HOPE IS NOT A STRATEGY by Rick Page ( 9780071418713 ) - Books & Audio Books at Pickabook.co.uk

Item Details

Title:

HOPE IS NOT A STRATEGY
THE 6 KEYS TO WINNING THE COMPLEX SALE

By:

Rick Page

Format:

Paperback

List price:

£17.99

Our price:

£13.13

Discount:

27% off

You save:

£4.86

ISBN 10:

0071418717

ISBN 13:

9780071418713

Availability:

Usually dispatched within 1-2 days.

Delivery rates

Stock:

Currently 9 available

Publisher:

MCGRAW-HILL EDUCATION - EUROPE

Pub. date:

1 April, 2003

Series:

Marketing/Sales/Adv & Promo

Pages:

192

Description:

Gives you winning B2B sales strategies and techniques. Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a six-step process for winning sales opportunities and shows you how to: qualify the prospect for forecasting accuracy, and communicate your strategy to your team.

Synopsis:

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.

Illustrations:

Illustrations

Publication:

Imprint:

McGraw-Hill Professional

Returns:

Returnable

Some other items by this author:

HOPE IS NOT A STRATEGY (HB)

MAKE WINNING A HABIT (HB)