Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

图书标准信息

• 作者 Rick Page 著
• 出版社 Mcgraw-Hill
• 出版时间 2003-03
• ISBN 9780071418713
• 定价 214.70元
• 装帧 平装
• 开本 其他
• 纸张 其他
• 页数 192页
• 正文语种 英语

【内容简介】

Partcommonsense,partcompendiumofbest-keptsecretsfromtheworld'sbestsalespeople,thisbookpresentsasimple,six-stepprocessforwinningsalesopportunitiesby:

Linkingsolutionstoaprospect'sbusinesspain-Forgreatvalue.
Qualifyingtheprospect-Forforecastingaccuracy.
Buildingcompetitivepreference-Bydifferentiatingyoursolution.
Determiningthedecision-makingprocess-Fordrivingstrategy.
Sellingtopower-Byfindingthekeytobuyerpolitics.
Communicatingthestrategicplan-Foreffectiveteamselling.

Page'smethodologyletseveryonespeakthesamelanguageforfast,winningresultsnomatterhowcomplexthedeal.Nomatterhowmanypeopleareinvolvedinthebuyingdecision.Nomatterhowrapidlythecompetitivelandscapeshifts.

AbouttheAuthor:RickPagehashadadistinguishedcareerbringingsmart,simplestrategytosellingforthebestandthebrightestinthesalesworld.In1994,hefoundedTheComplexSale,anAtlanta-basedcompanythatprovidessalesconsultingandtrainingworldwide.ThefirmhastaughtPage'swinningtechniquestomorethan25,000peoplein150companiesin50countries-manyofwhomhavegoneontoachievemorethan$1millionincommissions,andtoruntheirownsuccessfulsalesforcesusinghisapproach.HolderofanMBAfromtheUniversityofNorthCarolinaatChapelHill,Pagecontributesnumerousarticlestoleadingsalesandconsultingpublications,andisafrequentspeakeratsalesconferencesaroundtheworld.

【作者简介】

RickPagefoundedTheComplexSale,anAtlanta-basedcompanythatprovidessalesconsultingandtrainingworldwide.

【目录】

Introduction
Sect.1TheChallenge-TheComplexSale
Ch.1OutofControl3
Ch.2WhatMakesToday'sComplexSaleComplex?13
Ch.3TheCanyonandtheCrucible-TheCompetitiveEvaluation19
Ch.4TalentandTeamSelling:Tellers,Sellers,Hunters,Farmers,BusinessDevelopers,Partners,andtheIndustry-NetworkedConsultant23
Ch.5TheArsenalofCompetitiveAdvantage41
Sect.2TheSolution-R.A.D.A.R.
Ch.6R.A.D.A.R.-SimplifyingtheComplexSale49
Ch.7Key1-LinkSolutionstoPain(orGain)53
Ch.8Key2-QualifytheProspect69
Ch.9Key3-BuildCompetitivePreference77
Ch.10Key4-DeterminetheDecision-MakingProcess87
Ch.11Key5-SelltoPower97
Ch.12Key6-CommunicatetheStrategicPlan109
Sect.3StrategiesforExecution
Ch.13SixteenOpportunity-LevelSalesStrategies123
Ch.14ChangingIssuesandTime-BasedSalesTactics137
Ch.15TenIndividual-LevelStrategies145
Ch.16Sellingat"C-Level"-CallingonChiefExecutivesandPoliticalNavigation149
Sect.4WinningBeforetheBattle-AccountManagement
Ch.17FromOpportunityManagementtoAccountManagement163
TheComplexSale,Inc171
Notes172
Bibliography173
Index175