The Power to Get In : A Step-by-Step System to Get in Anyone's Door So You Have the Chance to... Make the Sale... Get the Job... Present Your Ideas
Author: Michael A. Boylan
List Price: $14.95
Our Price: Click to see the latest and low price
ISBN: 0312195222
Publisher: St. Martin's Press (15 August, 1998)
Sales Rank: 6,573
Average Customer Rating: 3.89 out of 5
Customer Reviews
Rating: 2 out of 5
Fluffed Up to Fill a Book?
A senior sales executive once said to me, "Steve, you sales trainers are all alike. You take 6 hours to make a 30 second point." Unfortunately this is true of Boylan's book. The point he does make is his idea of creating 'leverage' by contacting your prospective buyer and at the same time contacting his boss, and his boss's boss - along with other 'leverage points.' While I agree that most sales people need to earn contact at higher levels in organizations, this isn't the way. It is the kind of technique that leads to the bad image most people have of sales people.
Rating: 4 out of 5
Disagree with negative reviewers
I disagree with the negative reviewers. It really depends on what your are selling. I sell million dollar plus systems and I need to get to the highest levels in an organization. The points of leverage have helped me tremendously in selling big ticket items to Fortune 500 companies. I highly recommend this book if you are in major account sales and you are trying to gain an audience with "C" level executives. Other good books such as Cold Calling Techniques are good but many of those techniques don't work when you and everybody else is attempting to coordinate a meeting with the "C" level executive.
Rating: 5 out of 5
Outstanding augmentation for existing sales processes
I am a VP Sales for a technology firm and I only recently read this book. I was so impressed with the innovative material I flew to MN to meet the author! Despite what the negative reviewers have said, this book is NOT a sales manual. It IS a manual for obtaining access. It is an excellent precursor to an existing sales process, but the sales process already needs to be in place. The author uses the term "bolt-on" addition which is a very good visual depiction of how this tool should be used.Any good executive can tell you how difficult it is to be seen at the appropriate levels. More and more, callers and visitors are sloughed off to the next lower level, and if the caller doesn't have a compelling reason to stay at the executive level, they will invariably continue to be pushed down lower and lower until they are speaking with the lowliest of the non-decision makers, a "recommender." Horrors!
Don't sell this book short. "Getting In" is a master treatise on how to develop and keep access at the C-level. I highly recommend it.
Similar Products
Hope Is Not a Strategy : The 6 Keys to Winning the Complex Sale
Selling To VITO (The Very Important Top Officer)
Secrets of VITO: Think and Sell Like a CEO
Visionary Selling: How to Get to Top Executives-And How to Sell Them When You're There
Book Index