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

3.85  ·  Rating details ·  288 ratings  ·  15 reviews
"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales cons
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Paperback, 192 pages
Published April 14th 2003 by McGraw-Hill Education (first published September 1st 2001)
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Average rating 3.85  · 
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Andy
Dec 01, 2018 rated it really liked it
Shelves: 2018
Taught me that "You must pick the battles you can win, then win the battles you pick."

Do not try to turn an unqualified lead into a qualified lead...instead focus on targeting the right buyers.
Kate
Oct 09, 2017 rated it really liked it  ·  review of another edition
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.
David
Aug 09, 2011 rated it liked it
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.
Gretchen Schott
Aug 27, 2010 rated it really liked it
Love Rick Page! I am now a fan! Easy read. The 1st of several stratgies for selling better.
Greg
Jul 27, 2009 rated it really liked it
Shelves: business
This book is valuable as a tease for the larger consulting/training from The Complex Sale. The system is useful for analyzing and adapting to different buyer personalities.
Gordon
Jul 01, 2009 rated it really liked it
My old boss gave me this book seevral years ago and I read it once a year. It is a good guide for deal making in today's evolving economy.
Lemy
Apr 11, 2009 marked it as to-read
Looking forward to read it :)
Mark Burrall
Dec 16, 2010 rated it it was amazing
great sales book on pursuing the complex sales
Paul Lanigan
Jan 27, 2014 rated it it was amazing
Shelves: selling
One of the best books I've read on the politics of the complex sale
Rick
Dec 22, 2011 rated it liked it
Interesting book that formed the basis of R.A.D.A.R sales training. Some things are useful acrooss all sales jobs but the focus is on large-scale complex sales.
Aasim Waheed
Feb 29, 2016 rated it it was amazing
Excellent book; highly recommended for all sales persons and specially for all sales managers. Very practical with useful hints.
Fai Poon
Read through it during my trip to Asia. Need to read it again at some point to understand some of the concept.
Srinivasan Nagobarao
Amazing book for sales professionals, a must read to understand the complexity of sales and how to manage it
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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 ...more

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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.” 1 likes
“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.” 0 likes
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