Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale - Softcover

Page, Rick

Softcover

ISBN 10: 0071418717 ISBN 13: 9780071418713

Publisher: McGraw Hill, 2003

Synopsis

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope 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

About this title

From the Publisher:

Rick Page founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide.

From the Back Cover:

Put your team on top with winning B2B sales strategies and techniques

"No longer is being 'a closer" the basis of sustainable success. Instead it takes 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

How do leading world-class sales and consulting organizations consistently land the big clients and the huge contracts, even in the fast-changing, risk-laden new economy? The world's leading authority on B2B team selling is about to show you. In his runaway bestselling guide to sales excellence, Rick Page reveals the breakthrough selling strategies that have made superstars of thousands of his students.

Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a proven, six-step process for winning sales opportunities and shows you how to:

• Sell to a prospect's strategic business "pain" for greater value
• Qualify the prospect for forecasting accuracy
• Differentiate your solution to build competitive preference
• Link your strategy to the prospect's decision-making process
• Sell to power by finding the key to buyer politics
• Communicate your strategy throughout your team

About this edition

• Publisher: McGraw Hill
• Publication date: 2003
• ISBN 10: 0071418717
• ISBN 13: 9780071418713
• Binding: Paperback
• Edition number: 1
• Number of pages: 192