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Synopsis
This book is the most up to date and detailed description of how to win the complex sale. The complex sale has to do with business to business selling, where the dollar amounts are high, there are several people involved in the decision and it is very competitive.
The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front-lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors.Unlike approaches like Challenger Sale, Spin Selling, Strategic Selling or Solution Selling this book shows you how the complex sale works and how to guide your prospect through the decision process. This book is based off both field research as well personal experience.
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About the Author
Brian Burns is a sales leader, advisor and investor. He has spent his twenty year career creating, capturing and dominating early stage innovative markets. During this time, he has played key leadership, management and sales roles for nine venture capital backed companies, resulting in three IPOs and six acquisitions. Through this experience he has developed a unique and powerful sales method for bringing innovative products to market while marginalizing competitors. In his private practice, Brian has founded The Maverick Organization, a consulting firm specializing in assisting companies with their sales strategy, sales practices and in developing an effective sales team.
Review
"Instead of focusing on changing the way you sell, this book identifies how the world's most successful people sell. It does not suggest that you change the way you sell but rather explains how the complex sale works." - Walter Henson - VP of Sales
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- PublisherXlibris
- Publication date2009
- ISBN 10 144150351X
- ISBN 13 9781441503510
- BindingHardcover
- LanguageEnglish
- Number of pages152
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