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Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale
by Rick Page
Business-to-business team selling has never been easy. In today's new economy - where an organization's technology, processes and power-holders can change overnight - it's riskier than ever. Multimillion-pound deals can spin out of control in a heartbeat. And the time-honoured methods that once made salespeople and sales managers successful just don't apply anymore. This b ...more
Hardcover, 178 pages
Published October 8th 2002 by Nautilus Press (GA)
(first published September 1st 2001)
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Aug 09, 2011 David rated it 3 of 5 stars · review of another edition
Recommends it for: Sales people - especially those selling a service.
Nothing really new in this book - but a good collection of strategies. Chapter 6 seems to summarize the whole book in about 4 pages. I'm not really in sales myself but I think the RADAR (Reading Accounts and Deploying Appropriate Resources) along with its six steps was an interesting way to summarize a strategy.
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“Flanking strategies in sales situations actually mean one of five things: (1) changing the pain, (2) changing the power, (3) changing the process, (4) linking solutions or products, or (5) expanding scope.”
“If we oversold or underdelivered, then it wasn’t a sale; it was a lie. Lying is easy; selling is hard. A great salesperson sells in a way that leads to trust and repeat business.”More quotes…