Power Base Selling, Jim Holden
Power Base Selling, Jim Holden
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Power Base Selling
Secrets of an Ivy League Street Fighter

Author: Jim Holden

Narrator: Pete Larkin

Unabridged: 5 hr 56 min

Format: Digital Audiobook Download

Publisher: Ascent Audio

Published: 07/20/2020

Includes: Bonus Material Bonus Material Included

Synopsis

Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. Discusses a key step in this process—the politics of selling—showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. Will help those who are already good at selling become competitive salespeople capable of strengthening their position with the customer, while at the same time weakening the competition.

Reviews

Goodreads review by Mark on September 03, 2012

Outstanding book which goes over a strategic selling approach. The book starts by setting the scene - you only lose sales to the next best alternative by being outsold. Everything else is an excuse. It then focuses on the following areas: 1. the inside track 2. engaging the competition 3. zeroing in......more

Goodreads review by Roz on December 01, 2010

Power Base Selling takes no prisoners, is well written and draws heavily from Sun Tzu’s The Art of War in casting analogies. It was the break through sales book for me and took my sales to a new level and even though it’s many years since I read it I apply it religiously today because it works. The......more

Goodreads review by Mark on May 11, 2010

While the examples are slightly dated (discusses a lot of 1990s technology), the premises still hold true. Good salespeople, and consultants, need to understand, appreciate, and use the internal politics of their customers.......more

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