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

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9780071418713: Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
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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 Publisher:

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; and communicate your strategy throughout your team.

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Page, Rick
ISBN 10: 0071418717 ISBN 13: 9780071418713
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Descripción McGraw-Hill, 2003. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería VJ-9780071418713

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Descripción McGraw-Hill Education - Europe, United States, 2003. Paperback. Estado de conservación: New. Reprint. 226 x 150 mm. Language: English . Brand New Book. 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; and communicate your strategy throughout your team. Nº de ref. de la librería AAC9780071418713

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Page, Rick
Editorial: McGraw-Hill Education - Europe, United States (2003)
ISBN 10: 0071418717 ISBN 13: 9780071418713
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Descripción McGraw-Hill Education - Europe, United States, 2003. Paperback. Estado de conservación: New. Reprint. 226 x 150 mm. Language: English . Brand New Book. 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; and communicate your strategy throughout your team. Nº de ref. de la librería AAC9780071418713

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Descripción McGraw-Hill, 2003. Paperback. Estado de conservación: New. book. Nº de ref. de la librería 0071418717

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Descripción McGraw-Hill Education - Europe. Paperback. Estado de conservación: new. BRAND NEW, Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale, Rick Page, 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; and communicate your strategy throughout your team. Nº de ref. de la librería B9780071418713

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Descripción McGraw-Hill Education. PAPERBACK. Estado de conservación: New. 0071418717 Brand New Book. Ships from the United States. 30 Day Satisfaction Guarantee!. Nº de ref. de la librería 4321975

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Page, Rick
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Descripción McGraw-Hill. Paperback. Estado de conservación: New. Paperback. 192 pages. Dimensions: 8.9in. x 6.0in. x 0.5in.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 Pages runaway sales bestseller schools readers in Pages 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 worlds top salespeople, Page shows readers how to: Identify and sell to a prospects business pain Qualify a prospect Build competitive preference Define a prospects decision-making process This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Nº de ref. de la librería 9780071418713

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