The Selling Fox: A Field Guide for Dynamic Sales Performance - Hardcover

by Jim Holden (Author)

"The Selling Fox" ist der Nachfolger zu dem sehr erfolgreichen Titel "Power Base Selling" vom gleichen Autor. Der Band bietet eine Schritt-f?-Schritt-Anleitung, wie man seine Vertriebskonkurrenten erfolgreich aus dem Feld schl臠t und gibt Tipps, wie man Absatzchancen einordnet, wie man erkennt, an welchen Kunden man dranbleiben sollte, wie man Glaubw?digkeit austrahlt und vieles andere mehr. Anhand einer F?le von Fallbeispielen, Strategien und Taktiken lernen Sie hier, wie Sie ihre Konkurrenz durch bessere Ideen ausstechen, ?ertrumpfen und schlie lich ausmanrieren. "The Selling Fox" ist die unverzichtbare Lekt?e f? jeden Verk舫fer. Autor Jim Holden ist Gr?der und President der Holden Corporation, ein Unternehmen im Bereich Wettbewerb und Verkaufspolitik, das das Power Base Selling Programm erfolgreich eingef?rt hat. Zu Holdens Kundenstamm gehen u.a. AT&T, UNISYS, Bell Canada, Data General und eine Reihe renommierter Unternehmen in aller Welt.

Front Jacket

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.

Back Jacket

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.

Author Biography

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