Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale - Couverture rigide

Page, Rick

Couverture rigide

ISBN 10 : 0966910249 ISBN 13 : 9780966910247

Editeur : Nautilus Press, 2002

Synopsis

Book by Page Rick

A propos du livre

Quatrième de couverture

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

Biographie de l'auteur

Rick Page founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide.

Détails de l'édition

• Éditeur: Nautilus Press
• Date d'édition: 2002
• Langue: anglais
• ISBN 10: 0966910249
• ISBN 13: 9780966910247
• Reliure: Relié
• Nombre de pages: 178
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible