The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition by Ryan Kubacki, Jim Holden

Ryan Kubacki is an expert in business strategies, specifically focusing on power-based selling. His new book, “The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition,” provides readers with the necessary tools to strategically become and remain successful in the sales arena.

The book focuses on “power-base selling” or the art of persuading prospects to purchase and do business, focusing on the creative, interpersonal, and emotional aspects of the customer’s buying decision, as well as the rational. Kubacki argues that this technique is more effective than traditional, customer-centric selling techniques, as it is much more focused on finding a successful resolution within the shared experience of interacting with a customer.

Kubacki explains that success in power-base selling is largely reliant on understanding buyers’ needs and motivations. As he puts it, “power-based selling requires that we look beyond the price issue and understand the needs of the customer and its organizations as a whole." To do this, he encourages readers to view every interaction with a prospect as a unique opportunity to really understand their individual needs and motivations.

Based on his considerable industry experience, Kubacki outlines multiple principles to effectively master power-based selling. He asserts the importance of forming relationships, knowing the customer inside and out, properly addressing customer concerns, managing buyers’ complete decision-making lifecycle, and accessing the right people at the right times to help with the process.

He goes on to discuss techniques to reach prospects, such as leveraging social media, creating an interactive web experience, and building an ecosystem of trusted influencers. He explains that this offers sellers a platform to reach new buyers, with less resources and greater spending power than traditional outreach channels.

Kubacki also advises readers on how to effectively negotiate contracts and build trust with their customers. He suggests that rather than relying on traditional tactics such as using a price point as a tool to resolve negotiations, sellers should focus on creating value in the customer’s eyes. He highlights the importance of emphasizing value over profit, and creating trust in order to gain customers’ business for the long-term.

At the end of “The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition,” Kubacki presents readers with a comprehensive list of selling tactics to implement. He outlines tools to help readers visualize their approach with customers, and provides examples of how to use these tools effectively.

Overall, “The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition” by Ryan Kubacki is a comprehensive guide to mastering the art of power-based selling. This innovative approach to sales proposition enables readers to quickly and effectively understand customer needs and make lasting relationships to drive sales and generate higher margins.