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Product Description
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"Holden′s book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers′ Power Base."–Rodney D. Cotton, Vice President, Sales–United States, Baxter Healthcare, Renal Division.
"Jim Holden′s book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."–Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."– Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate ′end–games,′ and how to ′snatch various victories from the jaws of defeat.′ The conclusion is a revealing ′self–test.′. . . [Holden′s] principles are more applicable today than ever."– Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
"Jim Holden′s book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."–Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."– Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate ′end–games,′ and how to ′snatch various victories from the jaws of defeat.′ The conclusion is a revealing ′self–test.′. . . [Holden′s] principles are more applicable today than ever."– Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
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
Inside This Book
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First Sentence
The army a salesperson leads is a force of one. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
The army a salesperson leads is a force of one. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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