A follow-up to the author's highly successful Power Base Selling.
- Ideal for any kind of salesperson.
The Selling Fox: A Field Guide for Dynamic Sales Performance
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Book Description
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Editorial Reviews
From the Inside Flap
A 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 sales performer-the Selling Fox.
Selling 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.
An 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, The Selling Fox presents expert strategies for outmaneuvering and outselling your competitors in every situation.
You'll learn how to:
* Measure your personal performance and professional development
* Establish and maintain executive relationships
* Destabilize the competition to win market share
* Build personal credibility
* Utilize advanced blocking and trapping techniques
* Objectively evaluate sales opportunities and pursue the right lead every time
* Anticipate and defend against competitors' attacks
Personal 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 The Selling Fox be your guide to 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 sales performer-the Selling Fox.
Selling 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.
An 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, The Selling Fox presents expert strategies for outmaneuvering and outselling your competitors in every situation.
You'll learn how to:
* Measure your personal performance and professional development
* Establish and maintain executive relationships
* Destabilize the competition to win market share
* Build personal credibility
* Utilize advanced blocking and trapping techniques
* Objectively evaluate sales opportunities and pursue the right lead every time
* Anticipate and defend against competitors' attacks
Personal 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 The Selling Fox be your guide to success.
From the Back Cover
Advanced Praise for THE SELLING FOX
"A terrific book for the advanced sales professional. Jim Holden helps you create an easy-to-follow and battle-tested system that will lead to higher sales, more competitive victories, and stronger relationships at the executive level. It is a must-read for those who are serious about developing more business."
-- Gerhard Gschwandtner, founder and Publisher, Selling Power
"Many books have been written about selling techniques, but few provide real value to the sales executive in the field. Jim Holden delivers the key elements of selling success, and the tips and sample dialogue he provides will help sales professionals sharpen their skills and improve their close rates. I can easily see The Selling Fox becoming an indispensable tool for all sales organizations. I only hope my competition doesn't read it."
-- John McCain, President, E Solutions Division, EDS
"There are lots of salespeople, but few who can operate at the highest level. Anyone who either aspires to sell at the top levels of business or is responsible for a commercially focused sales team should read this book. Highly recommended!"
-- Peter Matthews, Partner in charge of Sales, Ernst & Young International
"The Selling Fox is the most powerful resource I've read for planning and executing successful selling strategies. Jim Holden has a masterful way of simplifying the complex nature and character of the professional salesperson in the most practical, results-driven way. Anyone who aspires to the highest income potential of top selling professionals should study this book for all it's worth."
-- Glynn Spangenberg, Vice President of Sales, QUALCOMM Incorporated
"The Selling Fox strikes a perfect balance of groundbreaking sales methodologies and proven, high-impact tactics, necessary tools in today's competitive climate. Salespeople who commit to applying the concepts put forth in this book will outfox the competition, deliver significant value to their clients, build long-lasting relationships-- both internally and externally-- and realize greater selling success."
-- Rick Snyder, Senior Vice President
NextiraOne, Network Solutions Provider and Cisco Gold Certified Partner
"A terrific book for the advanced sales professional. Jim Holden helps you create an easy-to-follow and battle-tested system that will lead to higher sales, more competitive victories, and stronger relationships at the executive level. It is a must-read for those who are serious about developing more business."
-- Gerhard Gschwandtner, founder and Publisher, Selling Power
"Many books have been written about selling techniques, but few provide real value to the sales executive in the field. Jim Holden delivers the key elements of selling success, and the tips and sample dialogue he provides will help sales professionals sharpen their skills and improve their close rates. I can easily see The Selling Fox becoming an indispensable tool for all sales organizations. I only hope my competition doesn't read it."
-- John McCain, President, E Solutions Division, EDS
"There are lots of salespeople, but few who can operate at the highest level. Anyone who either aspires to sell at the top levels of business or is responsible for a commercially focused sales team should read this book. Highly recommended!"
-- Peter Matthews, Partner in charge of Sales, Ernst & Young International
"The Selling Fox is the most powerful resource I've read for planning and executing successful selling strategies. Jim Holden has a masterful way of simplifying the complex nature and character of the professional salesperson in the most practical, results-driven way. Anyone who aspires to the highest income potential of top selling professionals should study this book for all it's worth."
-- Glynn Spangenberg, Vice President of Sales, QUALCOMM Incorporated
"The Selling Fox strikes a perfect balance of groundbreaking sales methodologies and proven, high-impact tactics, necessary tools in today's competitive climate. Salespeople who commit to applying the concepts put forth in this book will outfox the competition, deliver significant value to their clients, build long-lasting relationships-- both internally and externally-- and realize greater selling success."
-- Rick Snyder, Senior Vice President
NextiraOne, Network Solutions Provider and Cisco Gold Certified Partner
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Most Helpful Customer Reviews
4 of 5 people found the following review helpful:
5.0 out of 5 stars
Serious Seller's Field Guide,
This review is from: The Selling Fox: A Field Guide for Dynamic Sales Performance (Hardcover)
"The Selling Fox" dots the "i's" and crosses the "t's" on developing a personalized business development system, operative in any marketplace. As the author states, it is the centerpiece to his other two references, "Power Base Selling" and "World Class Selling." As advertised, it is a "field guide" for increasing sales performance, with reference points from how to create demand, to how to close business, right under your competitor's nose. The reference points of Jim Holden's personal ethos are integrity, intelligence, intensity, and innovation. Connect those dots and you'll have a picture of the man behind the fox.
4.0 out of 5 stars
King of the Competitive Strategy,
By
This review is from: The Selling Fox: A Field Guide for Dynamic Sales Performance (Hardcover)
Holden considers the role of competition in a sales process more than any other author I have read. This consideration makes his works particularly valuable, and this book is no exception. Holden defines the term "Selling Fox" as an ethical, strategic, humble professional relentlessly working to deliver the sale to success. Holden defines four different sales strategies, and outlines how to tactically implement each one with authority to beat your competitor.Unfortunately, Holden's greatest strength is also his greatest weakness. It is clear that Holden worked for organizations that have a significant market presence and are selling to clients who must buy. His advice on prospecting is laughably simplistic. When selling a consultative sale, for example, often the biggest competition is no decision, a fact which Holden never mentions. Regardless, Holden remains King of the Competitive Strategy for sales, and this book should be required reading for an experienced salesperson who is ready to get very serious about his or her career.
2 of 4 people found the following review helpful:
4.0 out of 5 stars
A Good Read!,
This review is from: The Selling Fox: A Field Guide for Dynamic Sales Performance (Hardcover)
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.
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
(learn more)
First Sentence:
Selling Foxes are unmistakable; they are distinctive not only in how they sell, but also in how they think. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
competitive sales campaign, indirect sales strategy, business development system, competitive sales situation, opportunity evaluator, coaching questions, negative selling, executive calling, customer senior management, strong support base, competitive selling, customer executive, territory planning, trial close, process leverage, sales cycle, disproportionate value, indirect strategy, buying criteria, balanced value, executive sponsorship Key Phrases - Capitalized Phrases (CAPs): (learn more)
Power Base, Unknown Competitor, Sales Analysis, Currency Tabulator, Contact Evaluator, Unknown Leverage, Metrics Chart Your Criteria Scale Scores, Fred Mason, Short Cycle Opportunity Evaluator, Weak Compatibility, Almost Rarely Sometimes Often Almost, Closing Dynamics, Closing Techniques, Holden International, Sally Smith, Strong Decision, Strong Solution, Unknown Compatibility, Unknown Scoring Key, Weak Sponsorship, Accounts Time, Building Your Personal Business Development System, Comments Asking, The Fox Ethos Foxes, Weak Process Leverage New!
Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Selling Foxes are unmistakable; they are distinctive not only in how they sell, but also in how they think. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
competitive sales campaign, indirect sales strategy, business development system, competitive sales situation, opportunity evaluator, coaching questions, negative selling, executive calling, customer senior management, strong support base, competitive selling, customer executive, territory planning, trial close, process leverage, sales cycle, disproportionate value, indirect strategy, buying criteria, balanced value, executive sponsorship Key Phrases - Capitalized Phrases (CAPs): (learn more)
Power Base, Unknown Competitor, Sales Analysis, Currency Tabulator, Contact Evaluator, Unknown Leverage, Metrics Chart Your Criteria Scale Scores, Fred Mason, Short Cycle Opportunity Evaluator, Weak Compatibility, Almost Rarely Sometimes Often Almost, Closing Dynamics, Closing Techniques, Holden International, Sally Smith, Strong Decision, Strong Solution, Unknown Compatibility, Unknown Scoring Key, Weak Sponsorship, Accounts Time, Building Your Personal Business Development System, Comments Asking, The Fox Ethos Foxes, Weak Process Leverage New!
Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Citations (learn more)
This book cites 3
books:
- The Art of War: (Penguin Classics Deluxe Edition) by Sun-tzu on page 102, and Index
- Power Base Selling: Secrets of an Ivy League Street Fighter by Jim Holden in Front Flap
- The Art of War: The Denma Translation (Shambhala Library) by Sun Tzu in Index
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