{"product_id":"the-selling-fox-isbn-9780471061809","title":"The Selling Fox","description":"A follow-up to the author's highly successful Power Base Selling.  \u003cul\u003e \u003cli\u003eIdeal for any kind of salesperson.\u003c\/li\u003e \u003c\/ul\u003e\"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\u0026amp;T, UNISYS, Bell Canada, Data General und eine Reihe renommierter Unternehmen in aller Welt.  List of Figures and Tables.\u003cbr\u003e \u003cbr\u003e Introduction.\u003cbr\u003e \u003cbr\u003e Chapter 1. Closing Techniques.\u003cbr\u003e \u003cbr\u003e Chapter 2. Closing Dynamics.\u003cbr\u003e \u003cbr\u003e Chapter 3. Blocking and Trapping.\u003cbr\u003e \u003cbr\u003e Chapter 4. Selling at the Edge.\u003cbr\u003e \u003cbr\u003e Chapter 5. Calling High.\u003cbr\u003e \u003cbr\u003e Chpter 6. The King of Sales Strategy.\u003cbr\u003e \u003cbr\u003e Chapter 7. De-Installing a Competitor.\u003cbr\u003e \u003cbr\u003e Chapter 8. Qualifying Opportunities.\u003cbr\u003e \u003cbr\u003e Chapter 9. Are You a Selling Fox?\u003cbr\u003e \u003cbr\u003e Chapter 10. Building Your Personal Business Development System.\u003cbr\u003e \u003cbr\u003e Appendix: Portrait of a Selling Fox.\u003cbr\u003e \u003cbr\u003e Index.\u003cbr\u003e \u003cbr\u003e About the Author.  \u003cp\u003e\u003cb\u003eJIM HOLDEN\u003c\/b\u003e 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 \u003ci\u003ePower Base Selling: Secrets of an Ivy League Street Fighter and World Class Selling: The Crossroads of Customer, Sales, Marketing, and Technology,\u003c\/i\u003e both available from Wiley. For more information, please visit \u003cb\u003ewww.holdenintl.com\u003c\/b\u003e   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eA HIGHER LEVEL OF SALES SUCCESS\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eJim 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. \u003ci\u003ePower Base Selling\u003c\/i\u003e established the process for effectively engaging and defeating competition; \u003ci\u003eThe Selling Fox\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eSelling 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. \u003c\/p\u003e\u003cp\u003eAn 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, \u003ci\u003eThe Selling Fox\u003c\/i\u003e presents expert strategies for outmaneuvering and outselling your competitors in every situation. \u003c\/p\u003e\u003cp\u003eYou'll learn how to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eMeasure your personal performance and professional development\u003c\/li\u003e \u003cli\u003eEstablish and maintain executive relationships\u003c\/li\u003e \u003cli\u003eDestabilize the competition to win market share\u003c\/li\u003e \u003cli\u003eBuild personal credibility\u003c\/li\u003e \u003cli\u003eUtilize advanced blocking and trapping techniques\u003c\/li\u003e \u003cli\u003eObjectively evaluate sales opportunities and pursue the right lead every time\u003c\/li\u003e \u003cli\u003eAnticipate and defend against competitors' attacks\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePersonal 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 \u003ci\u003eThe Selling Fox\u003c\/i\u003e be your guide to success.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990338715877,"sku":"NP9780471061809","price":40.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471061809.jpg?v=1761787418","url":"https:\/\/k12savings.com\/es\/products\/the-selling-fox-isbn-9780471061809","provider":"K12savings","version":"1.0","type":"link"}