Authors: Rick Page
ISBN-13: 9780071418713, ISBN-10: 0071418717
Format: Paperback
Publisher: McGraw-Hill Companies, The
Date Published: March 2003
Edition: Reprint
Rick Page founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide.
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:
Rick Page founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide.
Introduction | ||
Sect. 1 | The Challenge - The Complex Sale | |
Ch. 1 | Out of Control | 3 |
Ch. 2 | What Makes Today's Complex Sale Complex? | 13 |
Ch. 3 | The Canyon and the Crucible - The Competitive Evaluation | 19 |
Ch. 4 | Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant | 23 |
Ch. 5 | The Arsenal of Competitive Advantage | 41 |
Sect. 2 | The Solution - R.A.D.A.R. | |
Ch. 6 | R.A.D.A.R. - Simplifying the Complex Sale | 49 |
Ch. 7 | Key 1 - Link Solutions to Pain (or Gain) | 53 |
Ch. 8 | Key 2 - Qualify the Prospect | 69 |
Ch. 9 | Key 3 - Build Competitive Preference | 77 |
Ch. 10 | Key 4 - Determine the Decision-Making Process | 87 |
Ch. 11 | Key 5 - Sell to Power | 97 |
Ch. 12 | Key 6 - Communicate the Strategic Plan | 109 |
Sect. 3 | Strategies for Execution | |
Ch. 13 | Sixteen Opportunity-Level Sales Strategies | 123 |
Ch. 14 | Changing Issues and Time-Based Sales Tactics | 137 |
Ch. 15 | Ten Individual-Level Strategies | 145 |
Ch. 16 | Selling at "C-Level" - Calling on Chief Executives and Political Navigation | 149 |
Sect. 4 | Winning Before the Battle - Account Management | |
Ch. 17 | From Opportunity Management to Account Management | 163 |
The Complex Sale, Inc | 171 | |
Notes | 172 | |
Bibliography | 173 | |
Index | 175 |