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Summary: Outstanding augmentation for existing sales processes
Review: 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.
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Summary: Disagree with negative reviewers
Review: 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.
Rating:
Summary: Disagree with negative reviewers
Review: 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.
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Summary: If you're our competitor, don't read this book
Review: 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.
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Summary: A little bit of this... a little bit of that equals a way!
Review: 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.
Rating:
Summary: A little bit of this... a little bit of that equals a way!
Review: 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.
Rating:
Summary: Thought prevoking
Review: Michael has put some common thoughts on paper, but has drilled down to their importance inthe sales process. If you go into this with the intention of gaining a leson to add to you collection of resources, you will find this very helpful. If you are looking for the golden egg, sorry but look again. There is no silver lining in the sales process, but with some sound advice you can dramatically increase your effectiveness which equalls more closed deals. This book gives some very sound advise as to some of the obsticle we as salespeople all face and a means of overcoming them. I highly recomend this for anyone interested in improving their chances of closing that next deal.
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Summary: Effective Method... But book is overkill
Review: Mr. Boylan's method for getting in to see top execs is definitely effective, but the book could have been cut down 90% and still gotten the information across effectively. By the time you've gotten half way though the book, you've essentially learned what to do three times. He just goes into detail more each time. I do recommend this book though, it had gotten me in to see some top people.
Rating: 
Summary: A Magazine Article Stretched into a Book
Review: Tell your audience what you are going to tell them; hint at what you will tell them; suggest at it; beat around the bush about it; .... well you get the idea, <Then tell them in 2 pages what it is> then tell them what you told them; then hint at it; then suggest it; then beat around the bush about it; .... well you get the idea This should have been a 2 page magazine article, not a book. Some good content to chew on in the two pages, but I would have rather have seen it in a magazine article than paying the price for paper, printing, publishing and shipping.
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Summary: The true purpose of The Circle of Leverage® System.
Review: Thank you for your comments regarding, The Power To Get In®, and The Circle of Leverage® System. -Glad to hear you feel the process is well thought out and makes a great deal of common sense. The Circle of Leverage® (COL) System is a turnkey solution to the ever increasing business problem of gaining access to all the right levels of decision makers within a company, so that you have the best platform in which to present your offerings. As everyone will agree, better levels of access (usually at higher levels), to more of the key decision makers, earlier in your selling process, will help you increase your chance of closing the business, in addition to shortening your closing cycle, reducing your cost of sales, and improving your margins. Most of us have good products and services that we represent, strong net benefits, and perhaps even great testimonials and track records. But these things are no longer guaranteeing the correct levels of access so that you can tell your story. The thousands of purchasers of this book, as well as the companies we are training on The Circle of Leverage® System, agree that the decision process in corporate America is radically changing to more of a "consensus model". Contrary to all the "Total Quality Management" theroists who believe that decision making power and authority has been pushed down to lower levels within companies, we disagree. Yes there are many influencers at lower levels and mid-management levels, however, the trend nowadays is that several influencers and key decision makers at the very top of organizations are now involved in many of the simplest of decisions. Why? Because of the massive fear, turf battles, and numerous different agendas that various executives at all levels of companies have, which often run counter to the mission statements of the very companies they work for. Therefore, The Circle of Leverage® is a systematic process, mindset, and philosophy that creates a win-win environment for the user and the recipient. Those of you who may believe that The COL System is a manipulative gimmick that will render itself obsolete as it becomes the new standard in how companies and sales forces gain access, nothing could be further from the truth. The Latin root of the word "manipulation" means, "to handle well". It is true that you can use The COL System toolset in a manipulative way with a less than honorable intent, however, you can use a hammer to harm someone, or you can use it for what it was designed for... i.e. to build a home. The intent of The COL System is to help the user to gain access to those decision makers they feel they need access to, by using a process that teaches them more respect, and empathy for the people they want access to, where to go to get the necessary background information on the individuals and the companies they want access to, how to order and communicate their story, and how to "put it into play" so that it's much easier and more comforting for the prospect to grant access. If the process weren't of the highest ethics, there would be no way that we would have attained the endorsements from worldly respected authors and business leaders such as, Dr. Ken Blanchard, Author of international best-seller, The One Minute Manager, Larry Wilson, Author of the best-seller, The One Minute Salesperson, Robert Thele, former CEO of Covey Leadership Center, F. James McDonald, Former President of General Motors, etc. The COL System represents the most direct, honest, and ethical approach available today for anyone (business owner, sales person, top manager, etc.) to gain access to whomever it is they believe they need access to faster, more effectively, and with less expense. There is no way you can block the power and effectiveness of the system when used correctly, and with good intent. More later...
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