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

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en Limba Engleză Paperback – 16 Apr 2003

No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope 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
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Specificații

ISBN-13: 9780071418713
ISBN-10: 0071418717
Pagini: 192
Dimensiuni: 152 x 229 x 10 mm
Greutate: 0.25 kg
Editura: McGraw Hill Education
Colecția McGraw-Hill Education
Locul publicării: United States

Textul de pe ultima copertă

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

 


Notă biografică

Rick Page founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide.