Power Base Selling: Secrets of an Ivy League Street Fighter - Hardcover

Holden, Jim

3.73

85 ratings by Goodreads

9780471510338: Power Base Selling: Secrets of an Ivy League Street Fighter

Hardcover

ISBN 10: 0471510335 ISBN 13: 9780471510338

Publisher: Wiley, 1990

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"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.

"Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology.

"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada).

"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.

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From the Publisher:

Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. Discusses a key step in this process--the politics of selling--showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. Will help those who are already good at selling become competitive salespeople capable of strengthening their position with the customer, while at the same time weakening the competition.

From the Inside Flap:

The company you represent was first in the field and their product line is still the best. You’ve got a number of solid, long-standing accounts with whom you have terrific rapport, and your hot new customer is wild about your discount plan. You’ve done your job, and now you can just sit back and reap the rewards...right? Wrong! Because right now there’s an ambitious upstart out there with designs on your territory. Someone who’ll use every trick in the book to take what you’ve worked so hard to secure—a hardnosed streetfighter who’s made it his or her job to cut you out of any future accounts you may be considering. A savvy sharpshooter for whom sales is definitely not the gentle art of persuasion. Destined to become the bible of the next generation salesforce, Power Base Selling shows you why, in today’s ever-more competitive marketplace, persuading a customer to buy your product is only one part of the sales equation. It offers you revolutionary strategies guaranteed to help you outthink, outmaneuver, outclass, and outsell all competitors. Packed with cases, tactics and no-nonsense guidelines, Power Base Selling grooms you to take control of events, set the pace within accounts, and generally make life as hard as possible for the competition.

Getting past the bureaucrats and straight to the "foxes," with whom the real power resides—meeting, forging, and cementing relationships with them
Strategies for defeating the competition by taking advantage of their weaknesses and turning their strengths against them
Anticipating your competitors’ best moves and neutralizing their efforts
Becoming the ultimate sales soldier of fortune, sharp, aggressive, sassy, classy

Power Base Selling is not another book on the art of persuasion—it is a sales workout that sharpens your eye, quickens your reflexes and prepares you to be a prize winner in today’s street-smart sales arena.

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