Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale - Hardcover

Page, Rick

Hardcover

ISBN 10: 0966910249 ISBN 13: 9780966910247

Publisher: Nautilus Press, 2002

Synopsis

Business-to-business team selling has never been easy. In today's new economy – where an organisation's technology, processes and power-holders can change overnight – it's riskier than ever. Multimillion-pound deals can spin out of control in a heartbeat. And the time-honoured methods that once made salespeople and sales managers successful just don't apply anymore.
Now for the good news: new methods do apply, are simple and work. And they're revealed in this break-through new book by Rick Page, one of the foremost authorities on B2B team selling. Page analyses the five major trends facing selling today, and presents solutions that prepare salespeople and sales managers for survival.
Page is widely known for having reduced the art of the complex sale to its simplest form. His R.A.D.A.R.® methodology demystifies the selling process, and is used by world-class sales and consulting organisations to win more deals, and win them faster. In Hope Is Not A Strategy: The 6 Keys to Winning the Complex Sale, he outlines this approach for readers everywhere, in a style as entertaining as it is instructive.

About this title

Review

"Hope Is Not A Strategy is must reading for today's sales professionals and consulting partners. It is required for all my Business Development Managers." -- Steve Dmetruk, Partner, Deloitte Consulting

"It is required reading for all my students and I recommend it to all of my clients." -- Tom Kosnik, Consulting Professor, Stanford University.

From the Back Cover

Put your team on top with winning B2B sales strategies and techniques

"No longer is being 'a closer" the basis of sustainable success. Instead it takes 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

How do leading world-class sales and consulting organizations consistently land the big clients and the huge contracts, even in the fast-changing, risk-laden new economy? The world's leading authority on B2B team selling is about to show you. In his runaway bestselling guide to sales excellence, Rick Page reveals the breakthrough selling strategies that have made superstars of thousands of his students.

Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a proven, six-step process for winning sales opportunities and shows you how to:

• Sell to a prospect's strategic business "pain" for greater value
• Qualify the prospect for forecasting accuracy
• Differentiate your solution to build competitive preference
• Link your strategy to the prospect's decision-making process
• Sell to power by finding the key to buyer politics
• Communicate your strategy throughout your team

Edition details

• Publisher: Nautilus Press
• Publication date: 2002
• Language: English
• ISBN 10: 0966910249
• ISBN 13: 9780966910247
• Binding: Hardcover
• Number of pages: 178