If you sell high value services or solutions into a political customer environment, where the competition is relentless, you need a competitive advantage. You need Power Base Selling®.
"Power Base Selling® is an excellent course that provides a structure and a reality check, excellent delivery too!" David Smith, Head of Central Sales, Tribal Group
Power Base Selling® - program content
- Introduction and Objectives
- eFox Winning Sales Plan Overview
- Establishing Your Sales Objective
- Developing and Articulating Your Value Messaging
- Quantifying Value and Proving a ROI
- Defining and Understanding Politics
- Developing and Executing Your Political Plan
- Creating Competitive Differentiation and Immunity
- Developing the Strategy to Defeat Your Competition
- 18 Factor Opportunity Analysis
- Live Deal Presentations
- Summary, Review and Action Plans
What is Power Base Selling®?
Power Base Selling is a sales methodology developed by industry thought leader and renowned sales expert, Jim Holden.
The premise for the methodology.
There are many occasions when salespeople even with the best product [service or solution], at the keenest price, backed by the strongest brand, still lost the sale. Why? Because they were outsold.
Influence versus authority
Somehow, they got aligned with the wrong people or caught up on the wrong side of a power conflict or somehow their competitor wrong footed them, getting to the right people. Jim's biggest breakthrough was understanding the difference between influence and authority and how decisions really got made - influence outweighed authority. The really influential people Jim labeled as The Fox.
What Jim Holden did was to recognize where salespeople went wrong, as well as where they did things correctly. Based on much empirical evidence Jim developed a methodology and wrote several books to address the challenges and sell effectively into the Power Base.
Selling into the Power Base
The Power Base, and there can be several different types of Power Base, comprises the people who have political strength derived from influence not just authority. At the heart of the Power Base, the center of influence sits The Fox.
Swinging the purchase decision in your favor
The Power Base comprises the people who work together, formally or informally, to make or influence decisions. Power Base Selling is understanding this political structure, the motivations of the Power Base members and selling skillfully into this environment so the decision to purchase gets made in your favor because you have won The Fox over not necessarily because you have the best product, price and brand.