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1 of 1 people found the following review helpful
on 24 April 1998
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
on 24 April 1999
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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on 4 December 1997
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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on 25 November 2010
Power Base Selling if applied exactly by the book works - it was the break through sales book for me which took my sales to a new level. The book gives you the knowledge and guidelines to be able to navigate your way through the most complex of sales, analysing yours and your opponents strengths and weaknesses and how to develop a political plan to win the hearts and minds of the influencing people within the target account.

It shouldn't be read as a how to sales manual, it's intended for advanced sellers who are usually involved in big ticket sales with multiple influencers/decision makers involved. It's going to be of limited use in sales situations involving only one decision maker and there are better books that cover that such as SPIN.

My favourite quote from the book:

"Know this about yourself: there is only one reason salespeople lose orders and that is they are OUTSOLD."

In my opinion it's required reading for all serious sales people and executives involved in big ticket sales.
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1 of 1 people found the following review helpful
on 26 April 1998
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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on 8 September 1997
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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on 14 June 2011
I was introduced to PBS back in 2001 when I was a naive "wanna be" sales guy working in IT. Reading the book was a real eye opener and it lead me to totally revise and change some of the very basic rules I applied in sales. Its hard hitting and involves guts to participate in the discipline but will and does pay dividend to those who crave sales success the most.
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2 of 3 people found the following review helpful
on 19 April 1999
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.
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0 of 1 people found the following review helpful
on 12 May 2008
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 instead as it more interesting but also does not relate to sales in the 21st Century.
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