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

Name: Hope Is Not a Strategy: the 6 Keys to Winning the Complex Sale The 6 Keys to Winning the Complex Sale
Availability: InStock
ISBN: 9780071418713

ISBN-10: 0071418717

ISBN-13: 9780071418713

Edition: 2003

Authors: Rick Page

List price: $24.00

30 day, 100% satisfaction guarantee!

Buy used: $7.87

Buy new: $16.02

Marketplace

5 new & used from $2.54

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

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

Book details

List price: $24.00
Copyright year: 2003
Publisher: McGraw-Hill Education
Publication date: 4/14/2003
Binding: Paperback
Pages: 192
Size: 6.00" wide x 9.00" long x 0.39" tall
Weight: 0.550
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.



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