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

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

Introductionp. vii
The Challenge--The Complex Sale
Out of Controlp. 3
What Makes Today's Complex Sale Complex?p. 13
The Canyon and the Crucible--The Competitive Evaluationp. 19
Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultantp. 23
The Arsenal of Competitive Advantagep. 41
The Solution--R.A.D.A.R.
R.A.D.A.R.--Simplifying the Complex Salep. 49
Key 1--Link Solutions to Pain (or Gain)p. 53
Key 2--Qualify the Prospectp. 69
Key 3--Build Competitive Preferencep. 77
Key 4--Determine the Decision-Making Processp. 87
Key 5--Sell to Powerp. 97
Key 6--Communicate the Strategic Planp. 109
Strategies for Execution
Sixteen Opportunity-Level Sales Strategiesp. 123
Changing Issues and Time-Based Sales Tacticsp. 137
Ten Individual-Level Strategiesp. 145
Selling at "C-Level"--Calling on Chief Executives and Political Navigationp. 149
Winning Before the Battle--Account Management
From Opportunity Management to Account Managementp. 163
The Complex Sale, Inc.p. 171
Notesp. 172
Bibliographyp. 173
Indexp. 175
Table of Contents provided by Rittenhouse. All Rights Reserved.
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