Customer Reviews

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

5 star:		(13)
4 star:		(7)
3 star:		(3)
2 star:		(2)
1 star:		(2)

 

 

This book was written for those who have serious problems with gaining access to others of special importance to them. Boylan offers a cohesive and comprehensive system to overcome all manner of barriers. He calls it The Circle of Leverage™ and explains it within six different sections entitled:

What's Been Keeping You Out

The Circle of Leverage™ System: What It Is, What's Behind It, and How It Works

The Circle of of Leverage™ System: The Ten Preparation Steps

Making Your Move: The Five Execution Steps of the Circle of Leverage™ System

Advanced Moves

Mastering the Circle of Leverage™ System

Obviously, this book can be very helpful to those in sales but if we expand our perspective to include other forms of persuasion, this book offers even greater value. For example, consider the potential relevance of the Circle of Leverage™ System to recruiting and hiring, M&A initiatives, competing with others in the same organization for its resources, use of customers as an extended sales force, use of "alumni" to locate talent, etc.

The Circle of Leverage™ System is sound. Boylan's explanation of it is thorough and lucid. I recommend this book highly to anyone who is both willing and able to make a sustained commitment to applying these principles. What else will you need? Tenacity and patience.

This book has changed my sales career. The ease and common sense, which is supplied, has provided me with an almost flawless method to getting into today's largest corporations. My success rate with the power letter is 95% Plus. I get calls back from SVP's who ask me when the best time for me to meet with them. I amaze my boss. He calls me and says, get us an appointment with XYZ company, and in a matter of days I have the appointment. This book is a must for any sales person that needs to gain access to key decision makers in today's e-mail and phone mail business environment. I will be presenting this selling style to over 600 sales people at our national sales meeting this January. If you want to see dramatic success in gaining access to the key decision-makers in today's largest organizations get this book.

Buy Michael Boyland's Power to get in. And make it your new secret weapon.

I've read "Visionary Selling" and "Selling to VITO" and while they're good books, they fail to provide what "The Power to Get In" offers: a systematic, methodical and proven approach to get in front of key executives within any organization. For years, we've been struggling with getting to the key stakeholder, often getting punted down the organizational chart. "The Power to Get In" changed all that by giving a detailed roadmap to get the attention - and interest - of A+++ prospects. If getting in at the top is crucial to your success, get this book.

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.

As a sales trainer, I am always looking for "books of substance" which explain in detail, how to work a sales cycle and how to sell and influence others. Michael Boylan's book is one of the best I've read over the last 15 years. Many people I've trained have used some of his techniques and suggestions that I've mentioned from the book. Bottom line is great instruction from the book, and we have had great results.

Michael Boylan takes tried and true methods and molds them into a valid system that helps you create leverage not be at the mercy of leverage. He not only tells you the whys but how to "get in front of the right people" that are in power to make or break your sale.

The Circle of Leverage relies on ten preparation steps and five execution steps that leave nothing to chance. Whether used internally or externally, Boylan's system has helped me plan and execute fail-safe sales strategies.

This is a must read for anyone serious about discovering the decision-making power base in organizations and how to knock on the door and be invited in. Once in the door, it's up to you to deliver.

The points made in this book are good but it's several years out of date. Therefore, it doesn't account for new technology, although some of the points the reader may be able to apply to the world of selling as it exisits in 2010.

This book gives a useable, practical, step-by-step approach to getting into a prospect for a meeting. Unlike many sales books, this one doesn't focus on closing the sale or the presentation - it is all about getting in the door.

Boylan uses a concept called the Circle of Leverage - utilizing key influencers and legitimate techniques to get the appointment and the in-person presentation. The book is full of extremely practical - if somewhat dated - information. The biggest challenge the reader will have in implementing the system is that it relies heavily on the administrative assistant - which is a role that is diminishing with the advent of voicemail, email and computers.

Having said that, the book will give you great tips and techniques and is very insightful into the psychology of getting in the door.

Let's cut to the chase...

Get this book for only ONE reason -- the method WORKS because of the way executives THINK + ACT.

They only do that which is most likely to SAVE THEIR OWN SKIN.

They don't care about being right -- but they are PETRIFIED of being wrong.

It is much safer for them to say NO to incoming new ideas (read: YOU).

They can never be wrong if they simply zap all incoming new ideas (you).

This method turns all that around!!!

The so-called Circle of Leverage involves letting SEVERAL execs (in the company you are targeting) know that you have an incoming new idea.

AND letting each of those execs know that you have also notified the OTHER execs (in that same company).

AND telling all of them about all the OTHER companies you are ALSO notifying.

Now you are playing on each exec's FEARS about being WRONG.

Now each exec CANNOT ignore you, because, if they do, and they are WRONG for ignoring you (your incoming new idea is a winner), they KNOW that every OTHER exec will ALSO know about their MISTAKE.

Also, what if ANOTHER company grabs your new incoming idea? -- That also could make them WRONG for ignoring you.

This method changes their response from "I must NOT respond" to "I MUST respond!"

I used it recently to send a proposal to all the big pharma companies. I did get turned down -- but.... here's the thing -- the rejections all came 6 weeks later. Not immediate, form-letter rejections (as would normally be the case).

I'm convinced that, by using this method, the execs HAD to take the time to seriously consider my proposal before responding.

They could not RISK just ignoring my proposal!

Again, execs are not concerned with being right -- they only act out of FEAR of being WRONG.

GET THIS BOOK!

-- TW

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.