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Power Base Selling: Secrets of an Ivy League Street Fighter Hardcover – 18 Apr 1990


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Product details

  • Hardcover: 240 pages
  • Publisher: John Wiley & Sons; 1st Edition edition (18 April 1990)
  • Language: English
  • ISBN-10: 0471510335
  • ISBN-13: 978-0471510338
  • Product Dimensions: 16 x 2.3 x 23.6 cm
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Bestsellers Rank: 1,480,795 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Review

."..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. 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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Customer Reviews

4.1 out of 5 stars
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Most Helpful Customer Reviews

1 of 1 people found the following review helpful By A Customer on 24 April 1998
Format: Hardcover
Power Base Selling is incisive, unconventional and a hell of a good read. The book started with a clean slate as to how sales (and for that matter, all business relationships)should be conducted, and it comes up with some completely counterintuitive positions. Each section of the book draws something from the warrior/philosopher Sun Tzu, often condensing the section's poignant examples and real-world techniques into a memorable sound-bite that I find myself muttering under my breath as I ponder strategies. Stylistically, the book is crisp and accessible. Since I first encountered Power Base a few years ago, I have given away probably a dozen copies, many to friends who aren't even in sales. Like Carnegie's "How to Win Friends . . .", the insight on the workings of business politics are useful for almost everything. Highly recommended!
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2 of 2 people found the following review helpful By A Customer on 24 April 1999
Format: Paperback
I've been selling computer services for 9 years and applied many techniques in selling solutions and commodity type products to customers. From all of the techniques out there, Power Base Selling tops them all especially on how to engage and defeat the competition. This book is the most incredible selling book on the market!
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Format: Hardcover
Holden's book _Power Base Selling_ has long been considered a definitive work. With good reason -- it explains some of the Home Truths of the political aspect of the Sell. As a concept, _Power Base Selling_ is incomplete, as it ignores the *value* side of selling: how do you align your customer's perception of Value to your sales efforts? Fortunately, Holden has addressed this gap with his current _ValuBase Selling_ courses. Viewed purely as a political selling tool, though, _Power Base Selling_ is superb. The problem is, Holden uses a rather annoying, light-weight writing style which tends to lessen the impact of his very important message. Couple that with an attempt to somehow hook in with concepts from Sun Tsu's classic _The Art of War_, and introduce the concept of the "Ivy League Streetfighter", and you end up with a sometimes confusing set of images permeating the book. For this reason, the book is a rough diamond -- it would benefit from a re-write. However, it is the best book o
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1 of 1 people found the following review helpful By A Customer on 26 April 1998
Format: Hardcover
The recipes for success remind the entire salesforce that "high tech" still needs "high touch." Lessons learned will be relearned if the instructions are not followed. I turn to it for insight even after 25 years of experience.
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By A Customer on 8 Sep 1997
Format: Hardcover
Methods described in books like "Strategic Selling" concentrate on the obvious surface of your customer's behaviour. Power Base Selling goes far beyond. It gives you the most precise navigation instrument to move within a complex customer organization. Far ahead of your competition not aware of these basic rules.

But - don't lie yourself!

It is easy to understand, but anything else than easy to practize. Once incorporated it makes you almost unbeatable. So this book is worth every buck!
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