The new power base selling: master the politics, create unexpected value and higher margins, and outsmart the competition

An updated and revised version of the business classic Power Base SellingPower Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famousamong sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updatedand more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategyas it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.Create Demand, as well as competitively Service DemandQuickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiativesEffectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaignIncrease customer satisfaction and competitive differentiationSee measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy. INDICE: ForewordPart One: Sales As Management ScienceChapter 1: Seeing TheInvisibleIt Is Not The Strongest Of The Species That Survives, Nor The Most Intelligent, But The One Most Responsive To Change.Chapter 2: The Mba Of SellingLearning Is Like Rowing Upstream; Not To Advance Is To Drop Back.Part Two: PoliticsChapter 3: Influence And AuthorityThe Secret Of My Influence Has Always Been That It Remained Secret.Chapter 4: Foxes: The Heart Of The Power BaseWithFoxes We Must Play The Fox.Chapter 5: Power Base Types And ImplicationsSticksIn A Bundle Are Unbreakable.Chapter 6: Fox Hunting And Power Base MappingNothing Has Such Power To Broaden The Mind As The Ability To Investigate Systematically.Chapter 7: Gaining Political AdvantageRecognition Is The Greatest Motivator.Part Three: Unexpected ValueChapter 8: Moving Up The Sales Value ChainNow My Eyes Are Turned From The South To The North, And I Want To Lead One More Expedition. This Will Be The Last... To The North Pole.Chapter 9: Building Expressions Of Customer ValueMake No Little Plans; They Have No Magic To Stir Men'sBlood.Chapter 10: Creating Demand To Displace CompetitorsA Wise Man Will MakeMore Opportunities Then He Finds.Part Four: StrategyChapter 11: Introduction To Compete StrategyAll Men Can See These Tactics Whereby I Conquer, But What None Can See Is The Strategy Out Of Which Victory Is Evolved.Chapter 12: Competitive DiffrentiationIf You Know The Enemy And Know Yourself, Your Victory WillNot Stand In Doubt.Chapter 13: The Direct Strategy: Traditional And Nontraditional ApplicationThe Truly Wise Can Perceive Things Before They Have Come To Pass.Chapter 14: The Indirect Strategy: Changing The Ground RulesAppear Where You Are Not Expected.Chapter 15: The Divisional Strategy: Peaceful CoexistenceIf The Enemy's Forces Are United, Separate Them.Chapter 16: The Containment Strategy: Transition Back To IndirectThough The Enemy Be Stronger In Numbers, We May Prevent Him From Fighting.Epilogue: Helping Others To Elevate The Sales ProfessionLead Me, Follow Me, Or Get Out Of My Way.

• ISBN: 978-1-118-20667-6
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 256
• Fecha Publicación: 11/05/2012
• Nº Volúmenes: 1
• Idioma: Inglés