|
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale | 
 enlarge | Author: Rick Page
Publisher: McGraw-Hill
Category: Book
List Price: $17.95
Buy Used: $0.44
You Save: $17.51 (98%)
New (55) Used (54) from $0.44
Rating:  38 reviews
Sales Rank: 18700
Media: Paperback
Edition: 1
Pages: 192
Number Of Items: 1
Shipping Weight (lbs): 0.6
Dimensions (in): 8.9 x 5.9 x 0.6
ISBN: 0071418717
Dewey Decimal Number: 658.85
EAN: 9780071418713
ASIN: 0071418717
Publication Date: March 24, 2003
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
Condition: Standard used condition.
| |
| Also Available In:
|
| Similar Items:
|
| Editorial Reviews:
Product Description
"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 .
.
|
| Customer Reviews: Read 33 more reviews...
 hope is not a strategy was recommended....I would not October 6, 2008
Debora S. Hintz
This sales book is OK, that is all. There are many better books on Sales Strategy out there.
 good read April 26, 2008
A. Rastagar (California)
I thought it was well written and insightful - yes, its somewhat dated now, but the principles still apply. After hearing the title over and over again in hallways at work, I decided to read this book and found that it mostly lived up to the hype.
Not just for the sales force January 15, 2008
Craig Kenneth Bryant (Atlanta, GA USA)
I'm not in sales, but, as a technical manager at an IT contracting company, I found myself called upon to do more and more sales-type stuff: presentations, bids, white papers, what have you, none I which I was suited for by training or inclination. Rick Page sold me this book by putting his key points on a poster in the Atlanta airport just as I was wandering by looking for some kind of guidance. "Link solutions to customer pain." How simple, and yet, what a revelation to a computer science major! The customer doesn't really want to hear about some new whim-wham; the customer wants to know how you're going to make something that hurts them _stop hurting_. At my next customer meeting, instead of talking features, I talked about what was hurting them--and it was a great meeting.
Now, the book, I'm going to admit, is uneven. A lot of it reads like hastily-assembled lecture notes. And there's a certain amount of Rick Page trademarked jargon that seems best forgotten. But it is front-loaded with stuff that will most help the newcomer to sales. If you read only the first fifty pages, you will get not only the discussion about customer pain, but a really eye-opening look at the proposal selection process (compliance is just a filter that gets your team in the door) that changed the way I've thought about every proposal I've worked on since.
I can't really say whether the material in this book is too basic, or too obvious, for experienced salespersons to care about it. But it threw me a rope when I desperately needed one, and it's made me a better software professional as well as a better sales resource. Highly recommended!
 ...But We Wish It Were November 2, 2007
N. Hirsch (Connecticut)
"Hope Is Not A Strategy" is such a good title for a sale's book that I just had to read it. I am glad I did.
Rick Page does a very good job at outlining the process and infrastructure sales teams need to implement to win the "Complex Sale". Rick Page describes the complex sale as a long cycle in which a team must maneuver through different departments, company hierarchies and multiple business partners to close the deal and beat the competition. As with any long sales cycle there are many opportunities to lose the sale or have competition out strategizing your efforts. This book helps identify all the potential signs and pitfalls that you may be losing the sale and provides tips on how to re-focus with a new strategy.
For those who have long sales cycles with big ticket and big commitment products or services, this book is a terrific resource. It is a manual on how to develop teams and how to work through the sales process avoiding specific hazards along the way. The book also reaffirms basic principles that a salesperson must always remember and focus on to emerge victorious. Even if your product or service does not require a complicated sale, this book should be required reading to those who are responsible for account management and on-going revenue generation from those accounts.
Love the title..... October 17, 2007
Lars Talbert (Seattle, WA)
I have been using that line for years..."Hope is not a strategy" I recently purchased this book on a longgggg layover at SFO. (It was time well spent) You would be amazed at how many salespeople go into a sales call without a strategy or work on a deal for months to realize they are not at "Power" The principles in this book are truly a "Field Guide" to successful solution selling, and will save you many hours of on the Job training.
Happy Selling!
|
|
|
SEO and Marketing TipsBETA RELEASE | |
