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

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

  • ISBN-13: 9780966910247
  • Author: Rick Page
  • Publisher: McGraw-Hill Companies
  • Publication date: 2001-09-01
  • Language: English
  • Pages: 180
  • $12.99
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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.

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