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.
"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)
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thank you Ian Farmer!