Cover image for Hope is not a strategy : the 6 keys to winning the complex sale
Title:
Hope is not a strategy : the 6 keys to winning the complex sale
Author:
Page, Rick, 1947-2013.
Personal Author:
Publication Information:
New York : McGraw-Hill, [2002]

©2002
Physical Description:
xii, 178 pages : illustrations ; 23 cm
General Note:
"A simplified, six-step process to manage competitive sales and prepare your sales team for the new millenium ; proven by world-class sales and consulting organizations."
Language:
English
Subject Term:
ISBN:
9780071418713
Format :
Book

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Library
Call Number
Material Type
Home Location
Status
Central Library HF5438.25 .P34 2002 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy ."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy , and one of the most sought-after sales consultants and trainers in the world.

He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision.

Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:

Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process


Author Notes

Rick Page is founder of The Complex Sale


Table of Contents

Introductionp. vii
Section 1 The Challenge--The Complex Sale
Chapter 1 Out of Controlp. 3
Chapter 2 What Makes Today's Complex Sale Complex?p. 13
Chapter 3 The Canyon and the Crucible--The Competitive Evaluationp. 19
Chapter 4 Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultantp. 23
Chapter 5 The Arsenal of Competitive Advantagep. 41
Section 2 The Solution--R.A.D.A.R.
Chapter 6 R.A.D.A.R.--Simplifying the Complex Salep. 49
Chapter 7 Key 1--Link Solutions to Pain (or Gain)p. 53
Chapter 8 Key 2--Qualify the Prospectp. 69
Chapter 9 Key 3--Build Competitive Preferencep. 77
Chapter 10 Key 4--Determine the Decision-Making Processp. 87
Chapter 11 Key 5--Sell to Powerp. 97
Chapter 12 Key 6--Communicate the Strategic Planp. 109
Section 3 Strategies for Execution
Chapter 13 Sixteen Opportunity-Level Sales Strategiesp. 123
Chapter 14 Changing Issues and Time-Based Sales Tacticsp. 137
Chapter 15 Ten Individual-Level Strategiesp. 145
Chapter 16 Selling at "C-Level"--Calling on Chief Executives and Political Navigationp. 149
Section 4 Winning Before the Battle--Account Management
Chapter 17 From Opportunity Management to Account Managementp. 163
The Complex Sale, Inc.p. 171
Notesp. 172
Bibliographyp. 173
Indexp. 175

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