Power Base Selling: Secrets of an Ivy League Street Fighter Hardcover – 18 Apr 1990
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."..this book opens your eyes to some of the nuances that can make the difference between winning and losing." ("Marketing Direct", April 2006) --This text refers to an out of print or unavailable edition of this title.
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
Top customer reviews
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19 March 2017
Format: PaperbackVerified Purchase
Power Base selling is a must if you work in sales! It cover the concept of selling to the foxes, people who are influential, have the ear of the CEO but not necessarily top of the game yet. I sell medical device and use this concept every day.
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!
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.
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.
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!
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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Most recent customer reviews
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.Read more
Based on the reviews, I thought this would be a great book. But the author crafts too many exacting stories and not enough principles.Read more
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