Jim Holden est un auteur de renommée mondiale et le fondateur de Holden International, une entreprise dédiée à l'amélioration des processus de vente. Son approche innovante de la modélisation de l'efficacité commerciale a été pionnière, établissant de nouvelles normes dans l'industrie. Les écrits et les méthodologies de Holden ont considérablement influencé le monde de la vente, et son expertise est largement respectée.
World Class Selling provides the personal/professional tools and the methodology needed to quickly and effectively make transitions. Building upon the Power Base theory introduced in his earlier book, Power Base Selling, Jim Holden presents current and future marketplace requirements, offering a broader, more strategic view of industry trends and their impact on sales. Examining in depth the significant personal and organizational implications of selling today, Holden demonstrates the best ways to ensure both your own success and that of your company.
This is a follow-up to the author's successful Power Base Selling. It provides
step-by-step guidance and instruction for defeating your sales competition and
offers tips on ranking sales opportunities, identifying accounts worth
pursuing, establishing personal credibility, and more.
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and 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 strategy as 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 Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
"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)."Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
The book features compelling portraits of influential figures in American life and culture, including writers, chefs, environmentalists, and impresarios. Each profile highlights the profound impact these individuals have had on society, showcasing their contributions and the unique stories behind their successes.
Der Autor präsentiert Taktiken und Methoden für erfolgreiche Verkaufsabschlüsse, selbst in schwierigen Situationen. Er zeigt, wie Verkäufer gezielt Beziehungen zu Entscheidern aufbauen und die Schwächen der Konkurrenz nutzen können. Ein zentrales Element ist die systematische Beobachtung anderer Anbieter, um frühzeitig auf deren Strategien zu reagieren.
Märkte sind heißer umkämpft denn je. Deshalb kommt es heute auf mehr an, als nur den Kunden von einem Produkt zu überzeugen. An zahlreichen Fallbeispielen zeigt Jim Holden Taktiken und Methoden, die auch in schwierigen Situationen zu erfolgreichen Abschlüssen führen. Er schildert, wie gewiefte Verkäufer an den Bürokraten vorbei zu den Entscheidern in den Unternehmen vordringen und zu diesen wirklich wichtigen Leuten gezielt Beziehungen aufbauen und festigen. Dort im Zentrum der Macht des Kunden setzt das Power Base Selling an, mit Strategien, die Schwächen der Konkurrenz aktiv nutzen oder sogar ihre Stärken ins Gegenteil verkehren. Wesentlicher Bestandteil dieses hocheffizienten Verkaufstrainings ist ein Instrumentarium zur systematischen Beobachtung der anderen Anbieter. Mit geschärftem Blick registriert damit der Außendienst bereits erste Anzeichen kommender Schachzüge, um dann bereits im Vorfeld darauf zu reagieren. Dadurch ist der Power-Base-Verkäufer seinen Konkurrenten stets eine Nasenlänge voraus.
