The Selling Fox

Beschreibung

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.
"The Selling Fox" ist der Nachfolger zu dem sehr erfolgreichen Titel "Power Base Selling" vom gleichen Autor. Der Band bietet eine Schritt-für-Schritt-Anleitung, wie man seine Vertriebskonkurrenten erfolgreich aus dem Feld schlägt und gibt Tipps, wie man Absatzchancen einordnet, wie man erkennt, an welchen Kunden man dranbleiben sollte, wie man Glaubwürdigkeit austrahlt und vieles andere mehr. Anhand einer Fülle von Fallbeispielen, Strategien und Taktiken lernen Sie hier, wie Sie ihre Konkurrenz durch bessere Ideen ausstechen, übertrumpfen und schließlich ausmanövrieren. "The Selling Fox" ist die unverzichtbare Lektüre für jeden Verkäufer. Autor Jim Holden ist Gründer und President der Holden Corporation, ein Unternehmen im Bereich Wettbewerb und Verkaufspolitik, das das Power Base Selling Programm erfolgreich eingeführt hat. Zu Holdens Kundenstamm gehören u.a. AT&T, UNISYS, Bell Canada, Data General und eine Reihe renommierter Unternehmen in aller Welt.

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Jim Holden

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Business & Management Sales Management Verkaufen Verkaufsleitung Wirtschaft u. Management

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