©2009 Brian Burns; (P)2009 Spoken Books Publishing
Spot on Good
It takes the whole sales process into consideration and not just the first meeting.
The case studies.
Anyone in b2b sales will enjoy this book.
Don't know. Don't have the print version yet. Print would be a good reference resource.
Unlike other sales books, this doesn't get into the standard "closing techniques" that so many books do. I've never found those old-fashioned techniques of much value, especially in a B2B environment.
However, this book is a real treasure! It goes far beyond other "sales manuals" and gets to the heart of how to handle B2B sales. The techniques mentioned in this book will work for non-complex sales as well.
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.
Direct, Simple Complete
Challenger Sale and Spin Selling but they only focus on what to say at the first meeting. The problem with that is we need to know what to do after the first meeting.
Easy to listen to.
It is a resource book not a story book. So you want to take it in small bites and go back to learn more.
Most sales books are just a list of tips and tricks written by people who have never sold. This book gives deep first hand insights that are written in case study format and not as war stories.
Chapter 4 was worth the whole book. Unlike the 50 year old ideas that are rehashed on other sales books this is written from first hand selling.
The book is a referrence book which you should repeat as needed not just listen and put on the shelf.
Anyone who wants to learn what great salespeople do differently then the rest this is the book.
First hand examples and comparisons of what makes one salesperson better then another.
This book is what challenger sale tried to do but failed. It also takes into consideration the whole sales process and not just the first sales call.
It simplifies the complex sale. Instead of focusing in on old-school sales topics like cold-calling or pitching it focuses on the what the best salespeople do.
The case studies and laws of selling.
Easy to listen to and understand.
No this is book you spread out and replay to really get.
Most of these sales books are just repeats of the same old positive attitude or 1000 closes. This book explains what great salespeople do differently. It has a lot of info so you have to take your time with the content.
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.
"I loved it!"
I learned a great deal, not sense Spin Selling has a book unraveled the mystery of the complex sale.
"The best sales book on Audible"
Clearly written by a sales person and not a sales trainer.
This was great, very informative, I would recommend this title to anyone in the sales field. You won't be disappointed.
"Review of Marverick Selling Method"
Excellent thought provoking sales book written by an experienced salesperson. It is a most worthwhile investment of your time.
Gerry, in ICT business/solution sales, Greater London
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