The Selling Fox: A Field Guide for Dynamic Sales Performance
Author: Jim Holden
List Price: $29.95
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ISBN: 0471061808
Publisher: John Wiley & Sons (17 May, 2002)
Sales Rank: 65,942
Average Customer Rating: 4.75 out of 5
Customer Reviews
Rating: 4 out of 5
A Good Read!
Jim Holden uses the metaphor of the Selling Fox to present ideas that will sharpen the skills of any competitive sales professional. Unlike many sales books, which have a "supervisory" voice, written from the perspective of someone who isn't actually battling away on the front lines, Holden writes about the reality of winning and keeping business. Foxes survive and thrive in an environment where another player is always scheming to steal their cheese, not move it. In fact, one unique aspect of this helpful guide is its practical advice on how to set traps for your competitors and take their clients away. That may not fit the rest of Holden's emphasis on integrity - but the law of the jungle is often what makes a sales professional a valued property. Maybe the fox analogy is overdone, but the phrase "super sales person" is even more careworn. We from getAbstract strongly recommend this book to those engaged in the noble business of selling, and to those who train them.
Rating: 5 out of 5
This is HOW TO SELL...
This is how to sell...in any and all competitive markets..
If you are not aware or using this stuff...you are at a big time loss...or will loose sales to me.
-Measure your personal performance and professional development
-Establish and maintain executive relationships
-Destabilize the competition to win market share (THE BEST.BEST.BEST STUFF)
-Build personal credibility
-Utilize advanced blocking and trapping techniques (GREAT IDEAS)
-Objectively evaluate sales opportunities and pursue the right lead every time
-Anticipate and defend against competitors' attacks (ONLY WAY TOO GO!)
Rating: 5 out of 5
A must read for all WHO sell in competitive environments...
All, I mean ALL, ALL selling, ALL selling is competitive (or you are not in sales) in the new age of selling...info moves faster...decisions are made with differnt spins...and he or she who discerns the buying process and measures every step wins. Jim shows you how...this info is not new yet an expansion of material first introduced years ago on Power Base Selling (the best book on Sage selling ever) and World Class...this book targets the individual skills and intuition of the Selling Fox. Great work. Have read 'SPIN-SPUN' selling and feel that executing that process can be a bigger negative vs. positive to gettting the job done...read 'High Prob Selling' and this will greatly compliment Holdens concepts to some extent. Holden's books will always house my shelf wtih ONLY a few others...'Toa of Sales,' Behr, 'Major Account Selling,' Rackham, 'Solution Selling and High Prob Selling" and of course the BOMB of them all 'The Selling Fox,' Holden. MUST READ! Honest and real!! No hype and bla-bla about... maybe this, that, and the other. Similar Products
Solution Selling: Creating Buyers in Difficult Selling Markets
Selling To VITO (The Very Important Top Officer)
Power Base Selling: Secrets of an Ivy League Street Fighter
CustomerCentric Selling
World Class Selling : The Crossroads of Customer, Sales, Marketing, and Technology
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