Power Base Selling: Secrets of an Ivy League Street Fighter
- 3h 19m
- Jim Holden
- John Wiley & Sons (US)
- 1999
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
About the Author
Jim Holden is the founder and CEO of Holden International, a globally recognized leader in sales and marketing effectiveness. Holden International has been optimizing the sales performance of major organizations since 1979. The company specializes in highly useable methodologies to assist clients in profitably increasing sales through the seamless integration of sales, marketing, human resource practices, and technology. Holden is recognized the world over as the “Fox people,” providing the Power Base Business Development System. Power Base Selling is the professional business development methodology standard for competitive selling. It is based upon a scientific approach for engaging and defeating competition and penetrating accounts through enhanced political and strategic understanding. Holden International is headquartered in Chicago with global operations. Jim Holden is the author of World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology and The Selling Fox: A Field Guide for Dynamic Sales Performance, also published by Wiley.
In this Book
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The Power Base: Finding the People with Influence
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The Power Base Principle: How Value to the Company and Recognition Build Power
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Foxes: Finding the Heart of the Power Base
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Competing From Within: How to Develop Sales Opportunities
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The Direct Strategy: Making a Frontal Assault on the Competition
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The Indirect Strategy: Pulling the Rug Out From Under the Competition
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The Divisional Strategy: How to Divide and Conquer the Competition
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The Containment Strategy: Using "No-Decision" Tactics to Keep the Competition From Winning
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Setting a Competitive Sales Strategy
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Street Fighting Tactics for Keeping Competitors at Bay
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The Political Strategy
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Should I Compete? Targeting Your Opportunities
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Can I Win?
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Epilogue
