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

Name: Hope Is Not a Strategy The 6 Keys to Winning the Complex Sale
Price: 2.82 USD
Availability: InStock
ISBN: 9780966910247

ISBN-10: 0966910249

ISBN-13: 9780966910247

Edition: 2001

Authors: Rick Page

List price: $24.95

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Book details

List price: $24.95
Copyright year: 2001
Publisher: Nautilus Press, Incorporated
Binding: Hardcover
Pages: 178
Size: 6.25" wide x 9.00" long x 0.75" tall
Weight: 1.034
Language: English

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
Table of Contents provided by Rittenhouse. All Rights Reserved.