[书籍] Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
出版社:
Mcgraw-Hill
简介:
Part common sense, part compendium of best-kept secrets from the world's best salespeople, this book presents a simple, six-step process for winning sales opportunities by: Linking solutions to a prospect's business pain - For great value. Qualifying the prospect - For forecasting accuracy. Building competitive preference - By differentiating your solution. Determining the decision-making process - For driving strategy. Selling to power - By finding the key to buyer politics. Communicating the strategic plan - For effective team selling. Page's methodology lets everyone speak the same language for fast, winning results no matter how complex the deal. No matter how many people are involved in the buying decision. No matter how rapidly the competitive landscape shifts. About the Author: Rick Page has had a distinguished career bringing smart, simple strategy to selling for the best and the brightest in the sales world. In 1994, he founded The Complex Sale, an Atlanta-based company that provides sales consulting and training worldwide. The firm has taught Page's winning techniques to more than 25,000 people in 150 companies in 50 countries - many of whom have gone on to achieve more than $1 million in commissions, and to run their own successful sales forces using his approach. Holder of an MBA from the University of North Carolina at Chapel Hill, Page contributes numerous articles to leading sales and consulting publications, and is a frequent speaker at sales conferences around the world.
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