The Selling Fox: A Field Guide for Dynamic Sales Performance

Overview

A HIGHER LEVEL OF SALES SUCCESS

Jim Holden's Power Base Selling went far beyond the simple art of persuasion and turned good salespeople into great ones. Now Holden introduces the next step in the salesperson's professional evolution. Power Base Selling established the process for effectively engaging and defeating competition; The Selling Fox will show you how to fully execute that process. You'll not only fend off the competition; you'll ...

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Overview

A HIGHER LEVEL OF SALES SUCCESS

Jim Holden's Power Base Selling went far beyond the simple art of persuasion and turned good salespeople into great ones. Now Holden introduces the next step in the salesperson's professional evolution. Power Base Selling established the process for effectively engaging and defeating competition; The Selling Fox will show you how to fully execute that process. You'll not only fend off the competition; you'll de-install them from accounts, becoming the ultimate sales performer-the Selling Fox.

Selling Foxes dominate their competition with the knowledge that their success isn't based on what they sell, but on how they sell. They rely solely on their skills, knowledge, and influence, never letting past success lead to a false sense of security, always striving toward bigger and better results. Their companies depend on them, their rivals fear them, and their peers emulate them. They understand their customers and competition better than anyone else, and they use that knowledge to empower customers with compelling solutions while disabling their competition.

An expert, in-depth examination of what Foxes do and how they do it, this book is a comprehensive and unparalleled field guide to take salespeople to the pinnacle of professional development. Packed with case studies, tactics, and no-nonsense guidelines, The Selling Fox presents expert strategies for outmaneuvering and outselling your competitors in every situation.

You'll learn how to:

• Measure your personal performance and professional development

• Establish and maintain executive relationships

• Destabilize the competition to win market share

• Build personal credibility

• Utilize advanced blocking and trapping techniques

• Objectively evaluate sales opportunities and pursue the right lead every time

• Anticipate and defend against competitors' attacks

Personal insights from Foxes in well-known U.S. companies-and characteristics that make them the sales geniuses they are-will help you develop your skills to the Fox level. So if you want to outsell the competition with intelligence and technique, let The Selling Fox be your guide to success.

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Product Details

  • ISBN-13: 9780471061809
  • Publisher: Wiley
  • Publication date: 5/6/2002
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 9.00 (w) x 6.00 (h) x 0.69 (d)

Meet the Author

JIM HOLDEN is the founder and CEO of Holden International, a globally recognized leader in sales and marketing effectiveness since 1979. His company pioneered the treatment of customer value, competition, and politics in selling with the Power Base Selling program. He is the author of Power Base Selling: Secrets of an Ivy League Street Fighter and World Class Selling: The Crossroads of Customer, Sales, Marketing, and Technology, both available from Wiley. For more information, please visit www.holdenintl.com

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Table of Contents

List of Figures and Tables.

Introduction.

Chapter 1. Closing Techniques.

Chapter 2. Closing Dynamics.

Chapter 3. Blocking and Trapping.

Chapter 4. Selling at the Edge.

Chapter 5. Calling High.

Chpter 6. The King of Sales Strategy.

Chapter 7. De-Installing a Competitor.

Chapter 8. Qualifying Opportunities.

Chapter 9. Are You a Selling Fox?

Chapter 10. Building Your Personal Business Development System.

Appendix: Portrait of a Selling Fox.

Index.

About the Author.

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