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

ISBN-10: 0071418717

ISBN-13: 9780071418713

Edition: 2003

Authors: Rick Page

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

List price: $21.00
Copyright year: 2003
Publisher: McGraw-Hill Education
Publication date: 4/14/2003
Binding: Paperback
Pages: 192
Size: 6.00" wide x 8.75" long x 0.75" tall
Weight: 0.792
Language: English

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.

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.
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