If you sell high value solutions, into a political customer environment, where the competition is relentless, you need a competitive advantage - you need Power Base Selling®
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 was simple. There are many occasions when salespeople even with the best product [service or solution], at the keenest price, backed by the strongest brand, still lose the sale. Why? Because they were outsold. 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 decision really got made because influence outweighed authority.
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. 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.
The Power Base therefore 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.
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