Hope is not a strategy : the 6 keys to winning the complex sale

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Title:

Author:

Page, Rick, 1947-

ISBN:

9780071418713

9780966910247

Personal Author:

Page, Rick, 1947-

Publication Information:

New York : McGraw-Hill, c2002.

Physical Description:

xii, 178 p. : ill. ; 23 cm.

General Note:

"A simplified, six-step process to manage competitive sales and prepare your sales team for the new millenium ; proven by world-class sales and consulting organizations."

Subject Term:

Selling.

Electronic Access:

Publisher description http://www.loc.gov/catdir/description/mh031/2003271799.html
Contributor biographical information http://www.loc.gov/catdir/bios/mh042/2003271799.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168015747476	658.85 P133H 2002	1	Searching... Unknown

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes 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

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

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