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The Maverick Selling Method: Simplifying The Complex Sale Paperback – February 23, 2009

4.7 out of 5 stars 27 customer reviews

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Editorial Reviews

Review

"Most Sales books focus just on What to Say, this book focuses on What to Do and more importantly Why to Do It. I have been selling Seven-Figure Deals for Twenty-Years and I learned a great deal from this book."  - Craig Allen - Major Account Manager
   


"If you have been selling for 5 years or more there no books to help you build your skills. This book fills the gap by showing how the best B2B salespeople sell." - Jennifer Campbell, Software Sales Specialist.
  
  


"While presentation skills and interpersonal skills are important they do not win the complex sale. The Maverick Selling Method shows how the complex deal is different and how to win it." -  Ravi Gupta, VP of Business Development

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.
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Product Details

  • Paperback: 148 pages
  • Publisher: Xlibris (February 23, 2009)
  • Language: English
  • ISBN-10: 1441503501
  • ISBN-13: 978-1441503503
  • Product Dimensions: 6 x 0.3 x 9 inches
  • Shipping Weight: 9.9 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (27 customer reviews)
  • Amazon Best Sellers Rank: #804,154 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Michael Cohen on March 31, 2009
Format: Paperback
I've read several sales books, and it is all just rehashed information that is all good stuff but not anything unique. The Maverick Selling Method is all about modeling people who have been extremely successful at selling in the most difficult of environments. The book explains all the steps that are involved in the complex sale and describes what you need to do at each step. It also has constant reminders of what can go wrong along the way as well as what your competitors will be doing. It is clear that the writer has studied the complex sale for years and has assembled the best strategic overview of how to win every deal.
This book was a great investment in my sales career.
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Format: Kindle Edition
This is an excellent book on how to master the *complex* sale and raise your game from the status of A or B player to that of a "Maverick". Despite the name, it's not about being a lone wolf or loose cannon but more about thinking for yourself and becoming a master of your craft. It's essentially about understanding and executing upon all the critical (and many times, overlooked) steps needed to successfully navigate and close the complex B2B sale.

What I liked about this book is that it doesn't recommend the same old tired ABC techniques that just don't work in a B2B sale (when you're having many meetings with several different players in an organization, each of whom have their own part in the overall purchasing decision).

Brian Burns gives helpful advice such as not changing who you are - sell the way you're comfortable selling so it comes across as genuine. He makes you realize that you may know how to sell but your customer doesn't necessarily know how to buy. The Maverick Method helps you learn how each organization purchases differently and how to tailor your approach to arrive at a positive outcome. Other key points he brings up are making sure to know who all the key stakeholders are in the organization and to engage with each of these people to find out what they specifically care about and learn about "what's in it for them?".

This book teaches how to keep deal momentum going and will train you how to control the sale as it moves through the organization. You'll essentially know what to do ahead of time, which will shorten your sales cycles. After reading this book, I got a much better sense of why previous deals kept slipping. I now have a much better grasp on what I need to do to ensure success.
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Format: Paperback Verified Purchase
I have been involved in complex B2B selling for 5 years now, and have had a fair amount of success in my profession. However, i have struggled in certain situations and found myself making the same mistakes repeatedly due to a lack of understanding the mechanics of the "Complex Sale."

This book is an excellent resource and gave me plenty of insight into why Maverick's succeed where others fail or do not even dare to tread. It helped me to see that although I have been working hard and selling my heart out, my focus has been wrongly-placed. Before I read "The Maverick Selling Method," you could correctly state that "I didn't know what I didn't know." Now I see what's important in pursuing and closing complex sales involving multiple decision-makers.

Burns does an outstanding job describing the common character traits of the Maverick sales professional and the stories keep his book moving along. With that being said, reading this book will not transform you into an A-Player. You need to do your homework: spend time thinking critically about the content of the book and consider how these traits and skills transfer into your specific selling situations. Write it all down and formulate action steps to follow, people to make contact with and (most of all) questions to ask to determine who and what you need to discover in each selling situation to advance the sales process.

Brian, many thanks. Your material has made a tremendous impact on me and my career!
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Format: Kindle Edition Verified Purchase
I've read many consultative selling skills with templates to help you structure the pitch etc.. however I found those techniques to be bit "clinical". I had an inner sales person I just didn't know how to tap in to. More I read step by step guides to Sales the more unnatural it made me feel and created the whole experience awkward. This book is quite different. I actually became successful as a sales person after reading this book. I had lots of obstacles in my way to closing sales such as bad product fit in the market, over priced products, lack of support from factories and everything else. At one stage we joked that we had a better chance winning the lottery than being able to sell. However, after reading this book the penny dropped!. I sold the world's first product with a customer who also helped me fight a consultant who was blocking our product in favor of a competitor product. Structured deals in a way that customers initiated a exclusive agreement with my company locking out competitors. Everything changed from me trying to sell to customers wanting to buying from me. If this sounds too good to be true that's because it does sound too good to be true. All I'm saying is this book made the penny drop!. I can't say with certainty that it will to you as well but might be worth a shot. Must say that in addition to reading the book, I did work extremely hard, never gave up, listen to what customer wanted and REALLY put my self in customers shoes. I put all the internal pressure aside and started saying to all my managers that Shareholders and Customer pay my salary so I'm going to do everything I can to bring a Win/Win outcomes to those people while asking them to "P%^* Off" and let me do my job. I think this book converted me to a Maverick!Read more ›
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