Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale FROM THE PUBLISHER
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.
About the Author: Rick Page has had a distinguished career bringing smart, simple strategy to selling for the best and the brightest in the sales world. In 1994, he founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide. The firm has taught Page's winning techniques to more than 25,000 people in 150 companies in 50 countries - many of whom have gone on to achieve more than $1 million in commissions, and to run their own successful sales forces using his approach. Holder of an MBA from the University of North Carolina at Chapel Hill, Page contributes numerous articles to leading sales and consulting publications, and is a frequent speaker at sales conferences around the world.
SYNOPSIS
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 Communicate your strategy throughout your team
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