Power Base Selling: Secrets of an Ivy League Street Fighter (Hardcover)

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Product Description
"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.

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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First Sentence
The army a salesperson leads is a force of one. Read the first page Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover

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7 Reviews 5 star:  (5) 4 star:    (0) 3 star:    (0) 2 star:  (1) 1 star:  (1)           Average Customer Review 4.0 out of 5 stars (7 customer reviews)		Share your thoughts with other customers: Create your own review
Most Helpful Customer Reviews   2 of 2 people found the following review helpful: 5.0 out of 5 stars I recommend this book as a must read for sales professionals, 25 April 1999 By A Customer This review is from: Power Base Selling: Secrets of an Ivy League Street Fighter (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! Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)   2 of 3 people found the following review helpful: 2.0 out of 5 stars Too many stories, too few principles, 19 April 1999 By A Customer This review is from: Power Base Selling: Secrets of an Ivy League Street Fighter (Paperback) Based on the reviews, I thought this would be a great book. But the author crafts too many exacting stories and not enough principles. If you're ever in exactly the same situations the author describes, you're OK. Normally, my hiliters work hard when I read books. Not this time. I'd suggest reading Strategic Selling and Spin Selling instead. Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)   1 of 1 people found the following review helpful: 5.0 out of 5 stars A"How-To" that separates professionals from practitioners., 26 April 1998 By A Customer 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. Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this) Share your thoughts with other customers: Create your own review › See all 7 customer reviews...		Most Recent Customer Reviews 1.0 out of 5 stars Do Not Buy! This book is written subjectively and with no evidence to back up whatever point it is making. It quotes from an ancient Chinese text "The Art of War" - recommend you read that... Read more Published 14 months ago by Rhubarbman 5.0 out of 5 stars Incisive and unconventional thinking 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... Read more Published on 24 April 1998 5.0 out of 5 stars A rough diamond, but a diamond nonetheless... 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. Read more Published on 4 Dec 1997 5.0 out of 5 stars This is the high end of Value Selling! Methods described in books like "Strategic Selling" concentrate on the obvious surface of your customer's behaviour. Power Base Selling goes far beyond. Read more Published on 8 Sep 1997 Search Customer Reviews Only search this product's reviews › See all 7 customer reviews...

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