May 2012
Intermediate to advanced
234 pages
6h 12m
English
book
The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
by Jim Holden, Ryan Kubacki
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CHAPTER 3
Influence and Authority
The secret of my influence has always been that it remained secret.
—Salvador Dali
When coaching the competitive deal reviews, we often heard sellers claim that they would “never get involved in customer politics.” But whether they knew it or not—and whether they liked it or not—they already were involved in customer politics from the moment they called on the account; they never had a choice. To help improve a customer’s business and to win a sale, you have to not only sell people on your ideas but sell the right people. So how do you determine who the right people are? The answer lies in understanding customer politics. More specifically, you must gain insight into how the relationship between influence and authority shapes the customer organization’s decision-making process.
The crucial nature of this realization for sellers lies in the fact that:
Political Advantage is the most important of the nontraditional sources of relative superiority because it fuels the other two: Value Creation and Competitive Differentiation.
In that way, mastering politics is not a choice; it is a requirement. So let’s begin by understanding it.
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.