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Title: The Power to Get in by Michael A. Boylan, David McNally ISBN: 0-312-15193-4 Publisher: St. Martin's Press Pub. Date: February, 1997 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 3.89 (19 reviews)
Rating: 2
Summary: Fluffed Up to Fill a Book?
Comment: A senior sales executive once said to me, "Steve, you sales trainers are all alike. You take 6 hours to make a 30 second point." Unfortunately this is true of Boylan's book. The point he does make is his idea of creating 'leverage' by contacting your prospective buyer and at the same time contacting his boss, and his boss's boss - along with other 'leverage points.' While I agree that most sales people need to earn contact at higher levels in organizations, this isn't the way. It is the kind of technique that leads to the bad image most people have of sales people.
Rating: 5
Summary: A Sales System Unlike Any Other
Comment: This book was written for those who have serious problems with gaining access to others of special importance to them. Boylan offers a cohesive and comprehensive system to overcome all manner of barriers. He calls it The Circle of Leverage and explains it within six different sections entitled:
What's Been Keeping You Out
The Circle of Leverage System: What It Is, What's Behind It, and How It Works
The Circle of of Leverage System: The Ten Preparation Steps
Making Your Move: The Five Execution Steps of the Circle of Leverage System
Advanced Moves
Mastering the Circle of Leverage System
Obviously, this book can be very helpful to those in sales but if we expand our perspective to include other forms of persuasion, this book offers even greater value. For example, consider the potential relevance of the Circle of Leverage System to recruiting and hiring, M&A initiatives, competing with others in the same organization for its resources, use of customers as an extended sales force, use of "alumni" to locate talent, etc.
The Circle of Leverage System is sound. Boylan's explanation of it is thorough and lucid. I recommend this book highly to anyone who is both willing and able to make a sustained commitment to applying these principles. What else will you need? Tenacity and patience.
Rating: 5
Summary: Outstanding augmentation for existing sales processes
Comment: I am a VP Sales for a technology firm and I only recently read this book. I was so impressed with the innovative material I flew to MN to meet the author! Despite what the negative reviewers have said, this book is NOT a sales manual. It IS a manual for obtaining access. It is an excellent precursor to an existing sales process, but the sales process already needs to be in place. The author uses the term "bolt-on" addition which is a very good visual depiction of how this tool should be used.
Any good executive can tell you how difficult it is to be seen at the appropriate levels. More and more, callers and visitors are sloughed off to the next lower level, and if the caller doesn't have a compelling reason to stay at the executive level, they will invariably continue to be pushed down lower and lower until they are speaking with the lowliest of the non-decision makers, a "recommender." Horrors!
Don't sell this book short. "Getting In" is a master treatise on how to develop and keep access at the C-level. I highly recommend it.
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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Title: Visionary Selling: How to Get to Top Executives-And How to Sell Them When You're There by Barbara Geraghty ISBN: 0684839857 Publisher: Simon & Schuster Pub. Date: February, 1998 List Price(USD): $24.00 |
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Title: Hope Is Not a Strategy : The 6 Keys to Winning the Complex Sale by Rick Page ISBN: 0071418717 Publisher: McGraw-Hill Trade Pub. Date: 24 March, 2003 List Price(USD): $14.95 |
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Title: Cold Calling Techniques that Really Work! by Stephan Schiffman ISBN: 1580620760 Publisher: Adams Media Corporation Pub. Date: April, 1999 List Price(USD): $8.95 |
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Title: Secrets of VITO: Think and Sell Like a CEO by Anthony Parinello ISBN: 1891984497 Publisher: Entrepreneur Media Inc. Pub. Date: October, 2002 List Price(USD): $24.95 |
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