+353-1-416-8900REST OF WORLD
+44-20-3973-8888REST OF WORLD
1-917-300-0470EAST COAST U.S
1-800-526-8630U.S. (TOLL FREE)


The Selling Fox. A Field Guide for Dynamic Sales Performance

  • ID: 2217261
  • Book
  • May 2002
  • 240 Pages
  • John Wiley and Sons Ltd
Advanced Praise for THE SELLING FOX

"A terrific book for the advanced sales professional. Jim Holden helps you create an easy–to–follow and battle–tested system that will lead to higher sales, more competitive victories, and stronger relationships at the executive level. It is a must–read for those who are serious about developing more business."

–– Gerhard Gschwandtner, founder and Publisher, Selling Power

"Many books have been written about selling techniques, but few provide real value to the sales executive in the field. Jim Holden delivers the key elements of selling success, and the tips and sample dialogue he provides will help sales professionals sharpen their skills and improve their close rates. I can easily see The Selling Fox becoming an indispensable tool for all sales organizations. I only hope my competition doesn′t read it."

–– John McCain, President, E Solutions Division, EDS

"There are lots of salespeople, but few who can operate at the highest level. Anyone who either aspires to sell at the top levels of business or is responsible for a commercially focused sales team should read this book. Highly recommended!"

–– Peter Matthews, Partner in charge of Sales, Ernst & Young International

"The Selling Fox is the most powerful resource I′ve read for planning and executing successful selling strategies. Jim Holden has a masterful way of simplifying the complex nature and character of the professional salesperson in the most practical, results–driven way. Anyone who aspires to the highest income potential of top selling professionals should study this book for all it′s worth."

–– Glynn Spangenberg, Vice President of Sales, QUALCOMM Incorporated

"The Selling Fox strikes a perfect balance of groundbreaking sales methodologies and proven, high–impact tactics, necessary tools in today′s competitive climate. Salespeople who commit to applying the concepts put forth in this book will outfox the competition, deliver significant value to their clients, build long–lasting relationships–– both internally and externally–– and realize greater selling success."

–– Rick Snyder, Senior Vice President

NextiraOne, Network Solutions Provider and Cisco Gold Certified Partner
Note: Product cover images may vary from those shown
List of Figures and Tables.


Chapter 1. Closing Techniques.

Chapter 2. Closing Dynamics.

Chapter 3. Blocking and Trapping.

Chapter 4. Selling at the Edge.

Chapter 5. Calling High.

Chpter 6. The King of Sales Strategy.

Chapter 7. De–Installing a Competitor.

Chapter 8. Qualifying Opportunities.

Chapter 9. Are You a Selling Fox?

Chapter 10. Building Your Personal Business Development System.

Appendix: Portrait of a Selling Fox.


About the Author.
Note: Product cover images may vary from those shown
Jim Holden
Note: Product cover images may vary from those shown