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

by Page, Rick

• ISBN13: 9780071418713
• ISBN10: 0071418717
• Edition: 1st
• Format: Paperback
• Copyright: 2003-04-14
• Publisher: McGraw Hill

Summary

"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

Author Biography

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

Table of Contents

Introduction	p. vii
The Challenge--The Complex Sale
Out of Control	p. 3
What Makes Today's Complex Sale Complex?	p. 13
The Canyon and the Crucible--The Competitive Evaluation	p. 19
Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant	p. 23
The Arsenal of Competitive Advantage	p. 41
The Solution--R.A.D.A.R.
R.A.D.A.R.--Simplifying the Complex Sale	p. 49
Key 1--Link Solutions to Pain (or Gain)	p. 53
Key 2--Qualify the Prospect	p. 69
Key 3--Build Competitive Preference	p. 77
Key 4--Determine the Decision-Making Process	p. 87
Key 5--Sell to Power	p. 97
Key 6--Communicate the Strategic Plan	p. 109
Strategies for Execution
Sixteen Opportunity-Level Sales Strategies	p. 123
Changing Issues and Time-Based Sales Tactics	p. 137
Ten Individual-Level Strategies	p. 145
Selling at "C-Level"--Calling on Chief Executives and Political Navigation	p. 149
Winning Before the Battle--Account Management
From Opportunity Management to Account Management	p. 163
The Complex Sale, Inc.	p. 171
Notes	p. 172
Bibliography	p. 173
Index	p. 175
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