The Maverick Selling Method

The Maverick Selling Method

What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the ...

Author: Brian Burns

Publisher: Brian Burns

ISBN:

Category: Business & Economics

Page: 148

View: 907

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. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick
Categories: Business & Economics

Selling in a New Market Space Getting Customers to Buy Your Innovative and Disruptive Products

Selling in a New Market Space  Getting Customers to Buy Your Innovative and Disruptive Products

Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick ...

Author: Brian Burns

Publisher: McGraw Hill Professional

ISBN: 9780071639682

Category: Business & Economics

Page: 256

View: 353

Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around— using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.
Categories: Business & Economics

The War on Powder River

The War on Powder River

There was no fuss over maverick sales because they were left in local hands.11 "
The usual Montana method of dealing with mavericks , " according to Robert H.
Fletcher , " was to sell them at roundup to the highest bidder , slap on his brand ...

Author: Helena Huntington Smith

Publisher: U of Nebraska Press

ISBN: 0803251882

Category: Fiction

Page: 320

View: 495

Account of the Wyoming range war of the Johnson County Stock Growers Association against homesteading cowboys and small ranchers.
Categories: Fiction

Managing Mavericks

Managing Mavericks

Sales Training Techniques That Pay Off There are essentially two main sales
training techniques : nonparticipative ... It is similar to a maverick's “ canned pitch
sales presentation in the field before a dozing customer who is faking interest .

Author: Leslie J. Ades

Publisher: McGraw Hill Professional

ISBN: 0070003602

Category: Business & Economics

Page: 222

View: 942

Categories: Business & Economics

Maverick Writers

Maverick Writers

Actually , your reputation as a writer clears the way for noninterference most of
the time . It never ... The ideal method for selling one ' s work is through an agent .
... PAUL W . COOPER The Emmy winner dreamed up “ 166 MAVERICK
WRITERS.

Author: S. Jean Mead

Publisher: Caxton Press

ISBN: STANFORD:36105041000089

Category: Fiction

Page: 271

View: 140

This is a collection of candid interviews with some of the best and most prolific writers of out time, who discuss their lives, work, successes and failures as well as their journeys into the Western genre. They also take pot shots at the publishing business and give generously of their experience to fledging writers - sharing techniques, secrets and humor. Maverick Writers could also be called "Anatomy of a Writer," for the subjects share many common characteristics and work habits, yet divers lifestyles. Compiles for apprentice writers and journeymen readers, the book offers valuable writing and marketing material along with downright enjoyable reading. Personalities shine through in each profile -- Back cover.
Categories: Fiction

Maverick the Story of Georgia Pacific

Maverick  the Story of Georgia Pacific

In formulating a plan to acquire the properties , Pamplin devised a unique
method of financing . He decided to sell off part of the timber acquired to pay for
the remainder . It was an old method with a novel twist . Fifty years earlier timber
bonds ...

Author: John R. Ross

Publisher:

ISBN: PSU:000043620272

Category:

Page: 318

View: 750

Categories:

Marketing an Integrated Approach

Marketing  an Integrated Approach

We design products that customers need in the future and let others manufacture
the product . " Savin has been somewhat of a maverick , using product
technology , sales strategies , and pricing policies that depart from the rules of the
game in ...

Author: Carl D. McDaniel

Publisher: HarperCollins Publishers

ISBN: UOM:39076006681212

Category: Marketing

Page: 544

View: 801

Categories: Marketing

America s Textile Reporter

America s Textile Reporter

This overtime work is necessary because the Maverick was built to make fine ,
plain goods , using yarns from 80s to 100s , but it is running on ... and this is not
slight , but he is a driver on the selling end , and the profitable merchandising of
the Maverick product depends upon him . ... The above may not be the exact
method , but it is very close to what happened at the Bur gess during the
Roosevelt panic .

Author:

Publisher:

ISBN: NYPL:33433090918222

Category: Cotton

Page:

View: 616

Categories: Cotton

Maverick Among the Moguls

Maverick Among the Moguls

It was a great satisfaction to participate in and to influence the evolution of a
meaningful process that was reliably ... I was not initially successful in selling my
interpretation of the board ' s mission to be a public service which should
determine ...

Author: Benson B. Roe

Publisher:

ISBN: 0887394248

Category: Biography & Autobiography

Page: 204

View: 651

Autobiography of the former Senior Scientist, Cardiovascular Research Institute, University of California at San Franicsco, the former President of both the California Academy of Medicine and the San Francisco Heart Association, as well as a leader of several other Bay Area agencies and professional organizations.
Categories: Biography & Autobiography

The Maverick Spirit

The Maverick Spirit

But G - P took a long - term approach to the timberlands , instituting a policy of “
dynamic conservation ” – cutting old ... ingenious method of taking huge loans to
buy large tracts of timber and then quickly cutting and selling off a portion of the ...

Author: Doug Monroe

Publisher:

ISBN: 0944641512

Category: Lumber trade

Page: 240

View: 317

Categories: Lumber trade

Organization of the Range Cattle Business in Eastern Montana

Organization of the Range Cattle Business in Eastern Montana

From time to time the question came up at meetings of the cattlemen as to
whether the method of disposing of mavericks ought not to be changed . The
Shonkin association adopted the practice as early as 1886 of selling the
mavericks at ...

Author: Robert Samuel Fletcher

Publisher:

ISBN: UIUC:30112019696605

Category: Cattle trade

Page: 63

View: 978

Categories: Cattle trade

Bulletin

Bulletin

29 From time to time the question came up at meetings of the cattlemen as to
whether the method of disposing of mavericks ought not to be changed . The
Shonkin association adopted the practice as early as 1886 of selling the
mavericks at ...

Author:

Publisher:

ISBN: UCAL:B3357209

Category: Agriculture

Page:

View: 235

Categories: Agriculture

Bulletin Montana State College Agricultural Experiment Station

Bulletin   Montana State College  Agricultural Experiment Station

From time to time the question came up at meetings of the cattlemen as to
whether the method of disposing of mavericks ought not to be changed . The
Shonkin association adopted the practice as early as 1886 of selling the
mavericks at ...

Author:

Publisher:

ISBN: UCAL:$B647452

Category:

Page:

View: 573

Categories:

Who s who in the Western Fiction of Zane Grey

Who s who in the Western Fiction of Zane Grey

Bandon , Kit : In The Maverick Queen , the Maverick Queen , so called because
she buys up mavericks from the cowboys ... for her shady cattle deals and her
original method of payment for sexual serv - ices . ... Thatcher overhears her
arguing with Emery about selling the Leave It . Emery threatens to turn the tables
on her .

Author: John Donahue

Publisher: McFarland & Company Incorporated Pub

ISBN: UOM:39015073871918

Category: Performing Arts

Page: 410

View: 477

"American author Zane Grey has often been called the "Homer of the West." This work provides an index of the characters in Zane's Western novels and short fiction. Organized alphabetically by character, the index provides a brief summary of each character
Categories: Performing Arts

Sales Management

Sales Management

Author: Thomas N. Ingram

Publisher: Cengage Learning

ISBN: PSU:000044181758

Category: Sales management

Page: 452

View: 433

This leading text continues to set the standard with up to the minute coverage of the trends and issues in the dynamic sales field, equipping students with a strong foundation and the innovative skills needed for 21st century selling.
Categories: Sales management

Advertising Selling

Advertising   Selling

This , roughly , is the background for the attempt to use the cross - section method
of obtaining figures to represent the number of ... At that time the atrocious and
vague maverick “ readership ” had not been invented or at least , was not ...

Author:

Publisher:

ISBN: MINN:31951001908171B

Category: Advertising

Page:

View: 674

Categories: Advertising

Selling Today

Selling Today

Awareness of these methods greatly reduces the possibility of tension arising
during the sales call. ... Selling Is Everyone's PERSONAL SELLING FILLS THE
SEATS ^v Mark Cuban, owner of the NBA Dallas Mavericks, has I been
described as ...

Author: Gerald L. Manning

Publisher: Prentice Hall

ISBN: 0131009524

Category: Business & Economics

Page: 527

View: 149

Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success.It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme.For sales and marketing professionals.
Categories: Business & Economics

Australia Now

Australia Now

Forward selling sews up cotton growers ' future veru secure industry , stuu how
much it costs and how Research and Development Corporation ( CRDC ) have
taken a maverick approach to the problem of heliothis . By introducing natural ...

Author:

Publisher:

ISBN: STANFORD:36105005560961

Category: Australia

Page:

View: 774

Categories: Australia