The Selling Fox

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.

• List of Figures and Tables
• Introduction
• Chapter 1. Closing Techniques
• Mastering the Basics
• The Close
• The Indirect Strategy: A Key Strategy to Master
• Making the Customer Commitment Stick
• Closing Like a Selling Fox
• Selling Fox Talk
• The Fox Ethos
• Chapter 2. Closing Dynamics
• Mechanics of a Trial Close
• Close Condition Requirements
• The Fox Ethos
• Chapter 3. Blocking and Trapping
• Blocking
• Trapping the Competition
• Selling Fox Talk
• The Fox Ethos
• Chapter 4. Selling at the Edge
• Acknowledging the Possibility of Losing
• Loss Recovery Plans and Techniques
• Ranking Your Performance
• The Fox Ethos
• Chapter 5. Calling High
• Executive Relationship Principles
• Creating Balanced Value
• The Seven-Step Executive Calling Process
• The Selling Fox's Perspective on Calling High
• The Fox Ethos
• Chpter 6. The King of Sales Strategy
• How You Sell Is Important
• Indirect Is King
• Real-Life Examples of the Indirect Strategy
• Indirect Wins for Selling Foxes
• The Fox Ethos
• Chapter 7. De-Installing a Competitor
• De-Installing a Competitor in a Major Account
• A Fox-Like Approach to Loss Recovery
• The Fox Ethos
• Chapter 8. Qualifying Opportunities
• The Opportunity Evaluator
• Major Opportunity Evaluator
• Major Opportunity Evaluator Summary
• Short Cycle Opportunity Evaluator
• The Fox Ethos
• Chapter 9. Are You a Selling Fox?
• Expanding Your Self-Performance Rating
• Are You a Selling Fox?
• The Fox Ethos
• Chapter 10. Building Your Personal Business Development System
• The Missing System
• Design an Effective System
• Applying Planning to Your System
• Assessing Your Personal Capacity
• Build Your Personal Business Development System
• The Mark of a Selling Fox
• The Selling Fox Ethos
• Appendix: Portrait of a Selling Fox

The author (and his editors) wants us to believe this is another "revolutionary" sales guide. It is not!

What it is, is a very good primer on what a salesperson needs to know as a base, to be successful in his choosen area.

It is nothing new, nothing revolutionary, but it is a very nice book to use as an introduction to new salespersonnel.