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

ISBN-10: 0071418717
ISBN-13: 9780071418713
Edition: 2003
Authors: Rick Page
List price: $21.00 Buy it from $2.99
eBook available
30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy

Description: Page analyses the five major trends facing selling today, and presents solutions that prepare salespeople and sales managers for survival.

Used Starting from $12.21
eBooks Starting from $21.00
Buy
what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!
You could win $10,000

Get an entry for every item you buy, rent, or sell.

Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Italian Grammar Online content $4.95 $1.99
Add to cart
Study Briefs
Portuguese Grammar Online content $4.95 $1.99
Add to cart
Study Briefs
Spanish Grammar Online content $4.95 $1.99
Add to cart
Study Briefs
German Grammar Online content $4.95 $1.99

Customers also bought

Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

Book details

List price: $21.00
Copyright year: 2003
Publisher: McGraw-Hill Education
Publication date: 4/14/2003
Binding: Paperback
Pages: 192
Size: 5.90" wide x 6.80" long x 0.40" tall
Weight: 0.550
Language: English

Page analyses the five major trends facing selling today, and presents solutions that prepare salespeople and sales managers for survival.

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, visit www.complexsale.com.

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

×
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.

×