©2009 Brian Burns; (P)2009 Spoken Books Publishing
I downloaded this in July and liked it the first time I played it on the way to work. I found that I would play it again over lunch and started to use it with my team and they also loved it, unlike other methods we have tried it is natural and logical. Our win rate has tripled and we now have a process that everyone gets and works.
It is focused on the complex sale and targeted at experienced salespeople so it may not be the best first sales book. If you are looking to understand how companies make large purchases this is the best I have seen. It is dense with real world case studies and needs to be worked and not just played as entertainment.
Unlike the other sales books that just reword/rehash the same old material. This book is completely original and accurate. I have been selling in the enterprise for 30 years and even I learned a lot from it. So if you are sick of all positive thinking, work hard, work smart books that do not stick with you.
The ranking of what salespeople do at different skill levels help explain what works and what does not.
Not for the used car salesman.
Yes, I listen to it daily. It was written by a sales person and not a empty suited motivational speaker. All the other sales books seem to be written by grandpa or some chest beating Tony Robbins want to be. This is a great book that maps out the sales process and what great salespeople do differently.
I read the challenger sale and spin selling but they can only help with the first sales call. If you are selling in the b2b space with multiple meeting this book crushes them.
This is not a book for retail salespeople or door to door selling so if that is your position it is not a match.
I am always looking for new books to help my business skills - and the Maverick Selling Method was an excellent use of my credits.
Unlike most sales strategy books which just give a common vocabulary, the Maverick Selling Method is loaded with practical gems that combine to give the whole picture of what will happen -- I'd say every major impediment we have ever run across has actually been addressed in the text.
As a serial entrepreneur of organically-grown companies, the challenge is always to acquire new customers. We strive to employ various Maverick Method strategies with each of our portfolio companies. Anyone who's name gets put on a sales pipeline entry as an owner is asked to keep maps to illustrate their selling process. We encourage maverick skills, attitudes, and strategies -- all expressed clearly in the text.
My favorite part of the book was the introduction of strategies I never see in traditional sources -- for example the innovative and shocking "ecosystem" strategy.
It uses real world case studies to show what works and why. It is not written by some old-school grandpa. It will connect with anyone who is selling larger deals.
Written by someone who has actually sold in this century. Unlike the other sales book who are all the same.
Anyone who has been selling and want to understand how to become better this is your book.
For anyone who wants to be better at sales without the worthless rah, rah, rah.
Any friend who is in sales and sells to companies vs. retail selling. I'm bored with sales books on attitude and motivation. I want to learn how great salespeople sell and that is what this book teaches.
I found out about this book from the maverick selling podcast and it highly valuable. Helped me understand how companies make decisions and how to control that process.
This book brakes down the B2B sales process into how companies buy vs. just how to sell. I listen to the First Call chapter before I call on new client and the chapter Natural Sales Laws when I wondering what they are going to do next. The book for selling to companies not just interpersonal selling.
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