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

By: Material type: TextTextPublication details: New York : Nautilus Press, ©2002.Description: xii, 178 p.: illustrationsISBN:
  • 9780966910247
  • 0966910249
Subject(s): 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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Item type Current library Collection Call number Status Date due Barcode Item holds
Reference Books Reference Books Main Library Reference Reference 658.81 PAG (Browse shelf(Opens below)) Available 012641
Total holds: 0

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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