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

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More About This Book

Overview

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."—Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world.

He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries—an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale—no matter how complex the deal or how many people are involved in the buying decision.

Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:

  • Identify and sell to a prospect's business "pain"
  • Qualify a prospect
  • Build competitive preference
  • Define a prospect's decision-making process

Product Details

  • ISBN-13: 9780071418713
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 3/24/2003
  • Edition description: Reprint
  • Edition number: 1
  • Pages: 192
  • Sales rank: 101,651
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.47 (d)

Meet the Author

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

Table of Contents

Introduction
Sect. 1 The Challenge - The Complex Sale
Ch. 1 Out of Control 3
Ch. 2 What Makes Today's Complex Sale Complex? 13
Ch. 3 The Canyon and the Crucible - The Competitive Evaluation 19
Ch. 4 Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant 23
Ch. 5 The Arsenal of Competitive Advantage 41
Sect. 2 The Solution - R.A.D.A.R.
Ch. 6 R.A.D.A.R. - Simplifying the Complex Sale 49
Ch. 7 Key 1 - Link Solutions to Pain (or Gain) 53
Ch. 8 Key 2 - Qualify the Prospect 69
Ch. 9 Key 3 - Build Competitive Preference 77
Ch. 10 Key 4 - Determine the Decision-Making Process 87
Ch. 11 Key 5 - Sell to Power 97
Ch. 12 Key 6 - Communicate the Strategic Plan 109
Sect. 3 Strategies for Execution
Ch. 13 Sixteen Opportunity-Level Sales Strategies 123
Ch. 14 Changing Issues and Time-Based Sales Tactics 137
Ch. 15 Ten Individual-Level Strategies 145
Ch. 16 Selling at "C-Level" - Calling on Chief Executives and Political Navigation 149
Sect. 4 Winning Before the Battle - Account Management
Ch. 17 From Opportunity Management to Account Management 163
The Complex Sale, Inc 171
Notes 172
Bibliography 173
Index 175

Customer Reviews

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Sort by: Showing all of 5 Customer Reviews

  • Anonymous

    Posted November 21, 2007

    Must read for the Solution Sales professional

    Hope is Not a Strategy provides your team with B2B sales strategies and techniques that will make them more consultative sales professionals. It is a book for the strategic thinker and will enable you to build a world class sales organization.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted November 13, 2004

    Good starting point for reference

    Exceptional job in exploring theory and laying out a foundation for basic selliing teqniques. Principles are easy to apply to many retail sales oriented businesses. I'd encourage anyone in sales to read this book, twice.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted March 9, 2004

    Packed with Knowledge!

    This is an excellent handbook for salespeople in search of a simple summary of the principles of selling complex and costly products and services in a difficult environment. Author Rick Page offers nothing startlingly new, but he does a good job of collecting and presenting the most noteworthy points from collective conventional wisdom about selling. He illustrates these points with amusing, memorable anecdotes. His book is well written, well organized and quite readable. He probably has a point or two to offer even the most experienced and successful salesperson. Noting that chapter six summarizes the meat of the book in just three pages, so ¿ until you have time to read the book ¿ time-pressed salespeople could start by glancing at this section to begin to learn what really matters most in a complicated sales effort.

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  • Anonymous

    Posted October 28, 2002

    CALL YOUR BANKER, this is a GREAT BOOK!

    Each Detail Completes Our Winning Sales Arsenal Required for simplifying the Complex Sale! Do you have multiple people involved in the buying decision creating layers of decision making? Then read this with a highlighter, since Rick Page lines out the strategy keys for you therein. Page gives examples, and punches the point home w/ poignant humor, so my memory hangs on to the lesson. This is complimentary to tactical sales skills courses and books from the likes of Dale Carnegie, Solution Selling, Xerox's SPIN, etc. The CEO of The Complex Sale has penned a sales classic, a reference book on my shelf.

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  • Anonymous

    Posted January 30, 2002

    great reference and good examples

    This book put a framework and structure around the selling process in an organized and straightforward fashion. The examples are familiar but relevant and structured to make the author's point. From a reference stand point I have several bookmarks and notes already made from this book to help refocus my selling efforts when necessary. This book is a 'strategy' book, and as such, there is limited tactical advice.

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