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The Power to Get in: Using the Circle of Leverage System to Get in Anyone's Door Faster, More Effectively & with Less Exp Paperback – Sep 1998


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Product details

  • Paperback: 304 pages
  • Publisher: St. Martin's Griffin (Sept. 1998)
  • Language: English
  • ISBN-10: 0312195222
  • ISBN-13: 978-0312195229
  • Product Dimensions: 15.2 x 1.8 x 22.9 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 1,025,817 in Books (See Top 100 in Books)

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Synopsis

Explains how anyone with something to present, in the office or everyday life, can identify who needs to get the message or information and how to get past personnel, executive secretaries, or other bureaucratic devices in the way. --This text refers to an out of print or unavailable edition of this title.

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0 of 1 people found the following review helpful By Mark Perl on 15 Oct. 2009
Format: Paperback
The essential whetstone to sharpen your sales success. You'll use its strategies again and again. It's like Tippex ! After you've read it, you'll wonder how you ever got by without it!
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1 of 4 people found the following review helpful By A Customer on 18 Nov. 1998
Format: Paperback
As an owner of an Ad Agency I thought the techniques described in the book were very ineteresting...and powerfull. I thought the strategy involved in making contact with the right people was especilly insightful.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 31 reviews
20 of 20 people found the following review helpful
A Sales System Unlike Any Other 9 May 2000
By Robert Morris - Published on Amazon.com
Format: Paperback
This book was written for those who have serious problems with gaining access to others of special importance to them. Boylan offers a cohesive and comprehensive system to overcome all manner of barriers. He calls it The Circle of Leverage™ and explains it within six different sections entitled:
What's Been Keeping You Out
The Circle of Leverage™ System: What It Is, What's Behind It, and How It Works
The Circle of of Leverage™ System: The Ten Preparation Steps
Making Your Move: The Five Execution Steps of the Circle of Leverage™ System
Advanced Moves
Mastering the Circle of Leverage™ System
Obviously, this book can be very helpful to those in sales but if we expand our perspective to include other forms of persuasion, this book offers even greater value. For example, consider the potential relevance of the Circle of Leverage™ System to recruiting and hiring, M&A initiatives, competing with others in the same organization for its resources, use of customers as an extended sales force, use of "alumni" to locate talent, etc.
The Circle of Leverage™ System is sound. Boylan's explanation of it is thorough and lucid. I recommend this book highly to anyone who is both willing and able to make a sustained commitment to applying these principles. What else will you need? Tenacity and patience.
22 of 25 people found the following review helpful
The Power to get in 7 Dec. 2000
By Jeff M. Byers - Published on Amazon.com
Format: Paperback
This book has changed my sales career. The ease and common sense, which is supplied, has provided me with an almost flawless method to getting into today's largest corporations. My success rate with the power letter is 95% Plus. I get calls back from SVP's who ask me when the best time for me to meet with them. I amaze my boss. He calls me and says, get us an appointment with XYZ company, and in a matter of days I have the appointment. This book is a must for any sales person that needs to gain access to key decision makers in today's e-mail and phone mail business environment. I will be presenting this selling style to over 600 sales people at our national sales meeting this January. If you want to see dramatic success in gaining access to the key decision-makers in today's largest organizations get this book.
Buy Michael Boyland's Power to get in. And make it your new secret weapon.
9 of 10 people found the following review helpful
If you're our competitor, don't read this book 25 Mar. 2002
By Amazon Customer - Published on Amazon.com
Format: Paperback
I've read "Visionary Selling" and "Selling to VITO" and while they're good books, they fail to provide what "The Power to Get In" offers: a systematic, methodical and proven approach to get in front of key executives within any organization. For years, we've been struggling with getting to the key stakeholder, often getting punted down the organizational chart. "The Power to Get In" changed all that by giving a detailed roadmap to get the attention - and interest - of A+++ prospects. If getting in at the top is crucial to your success, get this book.
7 of 8 people found the following review helpful
One of the best books on how to get to the decision maker 15 Sept. 1999
By lrichardson@ccbn.com - Published on Amazon.com
Format: Paperback
As a sales trainer, I am always looking for "books of substance" which explain in detail, how to work a sales cycle and how to sell and influence others. Michael Boylan's book is one of the best I've read over the last 15 years. Many people I've trained have used some of his techniques and suggestions that I've mentioned from the book. Bottom line is great instruction from the book, and we have had great results.
6 of 7 people found the following review helpful
Simply put, here's EXACTLY why this method works... 7 May 2007
By Timothy Wenk - Published on Amazon.com
Format: Paperback
Let's cut to the chase...

Get this book for only ONE reason -- the method WORKS because of the way executives THINK + ACT.

They only do that which is most likely to SAVE THEIR OWN SKIN.

They don't care about being right -- but they are PETRIFIED of being wrong.

It is much safer for them to say NO to incoming new ideas (read: YOU).

They can never be wrong if they simply zap all incoming new ideas (you).

This method turns all that around!!!

The so-called Circle of Leverage involves letting SEVERAL execs (in the company you are targeting) know that you have an incoming new idea.

AND letting each of those execs know that you have also notified the OTHER execs (in that same company).

AND telling all of them about all the OTHER companies you are ALSO notifying.

Now you are playing on each exec's FEARS about being WRONG.

Now each exec CANNOT ignore you, because, if they do, and they are WRONG for ignoring you (your incoming new idea is a winner), they KNOW that every OTHER exec will ALSO know about their MISTAKE.

Also, what if ANOTHER company grabs your new incoming idea? -- That also could make them WRONG for ignoring you.

This method changes their response from "I must NOT respond" to "I MUST respond!"

I used it recently to send a proposal to all the big pharma companies. I did get turned down -- but.... here's the thing -- the rejections all came 6 weeks later. Not immediate, form-letter rejections (as would normally be the case).

I'm convinced that, by using this method, the execs HAD to take the time to seriously consider my proposal before responding.

They could not RISK just ignoring my proposal!

Again, execs are not concerned with being right -- they only act out of FEAR of being WRONG.

GET THIS BOOK!

-- TW
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