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Rating: 
Summary: Great sales book...as long as it is not your only approach
Review: Almost all sales books have two major flaws: 1) They give you high level advise, such as "have a strategy" without giving you the "rubber-meets-the-road" actions to take. 2) They expect you to operate within a vaccuum where their selling system or methodology will work every time.Power Base selling does not contain the first flaw and does an admirable job of trying to avoid the second. It is the first and best book I have read attacking the problem of organizational politics and the human dynamics in a corporate or complex selling environment. It gives very practical ideas on what to do in most political/selling situations to tilt the decision in your favor. What this book does not do, nor attempt to do, is discuss the importance of a value proposition and the solution you are trying to sell. This is a great book to complement other famous sales books such as "Solution Selling." I recommend this book highly to anyone that sells in a complex sales world.
Rating:
Summary: Great sales book...as long as it is not your only approach
Review: Almost all sales books have two major flaws: 1) They give you high level advise, such as "have a strategy" without giving you the "rubber-meets-the-road" actions to take. 2) They expect you to operate within a vaccuum where their selling system or methodology will work every time. Power Base selling does not contain the first flaw and does an admirable job of trying to avoid the second. It is the first and best book I have read attacking the problem of organizational politics and the human dynamics in a corporate or complex selling environment. It gives very practical ideas on what to do in most political/selling situations to tilt the decision in your favor. What this book does not do, nor attempt to do, is discuss the importance of a value proposition and the solution you are trying to sell. This is a great book to complement other famous sales books such as "Solution Selling." I recommend this book highly to anyone that sells in a complex sales world.
Rating: 
Summary: This is no "one minute" sales guide
Review: Forget all the Zig Ziglar-type sales technique books! This is the real deal; It's about methodology, not how to glad hand or do an end run around the CFO or purchasing manager. If you want to understand the nature of truly competitive selling read this book, then watch the movie "Glegarry Glen Ross" for contrast. We trained the worldwide sales force of a F500 company on the Holden methodology. Results speak for themselves
Rating:
Summary: This is no "one minute" sales guide
Review: Forget all the Zig Ziglar-type sales technique books! This is the real deal; It's about methodology, not how to glad hand or do an end run around the CFO or purchasing manager. If you want to understand the nature of truly competitive selling read this book, then watch the movie "Glegarry Glen Ross" for contrast. We trained the worldwide sales force of a F500 company on the Holden methodology. Results speak for themselves
Rating:
Summary: Everything is "bought and sold" for a reason...
Review: Great read. Maybe too many stories...yet they explain his point in a clear sense. If you read between the lines and get the big picture of his strategic principles you can no doubt improve you sales performance.
Rating: 
Summary: Too many stories, too few principles
Review: Holden's book _Power Base Selling_ has long been considered a definitive work. With good reason -- it explains some of the Home Truths of the political aspect of the Sell. As a concept, _Power Base Selling_ is incomplete, as it ignores the *value* side of selling: how do you align your customer's perception of Value to your sales efforts? Fortunately, Holden has addressed this gap with his current _ValuBase Selling_ courses. Viewed purely as a political selling tool, though, _Power Base Selling_ is superb. The problem is, Holden uses a rather annoying, light-weight writing style which tends to lessen the impact of his very important message. Couple that with an attempt to somehow hook in with concepts from Sun Tsu's classic _The Art of War_, and introduce the concept of the "Ivy League Streetfighter", and you end up with a sometimes confusing set of images permeating the book. For this reason, the book is a rough diamond -- it would benefit from a re-write. However, it is the best book o
Rating:
Summary: This is the high end of Value Selling!
Review: Methods described in books like "Strategic Selling" concentrate on the obvious surface of your customer's behaviour. Power Base Selling goes far beyond. It gives you the most precise navigation instrument to move within a complex customer organization. Far ahead of your competition not aware of these basic rules.
But - don't lie yourself!
It is easy to understand, but anything else than easy to practize. Once incorporated it makes you almost unbeatable. So this book is worth every buck!
Rating:
Summary: This book gets better every time I read it!!
Review: The first time I read Power Base Selling, I thought it was great. Now that I have just re-read it, I am blown away by points that I missed the first time around. I recommend that everyone read it, apply it and then read it again -- it not only sharpins your political skills in selling, but in life.
Rating:
Summary: This book gets better every time I read it!!
Review: The first time I read Power Base Selling, I thought it was great. Now that I have just re-read it, I am blown away by points that I missed the first time around. I recommend that everyone read it, apply it and then read it again -- it not only sharpins your political skills in selling, but in life.
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