Hope Is Not a Strategy

The 6 Keys to Winning the Complex Sale

Rick Page

Publisher: McGraw-Hill, 2002, 178 pages

ISBN: 978-0-07-141871-3

Keywords: Sales

Last modified: March 2, 2013, 8:41 p.m.

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
  • Communicate your strategy throughout your team
    • Introduction
  • Section 1: The Challenge — The Complex Sale
    1. Out of Control
    2. What Makes Today's Complex Sale Complex?
    3. The Canyon and the Crucible — The Competitive Evaluation
    4. Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant
    5. The Arsenal of Competitive Advantage
  • Section 2: The Solution — R.A.D.A.R.
    1. R.A.D.A.R. — Simplifying the Complex Sale
    2. Key 1 — Link Solutions to Pain (or Gain)
    3. Key 2 — Qualify the Prospect
    4. Key 3 — Build Competitive Preference
    5. Key 4 — Determine the Decision-Making Process
    6. Key 5 — Sell to Power
    7. Key 6 — Communicate the Strategic Plan
  • Section 3: Strategies for Execution
    1. Sixteen Opportunity-Level Sales Strategies
    2. Changing Issues and Time-Based Sales Tactics
    3. Ten Individual-Level Strategies
    4. Selling at "C-Level" — Calling on Chief Executives and Political Navigation
  • Section 4: Winning Before the Battle — Account Management
    1. From Opportunity Management to Account Management
    • The Complex Sale, Inc.


Hope Is Not a Strategy

Reviewed by Roland Buresund

Disappointing *** (3 out of 10)

Last modified: March 2, 2013, 8:42 p.m.

A very shallow book, with very little substance, unless you're a total rookie to sales (in which case, there are other books you should read).

As a lover of sales training, I must admit that this book was a huge disappointment.


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