Hope is not a strategy : the 6 keys to winning the complex sale

By:

Page, Rick

Material type: Text

9780966910247
0966910249

Subject(s):

Selling

DDC classification:

658.81 PAG

Contents:

Section 1 : The Challenge - The Complex Sale.-- Section 2 : The Solution - R.A.D.A.R.-- Section 3 : Strategies for Execution.-- Section 4 : Winning Before the Battle - Account Management.

Summary: Part common sense, part compendium of best-kept secrets from the world's best salespeople, this book presents a simple, six-step process for winning sales opportunities by: Linking solutions to a prospect's business pain - For great value. Qualifying the prospect - For forecasting accuracy. Building competitive preference - By differentiating your solution. Determining the decision-making process - For driving strategy. Selling to power - By finding the key to buyer politics. Communicating the strategic plan - For effective team selling. Page's methodology lets everyone speak the same language for fast, winning results no matter how complex the deal. No matter how many people are involved in the buying decision. No matter how rapidly the competitive landscape shifts.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode	Item holds
Reference Books	Main Library Reference	Reference	658.81 PAG (Browse shelf(Opens below))	Available		012641

Total holds: 0

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Previous	658.81 JOB Selling and sales management	658.81 KIN 21st century positioning : proven selling precepts	658.81 KUR Sales management success : optimizing performance to build a powerful sales team	658.81 PAG Hope is not a strategy : the 6 keys to winning the complex sale	658.81 STI Sales Management: Decisions, Strategies and Case	658.81 STR Effective Sales Management	658.81 TRA Great little book on successful selling	Next

Including Bibliography & Index.
"A simplified, six-step process to manage competitive sales and prepare your sales team for the new millennium; proven by world-class sales and consulting organizations."

Section 1 : The Challenge - The Complex Sale.--
Section 2 : The Solution - R.A.D.A.R.--
Section 3 : Strategies for Execution.--
Section 4 : Winning Before the Battle - Account Management.

Part common sense, part compendium of best-kept secrets from the world's best salespeople, this book presents a simple, six-step process for winning sales opportunities by:
Linking solutions to a prospect's business pain - For great value.
Qualifying the prospect - For forecasting accuracy.
Building competitive preference - By differentiating your solution.
Determining the decision-making process - For driving strategy.
Selling to power - By finding the key to buyer politics.
Communicating the strategic plan - For effective team selling.

Page's methodology lets everyone speak the same language for fast, winning results no matter how complex the deal. No matter how many people are involved in the buying decision. No matter how rapidly the competitive landscape shifts.

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