The selling fox
Subtitle: a field guide for dynamic sales performance
By: Jim Holden.
Publisher: Wiley
Published: 2002
Place of publication: New York
Language: eng
Number of pages: 222
Subjects: Selling.; Competition.
Notes: Includes bibliographical references and index.
Table of contents: title: Machine generated contents note: Chapter 1 Closing Techniques 5; title: Mastering the Basics 5; title: The Close 6; title: The Indirect Strategy: A Key Strategy to Master 15; title: Making the Customer Commitment Stick 18; title: Closing Like a Selling Fox 21; title: Selling Fox Talk 22; title: The Fox Ethos 22; title: Chapter 2 Closing Dynamics 24; title: Mechanics of a Trial Close 24; title: Close Condition Requirements 25; title: The Fox Ethos 34; title: Chapter 3 Blocking and Trapping 35; title: Blocking 35; title: Trapping the Competition 41; title: Selling Fox Talk 50; title: The Fox Ethos 51; title: Chapter 4 Selling at the Edge 52; title: Acknowledging the Possibility of Losing 52; title: Loss Recovery Plans and Techniques 53; title: Ranking Your Performance 58; title: The Fox Ethos 67; title: Chapter 5 Calling High 68; title: Executive Relationship Principles 68; title: Creating Balanced Value 76; title: The Seven-Step Executive Calling Process 88; title: The Selling Fox's Perspective on Calling High 98; title: The Fox Ethos 99; title: Chapter 6 The King of Sales Strategy 100; title: How You Sell Is Important 100; title: Indirect Is King 101; title: Real-Life Examples of the Indirect Strategy 109; title: Indirect Wins for Selling Foxes 118; title: The Fox Ethos 118; title: Chapter De-Installing a Competitor 119; title: De-Installing a Competitor in a Major Account 119; title: A Fox-Like Approach to Loss Recovery 141; title: The Fox Ethos 143; title: Chapter 8 Qualifying Opportunities 144; title: The Opportunity Evaluator 144; title: Major Opportunity Evaluator 145; title: Major Opportunity Evaluator Summary 173; title: Short Cycle Opportunity Evaluator 177; title: The Fox Ethos 182; title: Chapter 9 Are You a Selling Fox? 183; title: Expanding Your Self-Performance Rating 183; title: Are You a Selling Fox? 187; title: The Fox Ethos 192; title: Chapter 10 Building Your Personal Business Development System. 193; title: The Missing System 193; title: Design an Effective System 194; title: Applying Planning to Your System 196; title: Assessing Your Personal Capacity 200; title: Build Your Personal Business Development System 203; title: The Mark of a Selling Fox 210; title: The Selling Fox Ethos 211.