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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale (Marketing/Sales/Adv & Promo) Paperback – April 14, 2003
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"No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."
Now In Paperback "No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."
From the Back Cover
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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Top customer reviews
In the course of helping me to understand the kind of candidate that will be most successful in telling the Invoke story, Ben mentioned that his favorite book on the subject was written by Rick Page: "Hope Is Not A Strategy - The 6 Keys to Winning the Complex Sale." It did not take me long to figure out that this book should quickly find its way to the top of my reading list. I have just finished digesting the book. I can see why Ben considers it "the Bible" for the art of complex selling. Over the past several years, I have been trying to learn all that I can about best practices in sales and selling. This thin volume - less than 200 pages - is the best resource I have seen for simplifying the sometimes mystifying and multi-layered process of managing competitive sales.
The book is laid out in four major sections:
Section 1: The Challenge - The Complex Sale
In this introductory section, Page unravels the intricacies of selling in a rapidly evolving business environment. I found the chapter on "Talent and Team Selling" to be of particular value. In this chapter, he lays out the different kinds of skills that are needed for different types of selling - Tellers, Sellers, Hunters, Farmers, Business Developers, Partners and Industry-Networked Consultants.
Section 2: The Solution - R.A.D.A.R.
This sections contains the Six Keys that Page refers to in the subtitle of the book.
Key 1 - Link Solutions to Pain or Gain
Key 2 - Qualify The Prospect
Key 3 - Build Competitive Preference
Key 4 - Determine the Decision-Making Process
Key 5 - Sell to Power
Key 6 - Communicate the Strategic Plan
Section 3: Strategies for Execution
This section is replete with mini-case studies of how specific sales teams or individuals implemented the execution strategies outlined in this part of the book.
Section 4: Winning Before the Battle - Account Management
Page writes: "A friend of mine was an airborne instructor in the Army. I asked him if it was difficult to get people to jump out of an airplane the first time.
`Actually,' he said, `it was harder to get them to do it the second time.'
That is my definition of a great salesperson. Will they buy from you the second time?
If we oversold or underdelivered, then it wasn't a sale; it was a lie. Lying is easy; selling is hard.
A great salesperson sells in a way that leads to trust and repeat business."
I recommend this book for anyone who is selling or leading a sales team.
I also recommend Invoke Solutions' fascinating new approach to streamlining market research. They are saving their clients time and money while providing more useful market intelligence. Check out their Website.
The key to the refresher is that to be the best, one must provide the best service to the clients, earn and work hard to gain the trust of the client and know why ou are better than the competition. Rick page has examples of the old AMS and how the BD won the trust of the client by being more knoweldgeable of their organizationals needs than the client (HUD?). "