Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page, Paperback, 9780071418713 | Buy online at The Nile
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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

The 6 Keys to Winning the Complex Sale

Author: Rick Page   Series: Marketing/Sales/Adv & Promo

Paperback

Gives you winning B2B sales strategies and techniques. Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a six-step process for winning sales opportunities and shows you how to: qualify the prospect for forecasting accuracy, and communicate your strategy to your team.

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PRODUCT INFORMATION

Summary

Gives you winning B2B sales strategies and techniques. Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a six-step process for winning sales opportunities and shows you how to: qualify the prospect for forecasting accuracy, and communicate your strategy to your team.

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Description

This is the paperback edition of the bestselling sales book that is now poised to join the classics such as Strategic Selling, Solution Selling, and Spin Selling on the sales bookshelf. In fact, since Rick Page's Hope Is Not a Strategy was published in late 2001, it has sold 37,000 copies in hardcover, and has generated a tremendous amount of excitement in the sales world. In fact, Page's groundbreaking sales system has been adopted by Microsoft, Deloitte, PeopleSoft, Oracle, and NASDAQ. The secret to the success of Hope Is Not a Strategy is its unique approach, which is a synthesis of best practices from the areas of consultative, competitive, and team selling into a simple, effective process for winning sales. In the last ten years, the art and science of selling have evolved through several generations, from moving commodities, to selling strategic solutions, to forming business partnerships. The latest, greatest challenge facing salespeople today is the complex sale.While the complex sale once referred to any sale that had multiple buyers, the shift to an information economy has transformed the complex sale and caused it to explode to include new challenges that are overwhelming salespeople and managers. At the core of Hope Is Not a Strategy is a simple, six-step process designed to help salespeople and their managers conquer the complex sale: The first step is to learn about the client's pains using a needs assessment. The second step focuses on qualifying the prospect, or in other words, choosing battles you can win. The third step teaches how to nurture competitive preference, allowing you to gain the edge on your competition. The fourth step shows you how to recognize your client's decision-making process and understand what makes it tick. The fifth step is all about power, and how to be sure you're selling to the most powerful figure in the organization. The sixth step demonstrates how to combine steps 1 through 5 into a strong and agile sales strategy.

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Critic Reviews

"No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."
Now In Paperback "No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."

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About the Author

Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller. For more information,

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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

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Product Details

Publisher
McGraw-Hill Education - Europe | McGraw-Hill Professional
Published
16th April 2003
Edition
1st
Pages
192
ISBN
9780071418713

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RRP $37.96
$36.66
Or pay later with
Check delivery options