The Champion Sell

The 5 E.L.I.T.E. Sales Habits to Building and Winning with Buyer Champions

By: Richard Rivera

Narrated by: Richard Rivera

Why do salespeople fail to build pipeline, avoid buyer objections and conflict, and convert sales meetings into qualified opportunities? It's not a methodology, process, tendency to challenge, or their product knowledge.

They don't know how to sell to people.

What's the number one reason that sellers struggle to win deals with predictability and control, while continually getting outsold?

They don't build champions.

Simply, these are the two biggest problems occurring in our sales profession today and what Richard Rivera's The Champion Sell will help you and your teams solve. What elite sellers possess, more than any other trait, is the focus, intuitiveness, and ability to build Buyer Champions. The Champion Sell teaches sellers how to Build and Win with Champions, the people who have the power, influence, and economic access needed to win on our behalf. With a focus on evolving the listener's mindset with simple yet science and experience-based concepts for how human buyers react and make decisions, those concepts are applied to practical situations across the full sales lifecycle, for any type of sell.

Leveraging over two decades of complex sales and sales leadership experience, paired with a deep study into human psychology, Rivera illuminates the foundational gaps that exist in our abilities to attract high-trust buyer connections to us and what we sell, inspire Champions to take action with urgency, and empower them to get deals done and win.

These mindsets and habits should be fundamental to our sales craft, yet too many sales managers and modern sales books have neglected to guide focus on the right thing: buyers! Taught through five E.L.I.T.E. sales habits crossing buyer/seller connection, sales conversations and messaging, commitment and urgency, trust, and the closing work that leads to consistent winning, listeners will gain a game-changing level of buyer and sales intuitiveness and elite standards of excellence. No Champion. No Deal!

thechampionsell.com

©2023 Richard Rivera (P)2023 Richard Rivera

One of my Favorites!!

5 stars across the board and recommend to all sellers who truly want to connect with their customers to understand how and why deals get done

tremendous read for complex sales pros

Rich goes an inch wide and a mile deep on this topic, which is very valuable. I have applied concepts from this book with my team and have seen marked improvement in deal size and win rates

The ultimate guide to be an ELITE seller

If you are in enterprise sales, you need to listen to this book, Period. That's all you need to know.

Why are you still reading? want to know more? We had Richard join us at our SKO to present to our team. He inspired, empowered, and guided our team to achieve excellence.
The book is about building and empowering champions (No Champion - no sale) but it is about much more. It talks about leading with a vision, building trust, building empathy, understanding your customers, managing the sales process, understanding and navigating complex buying teams, their politics, and emotions, etc,
This is NOT a book to listen to while doing chores. This is a book to read slowly, carefully, and take notes.
More importantly, this book will make you a better sales professional. An Elite sales professional.

Top 10 Sales Book

I consider myself a student of the game when it comes to sales, making my way through at least 40 books a year on the topic for the last 15 years. I’d say that this book makes it into my Top 10.

Not only does it link in well with the topic of MEDPPICC (as I’d expect from someone that’s ex. BMC, under the tutelage of John McMahon), but it goes deep into the most important section of this - The Champion. Without a Champion, the deal is lost.

There’s a significant amount of usable content within this audiobook, which will make a difference to any sales professional.