The Selling Fox A Field Guide for Dynamic Sales Performance [Hardcover]

A follow-up to the author's highly successful Power Base Selling.

• Ideal for any kind of salesperson.

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.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.comA 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 salelS¯