethink what success in sales really looks like. Instead of pursuing quick wins, he shifted toward serving others with genuine care. This part of the episode digs into the internal conflict many sellers face and how Brent reframed sales as an act of service rather than persuasion.The Three Truths of a Cold Call (11:57)
In one of the most practical takeaways from the episode, Brent introduces his “Three Truths of a Cold Call” framework. Instead of using tricks or clever intros, Brent teaches salespeople to lead with honesty: acknowledge that it is a cold call, admit you might not be calling at the best time, and ask one thoughtful question. This opens the door to authentic conversations and lowers resistance. He shares how this approach has helped clients who were previously stuck break through with even the most resistant prospects. Brent also explains how truth-based selling builds long-term courage and confidence—paying salespeople with emotional momentum before any commission arrives.
Brent's book can be found here.
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