The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Gaining Political Advantage

Although this story is intended to deepen your understanding of how individuals gain influence, you may be wondering what it has to do with your ability as a seller to gain Political Advantage. The answer is, a lot. What role did you, a supplier, play in Ray’s promotion in this example? Although you did have a role in this story, it was a bit part, a cameo appearance with a good product. You won the order because you sold well, in a traditional sense. Your product worked well, and its success launched Ray on a path to success. This initial opportunity to provide value and be recognized for it then led to other opportunities and other successes. Eventually, Ray won a coveted position. And although all these things happened, you did not make them happen.

Come to think of it, the way we told the story, Ray Andrews seems like a pretty remarkable person. He knew how to approach the project in a way that senior management would most highly value. He knew that his company was likely to create the new department soon and that succeeding in the project would give him a shot at the new position.

But what if Ray was not so politically astute? What if he wasn’t aware of what was going on in the organization? What if he did not have a read on Chris Dalghren’s values? What if he did not realize that his buying decision represented more than simply selecting a product and was actually his first crack at becoming a member of the Power Base?

Is there a way for you, the ...