Few books will change your life but this one of them. If you are in b2b sales there is no better. I'm sick of the old school books that only talk about your attitude instead how great salespeople sell.
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.
This book was tremendously valuable in transitioning me from sales 101, having worked at Nordstrom and done small business sales with few parties to having to sell to large healthcare systems. Brian's suggestions to build a "path to money" and tips in this book read like a manual on how to make it rain for an organization and for prospective clients. His ability to communicate his transition into sales and a guiding set of principles is something I continue to look back towards this day to coach me through the process.
I've been in the medical device industry for six years. I realized several years ago that I was lacking in knowledge and skills to successfully navigate complex sales.
I stumbled upon Brian Burns and The Maverick Selling Method through some very funny (and highly relevant) videos on YouTube. Brian is an engineer by training (unlike most of us in the sales profession) and that background brings a useful and interesting perspective to his writing. Listening to this book and Brian's podcasts were an epiphany for me. It greatly improved my efficiency and helped me develop a logical sales strategy that can be tweaked and duplicated. It also provided peace of mind because Brian explain the roles various stakeholders play and how to effectively interact with them.
This is a great listen for those new to complex selling and veterans alike. I've purchased a lot of selling books (from Gitomer to Og to Zig) over the years and gleaned useful things from them. "Maverick" ranks up at the top with these authors. A quick read/listen and one you'll return to for guidance again and again. Thanks, Brian!
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.
Brian Burns hit a grandslam in every chapter of this book. He clearly breaks down the thought process of the elite sales professional. Not only does he move past price and product, he maximizes the winning philosophy for people who have developed a unique set of skills that separate them from everyone else.
Most of the Sales books I have read are centralized around some magic bullets/formula that are written by people who have NEVER sold! Brian Burns has been in Sales for longer than I've been alive, and don't just take it from me - He has been through it all and continuously provides content to his podcast listeners - NO BS! Want to get the next step in your life? Listen and Relisten and Relisten.... Or be a B-player who thinks they can learn it on their own. Enjoy your 30 years of learning what Brian has nicely formulated into a little over 4 hours AUDIO version (so no excuses).
I love the content, Paul is a little monotonous.
No, I am consistently listening and re-listening to the book, because it's not something you can just absorb in 1 day and become a A+ player and above(a Maverick) - You have to put in the work. No silver bullets here, but this book has been to the cornerstone to my self-learning success.
Thank you Brian for providing this to the public. I will forever hold you in the highest regards with the upmost respect.