Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale Paperback - 2003 - 1st Edition
by Page, Rick
- Used
Master of the complex sale, Page is the author of the bestselling book, "Hope Is Not a Strategy, " and a sought-after sales consultant and trainer. 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.
Description
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Details
- Title Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
- Author Page, Rick
- Binding Paperback
- Edition number 1st
- Edition 1
- Condition New
- Pages 192
- Volumes 1
- Language ENG
- Publisher McGraw-Hill Companies, New York
- Date 2003-04-14
- Illustrated Yes
- Features Bibliography, Illustrated, Index, Recycled Paper, Table of Contents
- Bookseller's Inventory # 49FF8R005S1U
- ISBN 9780071418713 / 0071418717
- Weight 0.56 lbs (0.25 kg)
- Dimensions 9.16 x 6.04 x 0.54 in (23.27 x 15.34 x 1.37 cm)
- Library of Congress subjects Selling, Sales management
- Library of Congress Catalog Number 2003271799
- Dewey Decimal Code 658.85
From the publisher
First line
From the rear 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
