Hope Is Not a Strategy

Rick Page

178 pages, parution le 13/05/2003

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Résumé

"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

Contents

Section 1: The Challenge- The Complex Sale
Section 2: Thre Solution- R.A.D.A.R.
Section 3: Strategies For Execution
Section 4: Winning Before The Battle- Account Management

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Rick Page
Parution	13/05/2003
Nb. de pages	178
Format	15 x 22,5
Couverture	Broché
Poids	260g
Intérieur	Noir et Blanc
EAN13	9780071418713
ISBN13	978-0-07-141871-3