."..this book opens your eyes to some of the nuances that can make the difference between winning and losing." ("Marketing Direct", April 2006)
--This text refers to an out of print or unavailable edition of this title.
From the Inside Flap
The company you represent was first in the field and their product line is still the best. Youve 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. Youve done your job, and now you can just sit back and reap the rewards
right? Wrong! Because right now theres an ambitious upstart out there with designs on your territory. Someone wholl use every trick in the book to take what youve worked so hard to securea hardnosed streetfighter whos 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 todays 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 residesmeeting, 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 persuasionit is a sales workout that sharpens your eye, quickens your reflexes and prepares you to be a prize winner in todays street–smart sales arena.