Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale
- 2h 43m
- Rick Page
- McGraw-Hill
- 2002
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 prospects strategic business pain for greater value
- Qualify the prospect for forecasting accuracy
- Differentiate your solution to build competitive preference
- Link your strategy to the prospects decision-making process
- Sell to power by finding the key to buyer politics
- Communicate your strategy throughout your team
About the Author
Rick Page founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide.
In this Book
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Out of Control
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What Makes Today's Complex Sale Complex?
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The Canyon and the Crucible—The Competitive Evaluation
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Talent and Team Selling—Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant
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The Arsenal of Competitive Advantage
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R.A.D.A.R.—Simplifying the Complex Sale
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Key 1—Link Solutions to Pain (or Gain)
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Key 2—Qualify the Prospect
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Key 3—Build Competitive Preference
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Key 4—Determine the Decision-Making Process
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Key 5—Sell to Power
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Key 6—Communicate the Strategic Plan
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Sixteen Opportunity-Level Sales Strategies
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Changing Issues and Time-Based Sales Tactics
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Ten Individual-Level Strategies
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Selling at “C-Level”—Calling on Chief Executives and Political Navigation
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From Opportunity Management to Account Management
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Notes
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Bibliography
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