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

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

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; and communicate your strategy throughout your team.

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

SKU	Non disponible
ISBN 13	9780071418713
ISBN 10	0071418717
Titre	Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
Auteur	Rick Page
État	Non disponible
Type de reliure	Paperback
Éditeur	McGraw-Hill Education - Europe
Année de publication	2003-04-16
Nombre de pages	192
Note de couverture	La photo du livre est présentée à titre d'illustration uniquement. La reliure, la couverture ou l'édition réelle peuvent varier.
Note	Non disponible