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

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McGraw Hill Professional, Apr 14, 2003 - Business & Economics - 192 pages
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"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
 

What people are saying - Write a review

A mustread!

User Review  - stephop - Overstock.com

There is simply no better book for anyone who is involved in selling complex solutions. Simply put this book is required reading for solutions salespeople. I had to learn most of these concepts the ... Read full review

Contents

The SolutionRADAR
47
Strategies for Execution
121
Winning Before the BattleAccount Management
161
The Complex Sale Inc
171
Notes
172
Bibliography
173
Index
175
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About the author (2003)

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

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