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:
A recognized authority in the complex sale arena, Rick Page has trained salespeople from more than 50 countries during his long and distinguished career. One of the foremost experts on sales management and selling, Rick continues to develop innovative sales programs and is the author of Hope Is Not A Strategy - The 6 Keys to Winning The Complex Sale and Make Winning A Habit - 20 Best Practices of the World's Greatest Sales Forces.
As executive vice president of Dun & Bradstreet Software (formerly Management Science America), Rick initiated a strategic sales training program for the global sales force. While at the company, Rick also led one of its most successful regions, managing more than 100 consultants and 50 sales reps for a $50 million profit center.
In 1994, Rick founded The Complex Sale, Inc. which has provided sales consulting and training methodologies to more than 35,000 sales reps worldwide in the information technology, consulting, telecommunications, medical and financial industries.
Additionally, Rick has shared his expertise with the readers of Consultant News and Solutions Integrator, as well as attendees of the Stanford Executive Briefing and numerous other prestigious conferences.
Rick holds a Master of Business Administration from the University of North Carolina at Chapel Hill.
Anyone doing sales that are not straight shot one and done simple widgets should read this book. It's older but the concepts still apply well. I was able to quickly relate the concepts back to my service sales.
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.