000			01623nam a2200181 a 4500
020			_a9780966910247
020			_a0966910249
082			_a658.81 _bPAG
100			_aPage, Rick.
245			_aHope is not a strategy : the 6 keys to winning the complex sale
260			_aNew York : _bNautilus Press, _c©2002.
300			_axii, 178 p.: _billustrations.
500			_aIncluding 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."
505			_aSection 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.
520			_aPart 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.
650			_aSelling.
942			_cREF
999			_c40771 _d40771