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Hope Is Not A Strategy Pb : The 6 Keys to Winning the Complex Sale - Rick Page

Hope Is Not A Strategy Pb

The 6 Keys to Winning the Complex Sale

By: Rick Page

Paperback Published: 24th March 2003
ISBN: 9780071418713
Number Of Pages: 192

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""No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines in"Hope Is Not a Strategy.""--Geoffrey Moore, author of "Crossing the Chasm "and "Inside the Tornado

Master of the complex sale, Rick Page is the author of the bestselling book, "Hope Is Not a Strategy," and one of the most sought-after sales consultants and trainers in the world.

He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision.

Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Industry Reviews

"No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."
Now In Paperback "No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."

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.

ISBN: 9780071418713
ISBN-10: 0071418717
Series: Marketing/Sales/Adv & Promo
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 192
Published: 24th March 2003
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 22.9 x 15.2  x 1.1
Weight (kg): 0.25
Edition Number: 1

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