An updated and revised version of the business classic Power Base Selling
Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science.
Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.
- Create Demand, as well as competitively Service Demand
- Quickly leverage "Situational Power Bases" to drive up win rates
- Provide customers with value that advances their critical business initiatives
- Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign
- Increase customer satisfaction and competitive differentiation
See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
From the Inside Flap
The original Power Base Selling explained how sellers gain political advantage within accounts by aligning with powerful customer individuals or "Foxes." Based on data from one of the most comprehensive sales surveys in the sales training industry, along with more than 50,000 deal reviews, The New Power Base Selling presents sales as a management science, helping readers understand and replicate superior sales performance. It shows how high–performing sellers leverage three intangiblespolitics, unexpected value, and strategyto win business and maximize value for their customers and their own companies. You′ll build critical insights, including how to: Professionally leverage customer politics with new and advanced concepts and techniques Create unexpected value for customers to build new demand Formulate Compete Strategy and implement it with tactical precision Effectively use LinkedIn, Facebook, Twitter, and other social media tools in a sales campaign Increase customer satisfaction and your competitive differentiation Understanding sales as a management science will unlock your potential to win more business, while delighting customers with unexpected business and political value.