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

Creating a Support Base Map

Figure 7.7 displays a multi-dimensional picture that conveys information about influence and relationship type. The center depicts the Fox by his or her name, which, in this example, is Chris. If you move concentrically outward, you find people in the Power Base, such as in our example, Tim and Ray, whereas individuals in the outer white ring are considered outside of the Power Base. Superimposed on this is the type of relationships that you—or your competitors—have with specific people, just as we talked about earlier. In this example, Ray is in the Power Base and is a Supporter of yours. Tim, who is also in the Power Base, supports your competitor, shown by the triangle.

Figure 7.7: Support Base Map

Political Advantage and Value Creation, in terms of Unexpected Value, are about building relative superiority, as reflected in your Support Base. It compels you to ensure that Foxes and Power Base members are Allies and Supporters and to always keep a vigilant eye on the competition. Remember: a Situational Power Base is dynamic and fluid. The appearance of an Emerging Fox can signal overnight change. Recognizing this, Stage IV sellers track the progression of relationships within their accounts, as well as that of their competition. They try not to be caught off guard or surprised by shifts in the political landscape or new relationships that might be ...