This book outlines what the best salespeople do differently. It is not a profiling book like Challenger. The book explains that it is more about what do rather then what you say. If you are into getting better at sales then check it out. If you are not sure check out the youtube or podcast.
You really need both. It is a book you study over and over again not a novel that is just for fun.
Give it a shot if you love sales.
I didn't finish this so my review isn't completely fair so i rated high anyway because of what i heard, it was done well but the main thing i want someone reading my review to be aware of is that this book is absolutely about 'COMPLEX SALES". I know it is in the title of the book but i made the mistake of thinking that it would apply to other sales and some may - a little bit, but it is sincerely about complex sales so if you are not in the business of selling things that require complex sales, then don't recommend it. For me, i think complex sales is for items that cost hundreds of thousands if not millions and you may only sell 1 or 2 a year while building a relationship with many simultaneously that will be your sales pipeline. These relationships takes months to build. Good luck if this is you.
I would not describe this as rivetting but it does contain some useful information and reinforces some of the truisms around the complex sale.
This book is good for one audience - people contemplating entering sales for the first time. Burns' description of how corporations buy internally is nieve, inaccurate and lacking the knowledge of someone who has succeeded in enterprise or complex sales.
no their selling info seems geared to people selling large programs to national corps I sell insurance t0 small businesses and this book was not helpful.
related the info to a different group of selling situations
mono tone not very interesting
the question would be which ones would I keep
wish i could get a refund. really soured me on audible
I cannot believe these other reviews. If you are 15 and never read a sales book, you are forgiven into think this is a great book. It retitles great sales people and/or sales people who think outside the box as Mavericks, Well yes? but so what?
This book lacked any real design. It seemed like it was simply one comment after another about what not to do. Recommend you pass on this one.
Simplistic, just worthless really. I used to read these 'sales motivatin how/to' books then quit for many years but since I'm in sales and biz is tough I thought this might be a good experience. Wrong. Nothing against the author but this is nothing but generic advice you can find anywhere and in a lot more entertaining format I'm sure. It's just awful, I'd go into detail but there's not enough meat in this book to chew up. You were warned.