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Title: The Power to Get In : A Step-by-Step System to Get in Anyone's Door So You Have the Chance to... Make the Sale... Get the Job... Present Your Ideas by Michael A. Boylan ISBN: 0-312-19522-2 Publisher: St. Martin's Press Pub. Date: 15 August, 1998 Format: Paperback Volumes: 1 List Price(USD): $14.95 |
Average Customer Rating: 3.89 (19 reviews)
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.
Rating: 5
Summary: More here than some readers may suspect
Comment: The negative reviews of this book complain that, according to those reviewers:
- The book says nothing new.
- The book says to do things that don't work.
- The book has only a little to say; most of the book is repetition and should have been only a magazine article.
I am a managing partner in a national consulting firm. My assistant receives an average of nine or ten sales solicitations that want to get through to me daily. In my experience, I have never had a salesperson call my office using the techniques described in this book. So does the book give us new methods? If my experience is valid, apparently so. My assistant has received many sales calls from sales people who did some research on our firm, and since I am as high up as you can get, many sales people start high. But to say that this is all the book is talking about is incomplete, I believe.
Three of my personal clients, all of them Fortune 1000 companies, have begun using the methods in this book. Those clients have increased the number of sales presentations by an average of 212%. They have increased the number of purchases by an average of 156%. They have increased their sales dollars by an average of 120%. One client, an advertising agency, has increased billings from clients captured in the last 12 months by 330%. Do the techniques work? Apparently. (By the way, our consulting firm started using these techniques, and by doing so within 12 months landed 7 new clients with an average billing of just under $1 million per client. Yes, it works.)
I am not offended by repetition. I welcome it. It gives me a chance to see the same topic from slightly different viewpoints. I begin to see the nuances. Most of the business books I read are very repetitive. That's fine. There is more here than simply sending out a bunch of form letters. For example, Boylan goes into the topic of "sincerity, honesty, and integrity regarding what you are selling" three times, at least. For a thoughtful salesperson, I feel there is a great deal to be aware of, and to think about in that topic. I'm glad Boylan repeats it.
And consider this: If this were a magazine article, which magazine would carry it? I doubt any of the big business magazines would. Maybe one of the Sales journals would. So how many people would see that article? I, for one, would not have. The costs of publishing and distributing a book require that the book sell for a minimum price, and who is going to pay that price for ten pages -- assuming that it is really a good idea to take out all the repetition? And remember this: the single-issue price of many journals today is $5 minimum, which is not much less than this book costs to buy on Amazon.
Would I feel manipulated by this method were it used on me? If it were really followed, I would not, because the core value of the method is honesty and integrity, which is contradictory of manipulation. But be careful: you have to REALLY follow the method, not just pay it lip service.
Would I meet with someone who used this method, where I ended up at the correct end-point of the process? ABSOLUTELY!
Bottom line: read this book carefully, with an open mind, and practice it carefully and with integrity, and you will likely reap good benefit.
Rating: 4
Summary: Disagree with negative reviewers
Comment: I disagree with the negative reviewers. It really depends on what your are selling. I sell million dollar plus systems and I need to get to the highest levels in an organization. The points of leverage have helped me tremendously in selling big ticket items to Fortune 500 companies. I highly recommend this book if you are in major account sales and you are trying to gain an audience with "C" level executives. Other good books such as Cold Calling Techniques are good but many of those techniques don't work when you and everybody else is attempting to coordinate a meeting with the "C" level executive.
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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: 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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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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